With the market for mobile content exploding, our client is poised to be the leading enabler of a major market inflection where content owners realize that this new medium provides a massive dist oppt–one where taking control of content and brand must become a core competency. As content owners move away from aggregators & 3rd parties to control prod/dist, our client is the natural choice players in the mobile content space. Our client seeks a seasoned sales exec who brings a track record of selling a true platform of product and service offerings to an emerging market.
We are seeking a Sr VP Sales (SVPS) who:
— Is a solution sales exec who brings a record of relationship selling & style/demeanor reminiscent of bus devt
— True player-coach who can both lead the team & personally close business while instituting a repeatable selling methodology, prospecting strategy & the requisite processes to insure predictability in forecasting/visibility into the pipeline
— Built sales orgs that have effectively sold into multi-faceted markets
— Has been successful in hyper-growth, early-stage companies where the product roadmap is very dynamic, there is a changing mix of service & product revenues, the market growth attracts new competition and the value proposition–along with the needs of customers–is evolving
— Sold a mix of product & services into creative, non-traditional markets (content, games, media & entertainment accts)
— Int’l exp, pref opening Euro & Asian markets & leveraging direct & indirect channels
— Exec presence to be a spokesperson & evangelist
RESPONSIBILITIES
— Devise corp sales strategy to achieve growth & profitability
— Drive short & long-term revenue targets
— ID & connect with key decision makers/influencers within customers, target accts & partners to drive existing business opptys and vet the current pipeline
— Build teams to target content publishers & mobile operators comprising:
— Hunters to focus on major pure play acct prospects, game devr/publisher, traditional studio & content owners
— Farmers–Acct Mgrs focused on driving adoption & up-selling existing accts while introducing the srvc offering to new accts Field App Engs & support personnel to provide pre/post-sales support
— Close/facilitate the closing of all critical deals
— Sell into the mobile content & game devt community
— Qualify & prioritize prospective opptys representing $M+ deals
— Define, structure & implement:
— Strategies for acct penetration & partnerships
— Repeatable sales methodology/model
— Detailed planning/forecasting processes in order to enable visibility on a Q & FY basis
— Define & employ metrics to measure sales performance (quotas, average sales price, revenue-mix, etc)
— Influence the upgrade of sales collateral
QUALIFICATIONS
— A hi-caliber Sales Exec/Mgmt Leader who brings a history of success.
— Owned aggressive indiv & team quotas for est, blue-chip companies & driven rapid growth of revenues in early stage, VC-backed tech companies (ramped revenues from $10M > $50M+)
— Significant contributor to rev gen with record of personally closing multiple big ticket deals in excess of $1M
— Strategic & tactical: top-line vision to ID business objectives & challenges from an exec perspective, as well as the ability to be hands-on
— Expertise selling sophisticated infrastructure & tech platforms into complex environments
— Master of consultative solution sales who is able to communicate value prop/ROI
— Rep for being an outstanding recruiter, motivator & team builder. Staffed, led & managed hi-perf sales teams
— Record of success selling tech solutions into the target market (Rolodex of C-level buyers/influencers at content owners/publishers, SI’s & tech vendors selling into these verticals).
Contact Info: Interested candidates please send confidential resume to: Nelson Smith, Riviera Partners
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