Vice President, Sales

Imagine Communications • Washington, DC

1d

About The Position

We are looking for an experienced Vice President of Sales to lead our America’s Video sales team. Your team sells Imagine Communication’s Video Products, Services and Solutions to a set of Broadcast, Media & Entertainment accounts including OTT and streaming companies, in the USA, Canada, and Latin America. Your main responsibility is to solidify and expand our recurring revenue, grow wallet share from existing customers, and add new customers.
The ideal candidate will have a deep understanding of our industry and Video portfolio, extensive sales experience, and a proven track record of hitting quota targets, consistently and quarterly, by closely managing a remotely distributed sales and pre-sales team. Scope of responsibility is broad, from pipeline development and opportunity management to deal closing. Additionally, solid experience with strategic account planning and selling, negotiation skills and proficiency in building customer-facing presentations to justify the value of our solutions are key to the success of this position. Experience in working with product management and marketing to assess product opportunities and collaborate on go to market planning is a plus.

Requirements

• Bachelor's degree in Business, Marketing, or a related field. MBA preferred
• 10+ years of sales experience, with a focus on Video products, solutions and services in the broadcast, media & entertainment industry
• Proven track record of achieving and exceeding sales targets on a quarterly and annual basis, and managing high-performing sales teams
• Excellent communication and interpersonal skills including interacting comfortably at the C-level
• Strong experience with strategic account planning and selling methodologies
• Strong analytical skills and ability to use data to drive sales strategies
• Proficiency in building customer-facing presentations to justify the value of our solutions
• Experience with CRM and sales reporting systems
• Comfortable understanding P&Ls to discuss at C-level management and with other stakeholders
• Ability to travel extensively

Responsibilities

• Develop and implement a sales strategy to achieve quarterly and annual order, revenue and cash targets, market share growth for Video products, solutions and services in the America’s
• Lead a remote and distributed sales team by training, coaching and challenging sales representatives to deliver consistent quarterly results
• Develop and maintain multiple strong relationships with key accounts, ensure customer satisfaction and understand how market needs align with the Imagine portfolio
• Understand Imagine’s portfolio of products, service and solutions from both a business & high-level technical standpoint, articulating value propositions and leveraging TCO analysis
• Coach the sales team for long, consultative sales cycles with multiple stakeholders, including organizing cross-functional resources to develop commercial proposals
• Inspect, manage and analyze your sales team pipeline, with high accuracy and on a regular basis
• Use strategic key account planning and selling methodologies to develop and execute sales plans and ensure that the sales team is following best practices in sales strategy and tactics
• Demonstrate strong ability to negotiate, construct and navigate complex commercial agreements in collaboration with your team
• Understand and analyze market trends and dynamics to create a resilient strategy for evolving market conditions, as well as ability to translate this into actionable plans for sales and pre-sales
• Collaborate with product development, services and marketing teams to ensure alignment of sales strategies and product roadmap including understanding of dedicated Product P&L metrics
• Collaborate with Sales Operations to maintain the company's CRM sales data and ensure highest accuracy to orders, revenue and cash forecasting
• Stay up-to-date with industry trends and maintain a strong understanding of the competitive landscape, and represent the company at industry events and conferences

Benefits

• This is a full-time position with a competitive salary and benefits package.
• The successful candidate will have the opportunity to join a major reference company in the Broadcast, Media & Entertainment industry and make a significant impact on the company's growth and success.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive