Account Director - Media

Role: Account Director - Media

Location: New Jersey

Type of Hire: Full Time

Salary: $170K

Role Summary:

We are seeking an experienced Account Director with strong expertise in IT Services Sales, proven experience in the Media & Entertainment domain, and demonstrated capability in selling AI driven solutions. This role requires a strategic thinker with strong client engagement skills, deep domain understanding, and the ability to drive account growth and expansion. Prior experience working in or with media companies is a strong advantage.

Key Responsibilities:

Account & Business Growth

Lead end to end ownership of assigned media accounts, driving portfolio expansion and long term value.
Grow existing accounts through upselling, cross selling, and proactive opportunity creation.
Manage large and complex media centric IT services portfolios with a focus on client satisfaction and sustainable growth.
Build strong, trusted relationships across business and technology leadership teams.

Existing Client Development & Media-Focused Sales Execution

Drive strategic account expansion across the media ecosystem including broadcasting, OTT, publishing, advertising, sports, and digital media.
Lead proactive client engagement with a strong account growth mindset and deep media industry context, enabling stronger executive relationships and opportunity identification.
Leverage existing domain expertise and client relationships to accelerate deal cycles and uncover new opportunities within assigned accounts.
Build and maintain a healthy, well-qualified sales pipeline aligned to media vertical growth objectives through account mining, stakeholder expansion, cross-selling, upselling, and renewals.

AI Solutions & Digital Transformation Selling

Lead strategic discussions around AI/ML and Generative AI solutions across media use cases such as content automation, metadata enrichment, discovery and personalization, advertising optimization, measurement, attribution, and audience intelligence.
Translate evolving media business challenges into scalable, AI-enabled digital solutions across cloud, data, and platform modernization.
Collaborate with solution and delivery teams to craft differentiated, AI enabled proposals.

GTM Strategy & Industry Engagement

Co develop and execute GTM strategies focused on expanding existing media client relationships and driving portfolio growth.
Position IT services across cloud, data, digital engineering, ad tech, Sports, OTT platforms, and media operations.
Represent the organization at industry forums, events, and executive briefings.

Account Governance, Delivery & Commercial Ownership

Ensure strong governance of ongoing engagements in partnership with delivery leaders.
Oversee SLAs, program quality, risk mitigation, and client satisfaction.
Lead commercial management including renewals, contracts, financial health, and forecasting.
Apply sound negotiation skills and business judgment to balance client outcomes with profitability.

Internal Collaboration

Lead proposal development and RFP/RFI responses with strong domain and AI insights.
Collaborate with architects, delivery teams, and practice leaders to craft compelling solutions.
Contribute to reusable assets, frameworks, case studies, and sales accelerators.

Qualifications & Experience:

10+ years of experience in IT Services Sales or Account Management.
Strong expertise and exposure to the Media & Entertainment domain.
Experience selling AI/ML or Generative AI solutions within enterprise environments.
Previous experience working in or with media companies is a strong plus.
Proven ability to manage and grow large strategic accounts and multi million dollar portfolios.
Deep understanding of media workflows, industry trends, and digital transformation technologies.
Ability to identify client business problems and translate them into scalable, reusable solutions.
Experience successfully cross selling solutions across multiple accounts or business groups.
Demonstrated ability to contribute to organizational goals such as portfolio growth, account expansion, stakeholder penetration, pipeline development within existing accounts, account health, renewals, and value creation-aligned with typical KPIs for account leadership roles.
Strong executive presence, communication skills, and stakeholder management capability.
Ability to collaborate effectively across global delivery teams and cross functional groups.

Key Leadership Traits:

Consultative Selling Mindset Ability to shift from product-led to problem-led, value-driven conversations in complex media transformation programs.
Strong Executive Presence & Storytelling Capable of engaging C-suite and senior media leaders through clear, compelling business narratives.
Domain Curiosity & Solution Orientation Deep curiosity about media workflows, content lifecycles, monetization, and engagement models, with the ability to convert insights into solutions.
Program & Delivery Awareness Strong grasp of delivery realities, governance, and execution risk; familiarity with media implementations such as OTT rollouts, CMS, ad-tech, or broadcast systems.
Negotiation & Commercial Acumen Skilled in deal structuring, navigating commercials, and aligning client value with business goals.
Resilience & Growth Mindset Comfortable operating in long sales cycles and rapidly changing media landscapes.

Preferred Attributes:

Strong network within the media industry.
Ability to influence C suite stakeholders and lead strategic discussions.
Strategic account management mindset with strong ownership, relationship-building capability, and results orientation.
Deep understanding of global delivery models and distributed team structures.