Sales Director

NA Sales Director

Location: Remote (NYC, Stamford or LA preferred)

Position Type: Full-time, Exempt

Company Introduction

Encompass is a global technology services company focused on supporting TV networks, broadcasters, sports leagues and digital leaders with the delivery of their linear/nonlinear video content across television and digital platforms. We design, implement and operate reliable video solutions that capture, process and deliver clients’ video content from any source, in any format, to any destination in the most efficient and reliable way possible. Our global connectivity, scalable technology infrastructure and strategic partnerships create a single, synchronized content delivery environment. With our full suite of digital products including an extensive service bouquet of file-base services (VOD, live-to-VOD, content aggregation), we enable a complete OTT end-user experience. Daily, we service 1,200+ channels; capture, process and deliver 31,000+ hours of TV/OTT; stream 6,300 hours of TVE/OTT content; and acquire/distribute 275+ live events for our clients worldwide. Encompass operates broadcast facilities in Atlanta; Buenos Aires; London; Minneapolis, MN; New York; Riga; Singapore; and Stamford, CT.

Role Responsibilities

The primary objective of this role is to is to meet and exceed quota selling Encompass media technology services by establishing strategic relationships and engagements with TV networks, broadcasters, sports leagues and video streaming platforms in the US.

This position requires an understanding of the changing media landscape and technology trends to sell outsourced cloud and IP services in areas of channel playout, media processing and video transport. This position reports to the VP North America Sales. The responsibilities of this position require a high level of aptitude with sales, negotiations of commercial terms, technical understanding of cloud video processing and fiber/IP transport, knowledge of business models and market trends in media 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 an established network of contacts to presenting, negotiating and closing new business.
• Prospect with broadcast/video/media/OTT industry contacts to create opportunities.
• Prepare sales proposals and communicate a compelling value proposition that motivates prospective clients to choose Encompass.
• 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.
• Overachieve on assigned new business bookings goals.
• Meet new opportunity generation, outreach and productivity requirements.
• Develop and communicate engagement plans for assigned Tier-1 new business accounts.
• Define accurate customer requirements and work with solution engineers to generate proposals.
• Travel required for sales presentations and industry networking events such as NAB, SVG, etcetera.
• Collaborate with other team members to ensure overall account sales objectives are met.
• Convey knowledge of the organization's various products and services.
• Maintain accurate opportunity pipeline and record sales activity information in Hubspot.

Required Experience

• Strong track record of closing managed services projects to new clients. You will be asked to submit performance against quota when applying.
• Established network of senior level decision maker contacts with targeted verticals.
• 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, ideally 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