Sales Manager West Coast

Job description

Who We Are

It's an amazing time to join Dalet as we continue to shape the future of media production, management and distribution. Mature and stable like a large corporation, yet agile and growing like a start-up, Dalet is the perfect place for talented, internationally minded and highly motivated individuals looking to join a very dynamic company where things get done!

A leading, independent software and services provider, Dalet empowers broadcast and media organizations all around the world. Our solutions allow media professionals to create, manage and distribute (social media, mobile, VOD and OTT ) content faster and more efficiently, fully maximizing the value of assets. When combined, Dalet products power end-to-end, unified multimedia operations for news, sports, program preparation, production, archive and radio.

Dalet solutions are used around the world by many thousands of individual users at hundreds of TVs, Radios and other content owners, producers and distributors, including public broadcasters such as the BBC, France TV and Russia Today, commercial networks and operators such as HBO, Canal+, CNN, FOX, Mediaset, and government & international organizations such as the UK Parliament, the UN, NASA and many others.

 

Who You Are

Are you looking to drive business opportunities with some of the most innovative Media & Entertainment companies in America & Canada and be part of a dynamic team focused on media technology transformation and adoption initiatives?

Do you have the business background, technical depth, and communication skills needed to help further establish Dalet as the leader in the industry?

 

Your Role

The ideal candidate will be primarily responsible for direct sales, channel sales and channel partner support for Dalet solutions.  Reporting to the VP Sales-Americas, your focus will be nurturing existing Dalet accounts and developing our market share on the West Coast (USA & Canada).

The candidate will work closely with the technical presales team, marketing team as well as our channel partners. Your responsibilities will include identifying and closing opportunities, finding strategic partners, driving business with managed account to create significant new opportunity pipelines.

The ideal candidate will have a keen business background to drive engagements at the CxO/VP/Dir level while having the technical depth to easily communicate the benefits of Dalet's enterprise solutions in the M&E market. 

 

Responsibilities:

  • Perform market analysis, growth & upsell opportunities and account mapping to build your sales strategy, identify leads and initiate contact
  • Prepare and present business reviews to the senior management team regarding progress and strategy to closing new customers.
  • Fill, prioritize, manage and maintain the business development pipeline by engaging with prospects, partners, and key customers.
  • Gather account intelligence to maximize your win chances
  • Coordinate with Dalet Pre-Sales, Solution architect team and product team to prepare customer presentation and demonstrations
  • Present Dalet Solution, USPs and key technology
  • Work with the Pre-Sales team to produce customer proposals, design document, SOW, RFP answers...
  • Build quotes, negotiate Budget and close deals
  • Coordinate complex enterprise contract negotiations, in cooperation with Dalet Presales, legal and professional services teams.
  • Ensure successful implementation and on-going customer satisfaction
  • Develop and nurture strong relationship within existing and new Accounts
  • Maintain a high level of product knowledge of all products and working practices within the broadcast media, news, OTT and post production markets.
  • Attend Trade shows and Support marketing activities
  • Enrich internal CRM and BI systems with sales data, market info to help the company drive long term strategy
  • Provide feedback and insight on the market evolution, trends and competitors activities
  • Travel as needed.

Requirements

  • The right person will be business focused and will be capable of understanding the complexities of large media & entertainment companies Broadcast and IT environments.
  • 5 years+ Experience in direct or channel sales of technical product lines
  • 5 years+ Experience working within the M&E/Broadcast industry
  • Experience in working with customers who are deploying digital media technologies, namely broadcast, streaming, news production, distribution and media asset management.
  • Excellent time management habits, with the ability to work against deadlines.
  • Must be able to prioritize and work from own initiative
  • Strong verbal and written communications skills.
  • A team player with an ability to navigate and communicate at all organizational levels.
  • The ability to work with partners and resellers at a high level in a sales and marketing environment.
  • Knowledge in SaaS sales a plus
  • Understanding or experience with Cloud technologies a plus
  • Preferred location:  Los Angeles, CA.