Senior Director of Sales EMEA
Join the leader in entertainment innovation and help us design the future. At Dolby, science meets art, and high tech means more than computer code. As a member of the Dolby team, you'll see and hear the results of your work everywhere, from movie theaters to smartphones. We continue to revolutionize how people create, deliver, and enjoy entertainment worldwide. To do that, we need the absolute best talent. We're big enough to give you all the resources you need, and small enough so you can make a real difference and earn recognition for your work. We offer a collegial culture, challenging projects, and excellent compensation and benefits, not to mention a Flex Work approach that is truly flexible to support where, when, and how you do your best work.
Dolby OptiView
Dolby OptiView helps sports, media, and entertainment companies to maximize viewer engagement and monetization. Use cases that include Live Sports, Sports Betting, iGaming, and Live Auctions demand high quality real-time Streaming solutions. Weather it's high-quality playback across platforms, a live streaming solution designed to meet every latency requirement, or seamless ad experiences, Dolby OptiView powers unforgettable viewer experiences while unlocking new revenue opportunities. Engage more and earn more effortlessly.
What you will do:
Manage an organization of quota carrying Sales Professional, SDR's and Sales Engineers to take full advantage of Dolby OptiView Solutions comprehensive offering for Live Sports, Sports Betting, iGaming, and Live Auctions that are adopting real-time Streaming solutions as part of their offerings. This includes Streaming, Player, Ads and Cloud and On-Prem Transcoding solutions that support complex, mission-critical client requirements. As an experience Go-To-Market leader we expect someone who is data-driven and proficiency using BI, Salesforce, and MS-Office tools. In addition, knowledge of complex selling methodology for both direct and in-direct Sales teams is necessary. This leader with Develop and maintain strategic relationships with high level executive decision-makers, understand their unique business needs, and position our solutions and partnership as the ideal fit. Success in this role will require a combination of consultative selling skills, industry expertise specifically in Streaming and Player Solutions, and a passion for delivering exceptional Go-To-Market customer experiences and support.
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This job might be for you if:
You are an initiative-taking, outcome driven, solutions oriented, charismatic, and passionate individual looking for a fantastic opportunity to progress your career. We need a Sales Team Leader who is comfortable bringing Sales Management skills and Team leadership to support our Go-To-Market business in EMEA.
Responsibilities:
• Manage a team of Direct Sales, Indirect Sales, Partners, SDR's and Sales Engineers for the EMEA region.
• Develop and execute strategic Go-To-Market business plans to build relationships with C-level executives, decision-makers, and stakeholders, nurturing long-term partnerships.
• Collaborate closely with cross-functional teams, including sales operations, legal, product management, engineering, customer success, and marketing, to support our clients.
• A hands-on Leader who can support his or her team to deliver compelling sales presentations, demonstrations, and proposals tailored to the unique requirements and objectives of prospects.
• Negotiate contract terms and conditions, leveraging a consultative approach to drive mutually beneficial agreements while maximizing bookings and revenue potential.
• Achieve or exceed assigned sales regions targets and quotas, consistently driving bookings and revenue growth within the enterprise, mid-market and SMB market segment of Live Sports, Sports Betting, iGaming, and Live Auctions.
• Maintain accurate and up-to-date records of sales activities, customer interactions, and opportunities in our Salesforce system.
• Travel within the EMEA and USA, whenever necessary, to meet prospects and customers in person and tell the Dolby OptiView story.
• Keep abreast of market trends, competitors, and industry developments to identify emerging opportunities and refine regional sales strategies accordingly.
• Collaborate with marketing teams to provide valuable market feedback, insights, and suggestions for refining go-to-market strategies, product positioning, and pipeline building.
Leadership Principles:
• Know your business - Understand the external landscape (market, competitors, trends) to create broader impact in your industry/domain.
• Operate as an Owner - Be a steward of Dolby. Make business and people decisions with organizational interests and our ecosystem in mind.
• Mobilize effective orgs and teams - Inspire excellence in both individuals and teams. Build trust, remove barriers, and bring people along the journey.
Requirements:
• Strong business acumen, with the ability to understand the unique needs and challenges of prospects and clients across your region.
• 4+ years of Enterprise Sales Leadership experience, managing Direct Sales teams.
• 10+ years of Sales experience.
• 8+ plus years of experience in SaaS, Cloud Platform & Cloud Applications.
• 2+ plus years of experience in Video and Player / Play back solutions.
• 2+ plus years of Technology Solutions from Enterprise Organizations in our greater ecosystem.
• Ability to hire and manage the most qualified Go-To-Market teams supporting the region.
• Achieve or exceed assigned sales targets and quotas, consistently driving revenue and pipeline growth.
• Proven success managing the selling process of multiple six figure deals to executives in large organizations with complex sales cycles.
• Maintain accurate and up-to-date records of sales activities, customer interactions, and opportunities in the Salesforce system.
• Travel within your region and America whenever necessary, to meet Dolby executives, prospects and customers in person and tell the Dolby OptiView story.
• Strong understanding of the streaming digital media landscape, including hardware, software, and services to support production & distribution workflows.
• Exceptional communication and presentation skills, with the ability to articulate complex concepts in a clear and compelling manner.
• Bachelor's degree in business.
• Role located in greater London area
Dolby Hiring Entity:
4-6 Soho Square
London,
W1D 3PZ
Perks and Benefits
Health and Wellness
- Dental Insurance
- Vision Insurance
- Life Insurance
- Fitness Subsidies
- On-Site Gym
- Mental Health Benefits
- Virtual Fitness Classes
- Health Insurance
- Short-Term Disability
- Long-Term Disability
- FSA
- HSA With Employer Contribution
- HSA
Parental Benefits
- Fertility Benefits
- Adoption Assistance Program
- Family Support Resources
- Birth Parent or Maternity Leave
- Non-Birth Parent or Paternity Leave
- Adoption Leave
Work Flexibility
- Flexible Work Hours
- Remote Work Opportunities
- Hybrid Work Opportunities
- Four-Day Work Week
- Work-From-Home Stipend
Office Life and Perks
- Commuter Benefits Program
- Casual Dress
- Snacks
- Happy Hours
- Company Outings
- On-Site Cafeteria
- Holiday Events
Vacation and Time Off
- Paid Vacation
- Paid Holidays
- Personal/Sick Days
- Leave of Absence
- Volunteer Time Off
- Summer Fridays
Financial and Retirement
- 401(K) With Company Matching
- Company Equity
- Stock Purchase Program
- Performance Bonus
- Relocation Assistance
- Profit Sharing
- 401(K)
Professional Development
- Tuition Reimbursement
- Promote From Within
- Mentor Program
- Access to Online Courses
- Lunch and Learns
- Work Visa Sponsorship
- Leadership Training Program
- Associate or Rotational Training Program
- Learning and Development Stipend
- Internship Program
Diversity and Inclusion
- Diversity, Equity, and Inclusion Program
- Employee Resource Groups (ERG)
Company Videos
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