What are the responsibilities and job description for the Sales Director position at Encompass Digital Media?
NA Sales Director
Location : Open
Position Type : Full-time, Exempt
Role Responsibilities
The overarching objective is to develop and grow services deployment and revenues through establishing strategic relationships and engagements with focus on MVPDs, gaming companies, production companies and enterprise accounts in the US. This position requires an understanding of the changing media landscape and technology trends to offer outsourced cloud and IP services in areas of channel playout, media processing and video transport. The position reports to the SVP North America Sales. The responsibilities of this position are diverse and require a high level of aptitude with sales, negotiations of commercial terms, technical understanding of cloud video processing and fiber and IP transport, knowledge of business models and market trends in media workflow environment. It requires a high level of advanced sales strategy planning, forecasting in terms of revenues and timing of contract closures and ownership of new business quotas.
- Manage the full sales lifecycle, from prospecting and utilizing a network of contacts to presenting, negotiating and closing new business.
- Prospect with existing industry contacts to create opportunity / project leads.
- Prepare sales proposals and communicate a compelling value proposition that motivates prospective clients to choose Encompass services.
- Develop relationships within decision makers at new target accounts to gain deep and accurate understanding of their needs and convert that to new services revenues with emphasis on cloud and IP based services.
- Achieve assigned new business bookings goals.
- Meet new opportunity generation productivity requirements.
- Develop and communicate account plans for assigned customers that will outline short- and long-term sales strategy and underlying actions to be taken by sales support teams.
- Define accurate initial customer requirement to allow for bid / no bid evaluation and work with solution engineering and with assistance of product management to generate proposals.
- Travel required for sales presentations, requirement gathering and proposal presentations.
- Collaborate with other team members to ensure overall account sales objectives are met.
- Be able to convey knowledge of the organization's various products and services.
- Maintain accurate opportunity pipeline and record sales activity information in CRM system.
Required Experience