Sales Engineer - Accedo One

About Us

The distribution of video via the Internet and the availability of connected devices have entirely disrupted consumer habits over the past decade, and linear television is being challenged by numerous video service providers as the viewing public changes the way we consume video content. 

Accedo helps the world’s leading video service providers deliver and grow engaging video experiences across platforms, devices, and regions. We provide a combination of the products and services needed to support our customers at every stage of the video business journey, from strategy and conception to delivery and post-launch optimization.

Accedo One is Accedo’s SaaS platform for launching and running a video service. It is exceptionally intuitive and allows companies to run a video service without a large dedicated internal team.

Accedo was founded in 2004 on a simple observation: emerging technologies will transform how people watch television and consume video, but video service providers will need help to keep up with the complexities of this new landscape.

Since then, Accedo has grown to over 650 employees working from 17 locations worldwide. We help power thousands of video experiences across nearly every device or platform for hundreds of customers around the globe..

At Accedo, we are all pioneers, changing when, where, and how millions of people experience entertainment across the world. 

The Role:

Accedo’s Sales Engineers are customer-focused technical professionals within the Accedo Sales organization. The Sales Engineer will assist the Sales team in evaluating prospects, and in creating proposals to leverage Accedo’s innovative and market-leading video solution, Accedo One.

You will be responsible for defining and maintaining the technical qualification process, which involves engaging with customers and prospects to understand their requirements and assessing their existing infrastructure. You will then piece together how an Accedo One solution can meet these requirements, articulating any gaps against the requirements, but also suggest alternative options or ways we might partially address the requirements. An ability to think outside the box and understand the business needs of the customer will be critical.

You will engage with internal Engineering, Product, Design, and Business Development teams, along with external technology partners to define the best technical solutions. Sales Engineers also engage with the internal Sales and Marketing teams to help determine commercial offers, including pricing estimations, to create proposals, pitch decks, and demos - to best position Accedo’s contribution to the customer value proposition.

You will also familiarize yourself with the Accedo One platform, develop various demo scripts to showcase the platform and address a variety of customer scenarios and develop the skills to implement Proof of Concepts (PoCs) with the prospect’s logos, branding, and content.   

Lastly, it will be critical that you familiarize yourself with the end-to-end video workflow, which includes 3rd party vendors and service providers that form the end-to-end tech stack for video delivery, analytics, user management, and monetization. 

Responsibilities

• Provide technical support to the Sales team during the pre-sales process
• Support customers and prospects by engaging with them to review and understand their business needs, technology platforms, system architecture, technical constraints and compliance, integration points, and overall technical requirements
• Engage with the Engineering, Product, and other internal teams, together with technology partners, to review customer requirements, evaluate bid feasibility, and co-ordinate plans to deliver appropriate solution proposals with accurate estimates for delivery effort and cost
• Iterate through these processes with all parties to refine requirements, solutions, and estimations via emails, conference calls, onsite meetings, and presentations, ensuring visibility and transparency
• Ensure appropriate internal approval is given for all technical and commercial aspects of each solution
• Help to create detailed, on-brand, accurate solution proposals, materials, and demos for the Sales team; Sales Engineers are accountable for the technical validity of proposed solutions to the customer as well as to the project delivery teams
• Own and manage each step of the pre-sales process for each of your projects via an internal Trello instance, documenting each phase accordingly
• Contribute new ideas, best practices, and ways of working to the Sales Engineering team and higher Sales organization
• Act as an interface between the Sales, PÅÇroduct & Delivery organizations, ensuring a constant flow of communication so that everyone is as much as possible toward the same goals and any issues are quickly resolved
• Be proactive in evaluating new industry initiatives, technologies, platforms, and competitors

Your Skills and Personal Qualities

• Your communication skills will be excellent, both verbal and written. You will enjoy and feel confident creating and delivering presentations and demos to technical and non-technical audiences, in-person or virtually, up to C-level.
• You will have a strong sense of self-motivation, responsibility, and project ownership.
• Your integrity and professionalism will be fundamental to your success
• You will have excellent time management skills, with the ability to prioritize within multiple concurrent projects
• You will have excellent cross-group collaboration skills
• You will have the ability to rapidly absorb and comprehend new technologies, products, and services within the industry
• You will have a curiosity and interest in media, new video industry technologies, and the transformation of the TV experience
• You will feel at home and thrive in a global multinational and multicultural environment

Your Experience

• A suggested minimum of 3-4 years of professional experience in a customer-focused technical sales or customer management environment.
• Experience working in a similar or related role within the Online Video or media industry would be an advantage.
• Experience working in and around developing front-end and middleware applications would be an advantage, especially within the industry.
• You will have demonstrable experience presenting technical services and products to internal and external audiences.
• You will have demonstrable experience in understanding and evaluating enterprise-level client architecture and 3rd-party solutions.
• You have a working knowledge of APIs and system integration best practices
• Education to a degree level in Engineering, Computer Science, or a related discipline or having relevant software development skills are advantageous but optional.

What We Offer

• Competitive compensation package
• 100% Company paid Health and Dental Benefits from day one
• RRSP Matching Program
• Personal Days
• Unlimited Paid Sick Days
• Health Spending / Personal Wellness Account
• Generous parental leave benefits with a top-up plan
• Short-Term/Long-Term Disability Coverage
• Life Insurance
• Epic company events & socials, both virtual and in-person
• Learning and Development reimbursements

Our Commitment To Diversity

At Accedo, we are committed to fostering an environment of inclusiveness where employees are both valued and heard. Inclusion also means having diverse representation in gender, race, sex, thought, and other personal characteristics to contribute towards the betterment of our commerce and people. We strongly encourage applications from diverse communities to contribute towards our commitment of inclusivity.

If you require accommodations during the interview process, please let the recruiter know when contacted for an interview.

Any offers of employment with Accedo are conditioned upon the successful completion of a background verification check, subject to applicable laws and regulations.

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