[Remote] Senior Account Manager

Note: The job is a remote job and is open to candidates in USA. Roku is the #1 TV streaming platform in the U.S., Canada, and Mexico, and they are seeking a Senior Account Manager to own Roku's relationship with Walmart. The role involves managing the Walmart devices business, driving strategy, building relationships, and achieving revenue goals.

Responsibilities

• Own Roku’s Walmart devices business end-to-end across US stores and walmart.com: item setup, modular and in-store placement, pricing, promotion, forecasting, in-stock management, and end-of-life transitions
• Assess opportunities for retail growth and expansion across TVs, streaming media players, audio, smart home, and related markets, with a focus on Walmart’s ecosystem
• Develop and present annual and quarterly business plans tied to clear revenue, margin, and share targets
• Ensure promotional alignment internally and with Walmart across key events, features, and programs
• Build strong, trust-based relationships across Walmart's buying, replenishment, merchant, and ecommerce teams
• Lead regular Walmart business cadences, using POS, inventory, and margin data to recommend pricing, promotion, assortment, and allocation actions
• Understand Roku’s business and market dynamics and translate market, shopper, and competitive insights into actionable retail strategies and test-and-learn plans
• Partner with Retail Strategy, Sales Operations, FP&A, Product, and Operations to align on forecasts, promotions, and product priorities
• Partner with Retail Marketing and OEM partners to develop in-aisle, endcap, and seasonal programs that drive incremental traffic and conversion
• Customize sell-in and sell-out materials for Walmart's unique buying process, internal review cadence, and decision-makers
• Track performance against targets and lead regular business reviews with both Walmart and internal stakeholders, including senior Roku leadership

Skills

• Bachelor's degree or equivalent practical experience
• 8+ years of sales or account management experience in consumer or consumer electronics categories, selling into retail
• 3+ years of experience selling into Walmart, with established buyer-level relationships
• Proven track record of hitting revenue targets and growing a business at Walmart, regardless of category
• A deep understanding of the big-box retail environment and how decisions around assortment, placement, price, and promotion show up in-store and online
• Ability to operate strategically and get into the details — you can build a Joint Business Plan (JBP) and pull a Point-of-Sale (POS) report
• Comfort building cases from data (POS, share, margin, promo ROI) and translating insights into clear recommendations
• Can think strategically, but can dig in to answer questions and get the details in order to ensure the strategy can be realized
• Enjoy working cross-functionally, but can also work independently in a fast-paced, ambiguous environment
• Take a long-term view when evaluating opportunities and setting priorities for Walmart and Roku's broader retail portfolio
• Strong cross-functional instincts; you know how to work through influence, not just authority, with partners across finance, operations, marketing, and product
• Clear, confident communication skills with the ability to tailor the message for a Walmart merchant, a cross-functional working team, or a Roku executive
• MS/MBA or equivalent experience preferred

Benefits

• Health insurance
• Equity awards
• Life insurance
• Disability benefits
• Parental leave
• Wellness benefits
• Paid time off
• Global access to mental health and financial wellness support and resources
• Healthcare (medical, dental, and vision)
• Life, accident, disability, commuter, and retirement options (401(k)/pension)
• Employees are supported in taking time off, in accordance with local leave policies and other personal needs to support their evolving work and life needs

Company Overview

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