European Strategic Sales Manager - Greater London.
My client the market leader in video IP software solutions, is seeking a skilled strategic salesperson with a demonstrated track record of direct sales success to major broadcasters, content owners and media service providers in the professional broadcast industry.
Based in the London area, the Strategic Sales Manager will be responsible for developing key strategic accounts in the UK and Northern Europe. This includes establishing and managing relationships with strategic target broadcasters, content owners and media service providers. The focus of the role is revenue generation through prospecting, building a pipeline or qualified opportunities and moving opportunities through the sales cycle.
Position reports to the Director of EMEA Sales. Successful candidate will have strong business acumen, initiative, with a vision to effectively develop strong internal and external partnerships. Excellent collaboration and communication skills, global teamwork and cultural awareness and strong cross-functional influencing skills are required.
Candidate must be an empowering leader, results oriented, with the ability to effectively lead change.
Meeting and exceeding sales quota through direct sales to major broadcasters, content owners and media service providers
Define and execute strategic sales plans, establish and maintain positive and proactive relationships with targeted customers to build mindshare and drive sales bookings
Work with sales, marketing and technical support teams to address customer requirements, carry out proof of concept tests, submit proposals and follow-up for contract or PO approvals.
Travel when necessary to represent and present our solutions to partners, direct accounts and customers of partners
Prepare written presentations, reports, proposals and price quotations
Keep current with product release information, sales materials, product features, application use cases and competition
Providing account, opportunity, sales pipeline and booking forecast updates in Salesforce
4+ years of demonstrated experience in a Media and Entertainment Business-to-Business environment in technical pre-sales role
Experience in fast growing software company(s) a plus
Excellent written communication and presentation skills in English
Experience managing Proof of Concept projects and operating with limited supervision
Strong experience and interest in teamwork -- collaboration with customers, partners, sales, customer care, product management, and engineering, to reach common goals successfully
5+ years of successful sales experience in the professional video broadcast market, preferably in software or solution sales
Demonstrated ability to build and manage a pipeline with multiple accounts and partners in exceeding annual quotas
Good understanding of the broadcast video market and technology required
Strong analytical, interpersonal, verbal and written communication skills required
Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C-level and other decision-makers
Experience with a fast-growing software startup a plus
Travel requirements up to 30%
Bachelor’s degree in Business or a technical field or equivalent experience required
Build trusted relationships with specifically targeted strategic customer accounts
Qualified pipeline growth, quarter over quarter
Sales booking quota attainment