VP Sales, OU and Events
Location : OPEN
Position Type : Full-time, Exempt
Position Summary :
Role Responsibilities
Reports directly to the SVP, Sales North America. Two main areas of focus are :
- Expand the customer base and grow revenue in occasional use live events applications across sports, news, and enterprise accounts.
- Maintain and grow commercial relationships with existing OU Encompass clients.
This position requires an understanding of the changing media landscape and technology trends to offer new generation cloud and IP based services and help manage migration path for existing customers in areas of channel playout, media processing and video transport. The responsibilities of this position are diverse and require a high level of aptitude with sales, negotiations of commercial terms, a technical understanding of cloud video processing, satellite, fiber and IP transport and knowledge of business models and market trends in live media workflow environment. This role also requires a high level of advanced sales strategy planning, inclusive of revenue forecasting, timing of contract closures and ownership of sales goals. The following is a summary of key responsibilities :
Manage the full sales lifecycle for existing customers, from prospecting and utilizing a network of contacts to presenting, negotiating and closing new business.Develop relationships with decision makers and implementers at existing accounts to gain a deep and accurate understanding of their needs.Actively expand the list of contacts at clients' organizations to gather input and prospect for new services.Identify opportunities for new services, upgrades and upsells within a client's organization.Define accurate initial customer requirements to allow for bid / no bid evaluation.Prepare sales proposals and communicate a compelling value proposition that motivates prospective clients to choose Encompass services.Maintain accurate opportunity pipeline and record sales activity information in CRM system.Negotiate proposals and contracts.Provide exceptional customer service as a single point of contact for clients.Represent client's interest and priorities during fulfilment and assurance : upgrade of service, new service, change requests.Travel for sales presentations, requirement gathering, and proposal presentations may be required.Achieve assigned sales goals.Other duties as assigned.Required Experience
Experience in working in occasional use / live events industry / organization.Knowledge of live events business models / trends and technologies / vendors used to deliver services.Proven sales / business development track record and extensive contacts in US based news / sports organizations.Experience in managing international clients with US based operations.Self-directed and motivated, must have proven track record at achieving goals and targets managing existing clients.Strong track record of coordinating managed services projects to clients.Ability to accurately qualify and prioritize tasks and scope their scale and resources needed to complete.Team player with leadership skills to provide guidance and direction for support personnel during sales campaign.Exceptional listening skills are a must, as are written and verbal communication skills.Ability to communicate at all levels within an organization including, executive level presentation and communication both verbal and written.Strong Organizational and time management skills.Minimum of 5 years of experience in direct business-to-business customer facing role in the media industry, with emphasis on outsourced video workflow managed services.Required Skills, Education and / or Certifications
College degree in related fieldEncompass, a leader in digital media services, owns and operates state-of-the-art, broadcast facilities throughout the United States, Latin America, United Kingdom and Asia. The company's mission-critical, media services provide broadcasters, cable networks, corporations and government entities with customized solutions for the management and distribution of content.
Encompass Digital Media is an Affirmative Action and Equal Opportunity Employer. M / F / Disability / Veteran
