Senior Director of Sales EMEA

Overview

Join the leader in entertainment innovation and help design the future. Dolby combines science and art, delivering resources and recognition for your work in a collegial culture with challenging projects and excellent compensation and benefits, including a flexible approach to where, when, and how you do your best work.

Dolby OptiView

Dolby OptiView helps sports, media, and entertainment companies maximize viewer engagement and monetization. Use cases include Live Sports, Sports Betting, iGaming, and Live Auctions with high quality real time streaming solutions. Dolby OptiView powers unforgettable viewer experiences while unlocking new revenue opportunities.

What you will do

Lead an organization of quota carrying Sales Professionals, SDRs, and Sales Engineers to maximize the Dolby OptiView offering for Live Sports, Sports Betting, iGaming, and Live Auctions with real time streaming solutions, including Streaming, Player, Ads, and Cloud and On Prem Transcoding solutions that support complex, mission critical client requirements. Demonstrate data driven leadership with proficiency in BI, Salesforce, and MS Office. Possess knowledge of complex selling methodologies for direct and indirect sales teams. Develop and maintain strategic relationships with high level executive decision makers, understand their business needs, and position our solutions and partnerships as the ideal fit. Success requires consultative selling, industry expertise in Streaming and Player Solutions, and a passion for delivering exceptional Go To Market customer experiences and support.

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, SDRs 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 the 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 region targets and quotas, consistently driving bookings and revenue growth within the enterprise, mid market and SMB segments of Live Sports, Sports Betting, iGaming, and Live Auctions.
• Maintain accurate and up to date records of sales activities, customer interactions, and opportunities in the Salesforce system.
• Travel within the EMEA and USA, as 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 opportunities and refine regional sales strategies.
• Collaborate with marketing teams to provide market feedback, insights, and suggestions for refining go to market strategies, product positioning, and pipeline building.
• Know your business - understand the external landscape to create broader impact in your industry/domain.
• Operate as an owner - make business and people decisions with organizational interests and our ecosystem in mind.
• Mobilize effective orgs and teams - inspire excellence, 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+ years of experience in SaaS, Cloud Platform & Cloud Applications.
• 2+ years of experience in Video and Player / Playback solutions.
• 2+ years of Technology Solutions experience from Enterprise Organizations in the broader ecosystem.
• Ability to hire and manage qualified Go To Market teams supporting the region.
• Achieve or exceed assigned sales targets and quotas, driving revenue and pipeline growth.
• Proven success selling multiple six figure deals to executives in large organizations with complex sales cycles.
• Maintain accurate records of sales activities, customer interactions, and opportunities in the Salesforce system.
• Travel within your region and North America as necessary to meet Dolby executives, prospects, and customers.
• Strong understanding of the streaming digital media landscape, including hardware, software, and services to support production and distribution workflows.
• Exceptional communication and presentation skills, with the ability to articulate complex concepts clearly and persuasively.
• Bachelor's degree in business.
• Role located in the Greater London area.

Dolby Hiring Entity: 4-6 Soho Square, London, W1D 3PZ