Technical Account Manager

New Account Pursuit & Business Development (Hunting)

• Proactively identify, pursue, and close new customer accounts within assigned territory or market segment.
• Qualify inbound leads and conduct outbound prospecting through targeted outreach, events, referrals, and campaigns.
• Lead discovery, solution positioning, stakeholder mapping, and opportunity qualification.
• Collaborate with Sales Engineering, Marketing, and Leadership to progress and close new-logo opportunities.
• Track and manage opportunities through the full sales cycle in CRM.

• Own and grow relationships with VIDIZMO's partner accounts, including Microsoft and other channel/alliance partners.
• Drive partner-sourced and partner-influenced pipeline, co-selling motions, and joint go-to-market initiatives.
• Enable partners on VIDIZMO's product portfolio, positioning, and compliance differentiators.
• Coordinate joint account planning, deal registration, and revenue accountability with partner stakeholders.

• Own and manage a portfolio of active customer accounts post-sale.
• Build strong relationships with business, technical, and executive stakeholders.
• Ensure successful adoption, ongoing engagement, and measurable customer value.
• Proactively manage renewals, identify risks, and prevent churn.
• Coordinate with Customer Success, Support, Product, and Engineering teams to resolve issues and deliver outcomes.

• Identify and close upsell opportunities (additional users, licenses, storage, features, services).
• Drive cross-sell opportunities across VIDIZMO's product portfolio.
• Expand within existing customers by engaging new departments, teams, subsidiaries, or business units.
• Develop and execute account growth plans for strategic and high-potential accounts.

• Manage a mixed portfolio that includes new pursuit accounts, partner accounts, existing customers, and assigned target/growth accounts.
• Build territory and account plans aligned with customer goals and market dynamics.
• Conduct regular business reviews and executive check-ins.
• Maintain accurate CRM data, pipeline visibility, and revenue forecasts.

• Act as the voice of the customer internally, sharing insights on needs, gaps, and competitive trends.
• Partner with Product and Marketing teams to inform roadmap and positioning.
• Identify customer advocacy opportunities such as references, case studies, and testimonials.

• Responsibility for reviewing and validating AI-generated outputs.
• Ownership of final deliverables, regardless of AI assistance.
• Ability to critically evaluate AI results and ensure they meet defined requirements.
• Accountability for accuracy, quality, and compliance.

• New Logo Revenue: New accounts closed per quarter

• Net Revenue Retention (NRR): ≥ 110%
• Renewal Rate: ≥ 95%
• Expansion Revenue: Upsell and cross-sell contribution

• Qualified Pipeline Coverage: 3–4x quota
• Win Rate: Opportunities closed vs pursued

• Churn Rate: ≤ 5%

• Forecast Accuracy: ≥ 95%

• Business Reviews Completed on Time

• Excellent English communication is a must.
• Experience working with the US market.
• Bachelor's degree in Computer Science, Engineering, Data Science, Business, Marketing, or related field.
• AI engineering background or applied AI/technical skillset — hands-on understanding of LLMs, RAG, APIs, or AI-driven workflows, with the ability to speak credibly to technical and engineering stakeholders.
• 3–7 years of experience in B2B SaaS or enterprise technology sales, business development, partner/channel management, or product marketing.
• Proven experience in selling and positioning SaaS-based IT solutions/products.
• Strong communication, presentation, negotiation, and relationship-building skills.
• Demonstrated success in achieving revenue targets and managing partner or channel relationships.
• Strong analytical skills with data-driven decision-making ability.
• Proficiency in leveraging AI tools—including mandatory use of platforms like ChatGPT and Claude—to enhance efficiency and output.
• Team player with cross-functional collaboration experience and an ownership mindset.
• Legally authorized to work in the region of employment.

• Experience in video, evidence management, or public safety technology sectors.
• Familiarity with CJIS compliance, Microsoft ecosystem, and public safety markets.
• Knowledge of enterprise or government procurement processes (RFP/RFI).
• Prior experience managing Microsoft co-sell or partner-sourced pipeline.

The ideal candidate demonstrates strong business acumen, an AI/engineering-literate mindset, and exceptional written and verbal communication.

They can translate technical objectives into impactful business solutions, work fluently across customer and partner stakeholders, and are proficient in leveraging AI tools—including mandatory use of platforms like ChatGPT and Claude—to enhance efficiency.

An ownership mindset and the ability to drive outcomes with minimal task-level direction are essential.

Us?

• Own the narrative and growth of mission-critical products
• Work closely with executive leadership on strategy and execution
• Influence product direction through market insight
• Operate in high-impact markets with real-world outcomes
• Opportunity to build and scale partner-led growth as a revenue engine

Benefits: Health Insurance (OPD/IPD), Separate Maternity Cover, Leave encashment, Car Support Program, Referral Bonus, EOBI, Bi-Annual Increment, Provident Fund, Career Growth, Bonus (benefits vary based on location).