Sales Director

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

• Self-directed and motivated, must have proven track record at achieving sales and revenue targets in new business/account acquisition area.
• Established network of senior level decision maker contacts with targeted verticals.
• Strong track record of closing managed services projects to new clients.
• Experience and track record in creating and managing balanced and accurate pipeline of sales opportunities across various verticals of media industry.
• Ability to accurately qualify and prioritize prospects and opportunities based on close probability.
• 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.
• Minimum of 10 years of direct business-to-business sales experience in the media industry, with emphasis on outsourced managed service with cloud and IP based technologies.

• Required Skills, Education and/or Certifications
• College degree in related field

• Encompass, 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