Industry Partner (Sales) - Verizon Communications (New York City, NY)
Posted: Wednesday, January 23, 2013 6:57 PM
Senior Account Executive role with Video Content Platform and Video Delivery Network or video/streaming media experience that will provide media and entertainment industry insider insights and thought leadership on current and emerging business challenges and opportunities and articulate how Verizon can most effectively differentiate our solutions and messaging. Sell consultatively by developing and maintaining strategic business relationships with defined target clients within the three unique customer segments, content creators, digital media retailers and advertisers. • Understand and articulate (orally, written, PowerPoint presentation) the company value proposition into specific customer benefits. • Accountable for achieving revenue, sales and brand positioning goals through selling strategic digital media solutions and services • Responsible for developing, executing and/or influencing overall territory/regional strategic client business plans • Nurture senior executive and CXO relationships and build trust/credibility at all levels within the client organization in order to achieve or exceed the annual client business plans and territory/regional plan • Responsible for shaping, qualifying and driving business transactions over seven figures to a successful conclusion • Promote products and services and continually develop a deeper understanding of the customer''s changing needs to drive a multi-million dollar pipeline • Tailor sales presentation materials and messaging to target customers; execute sales calls and deliver sales presentations in collaboration with pre-sales architects • Identify and develop partners to accelerate sales (channel partners, vendors, etc) • Manage the negotiation process, driving the sale to closure while ensuring profit margin and revenue goals are met • Partner with the Industry Architect to identify and shape business development strategies and then drive overall digital media solution definition and specification • Coordinate all Verizon Subject Matter Experts as needed to ensure the solution optimizes the client''s objectives and business needs as well as those of Verizon and its partners • Use market insights and foresight to guide and influence strategic or deal specific product, services and solutions development that differentiates Verizon in the market place • Maintain up to date knowledge of all Verizon products and services relevant to digital media centric customer segments, and attend training regarding new or enhanced products and services • Present at industry forums and events to establish Verizon as the leading provider of digital media business solutions Experience • 10 years media and entertainment industry experience in business, operations, and/or an advisory capacity • Generally requires a BS degree or Masters Degree and a minimum 7 years'' experience in consultative selling experience within the three unique customer segments, content creators, digital media retailers and advertisers • Demonstrated ability to carry significant sales and business development responsibilities • Executive experience and gravitas in successfully working with and presenting to CXO levels on both the business and technical sides of the media and entertainment industry • Demonstrated contacts and relationships with CXO level clients • Ability to speak at industry events and participate in industry standards or related organization • Published author or recognition as thought leader in the industry • Deep and intuitive understanding of media business technologies • Ability to work collaboratively with all departments on sales issues. • Self-starter with positive, optimistic attitude and ability to work in start-up/unstructured environment.
• Post ID: 36828364 newyork