SVP, North American Sales & Marketing
Deluxe Entertainment
Burbank, CAThis was removed by the employer on 7/5/2016 2:36:00 PM PST
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Full Time Job
We are seeking a SVP, Sales and Marketing Executive for North America with 10 years of experience selling high technology solutions to the Cable, Broadcast, Satellite, Telecom and/or OTT. This self-motivated individual will be responsible for actively managing and expanding the sales pipeline for Deluxe OnDemand in North America. The role requires that the candidate has the ability to build relationships at all levels and close deals with target customers, including MVPDs (cable, telcos), mobile operators, OTT/retailers, CE/mobile device manufactures, content providers, and a variety of channel partners. This role will require managing the current sales team, business development and marketing.
This position is responsible for coordinating efforts with colleagues to present technical solutions through effective presentations, proposals, and discussions.
The position reports directly to the General Manager of Deluxe OnDemand, and will have direct reports.
Responsibilities:
• Manage and grow Deluxe OnDemand existing and new business opportunities in North America to ensure that quarterly and annual revenue targets and margin goals are achieved.
o Consult with clients to obtain pertinent information about the client's business, potential options and problems faced in doing business to assess client needs.
o Coordinate the development of a targeted service offering with senior operational and engineering colleagues.
o Develop financial models and pricing options that ensure attractive and profitable business for both clients and Deluxe.
• Lead and manage the full sales lifecycle, from prospecting and utilizing a network of contacts to present, negotiate, and close new and renewal business.
o Communicate a compelling value proposition via professional proposals and/or presentations, written and/or verbally, that excite and motivate prospects and clients to choose Deluxe OnDemand solutions
• Identify and engage C-level decision makers to accelerate the sales cycle.
• Maintain ongoing focus on new business development and the expansion of current client relationships for long-term, high volume, and profitable contracts.
• Create and track sales forecast and sales pipeline in SalesForce.com.
• Develop outstanding relationships with clients, partners, prospects, and peers to enable collaboration, including the maintenance of a deep and clear understanding of our clients' business and how and why they use Deluxe services.
• Provide accurate business updates with visibility into both obstacles and opportunities, working with internal resources to identify and execute solutions.
• Ensuring that solutions are creatively and effectively positioned to meet client needs.
• Grow and manage Deluxe OnDemand sales and pre-sales engineering teams in line with forecasted demand.
• Work closely with other divisions and leverage other sales people within the wider Deluxe to grow sales for Deluxe OnDemand.
• Actively promote Deluxe capabilities through industry participation, including but not limited to writing key marketing pieces, and maintaining an involvement in key organizations and entities.
• Accurately represent the voice of the Client within the Deluxe organization, allowing all areas of the company to better serve them and develop solutions that enable their success.
• Manage Deluxe OnDemand marketing team and oversee all marketing activities including pricing, positioning and PR concepts.
• Maximize effectiveness of all marketing activities, in close association with Senior Management, and incorporate ROI metrics to ensure marketing expenditures are value added.
• Actively identify and cultivate new markets, verticals and applications for existing products, while providing direction and feedback to the product development and marketing teams.
• Participate in strategic planning and product positioning.
Requirements:
• 10 years of experience marketing and selling high technology solutions to the Cable, Broadcast, Satellite, Telecom and/or OTT industries.
• Ability to motivate a team on a daily basis to achieve stated goals and quotas.
• Self-directed and self-motivated, must have proven track record at achieving sales and revenue/profit targets.
• Experience managing a robust sales organization, including account teams, regional sales teams, business development teams and marketing.
• Experience managing Technical Sales support.
• Familiarity with all phases of the sales and business development lifecycle.
• Experience in CRM and specifically SalesForce.Com
• A breadth of industry contacts at the highest levels within the digital media arena.
• Experience in creating, managing, with a track record of meeting and/or exceeding sales forecasts.
• Balancing drive for revenue with the need to protect margins.
• A working understanding of digital media technology, and solid grasp of multimedia and OTT services.
• The ability to sell new technology and solutions – an understanding of what it takes to ''cross the chasm.'' Proven ability to identify and implement clear simple solutions to complex issues.
• Ability to close deals and to help close deals.
• Experience working in a fast moving growth company. Positive, competitive, and passionate attitude towards winning.
• Excellent interpersonal and communication skills (both written and oral).
• Self-motivated, proactive, and a true team player.
• Technically competent to discuss features and benefits, understand at a high level the project requirements and leverage that knowledge to effectively position Deluxe.
• Bachelor's degree or equivalent management experience required; advanced degree preferred.
• This position requires significant travel. Ability to travel up to 50 of time as needed.
We offer competitive pay and benefits program, including: medical, dental & vision coverage, vacation & sick leave, 401(k), company health screenings and more.
To view other open positions and for more information on our company, please visit our website.
Deluxe is an Equal Opportunity Employer.