Job Description

About Us

Gracenote is a world-class metadata company that drives innovation and development in the Media Ecosystem, collaborating with PayTV and Content Distribution companies. We are committed to transforming the way media is experienced through our suite of Entertainment Data products.

Position Overview:

We are seeking a strategic and passionate Regional Sales Leader to join our Gracenote EMEA tiger team. This pivotal role will drive our position as the preeminent metadata partner in EMEA, focusing on revenue growth and the strategic development of partnerships within the media market. As a change leader, you will not only lead sales initiatives and regional strategy but also help shape the future of our services and client relationships.

Key Responsibilities

• Strategic Leadership: Provide strategic guidance and planning support to local sales teams, driving revenue growth and stability for our Entertainment Data products.

• Market Development: Identify and engage key strategic partners, including local Pay TV operators, OTT platforms, broadcasters/publishers, and research companies.

• Client Relationship Management: Develop and expand existing client relationships through consultative sales practices, transitioning from a vendor to a trusted partner.

• Internal Leader: Partner with Product Marketing, Customer Success and Sales to support the go-to-market strategy, create compelling messaging, and enable the sales team to effectively communicate our value proposition.

• Pipeline Management: Create and nurture a robust pipeline of opportunities, jointly developing roadmaps with clients and internal stakeholders.

• Performance Metrics: Own critical KPIs in market adoption and revenue, ensuring accountability and focus on achieving sales targets.

• Change Leadership: Champion partnership thinking across the organization to drive improvements in quality, product development, and customer care.

• Market Expertise: Become a regional expert in content distribution and entertainment trends, sharing insights to inform strategic decision-making.

• Competitive Strategy: Map and understand the competitive landscape to build effective strategies for success within the region.

Measures of Success

• New Logos & Prospecting: Design & develop & execute an aggressive business development plan to expand Gracenote Data into accounts and key markets not currently served.

• Revenue Acceleration: Targeting 10%+ growth across the region annually 

• Exploited Whitespace: Sell through of existing Gracenote products into different parts of customer organization 

• New Product Introduction: Soliciting of valuable feedback on upcoming Gracenote products and development of new product pipeline 

• Customer/Product Innovation: Identification of new solutions Gracenote can develop on behalf of the customer (and potentially syndicate to others)

• Depth of Relationship: Greatly expanded understanding of complex customer organizations and development of senior level decisionmaker relationships 

• Co-Marketing: Developing testimonials, PR and co-marketing moments that improve Gracenote’s perception and momentum across the wider market.

Qualifications

• ​​​​Extensive experience in client services with Fortune 100 clients, with a proven track record of managing B2B data sales.

• A genuine passion for and knowledge of the TV, Movie, and Sports media landscape.

• Proven sales contribution across key KPIs: quota attainment, pipeline generation.

• A strong understanding of the complex data structures inherent in metadata and the ability to envision how they integrate with video metadata to create compelling user experiences.

• An exceptional and dynamic communicator, comfortable and skilled in presenting to both small client groups and larger audiences. You are an open, collaborative, and enthusiastic influencer who builds relationships and consensus with ease.

• A strategic thinker with experience in market analysis and identifying opportunities for product differentiation beyond competing on price.

• A world-class cross functional collaborator, capable of influencing and motivating the wider company to solve complex customer needs or fulfill a supersized opportunity

• Experience in sales methodologies including pipeline, ROH, and Salesforce.

• The leadership, professionalism, and temperament required to motivate a company to go a direction they hadn’t planned on, or resourced for, in effort to drive the client partnership to the next level or fulfil a supersized opportunity.

 

Preferred Skills/Experience

• Bachelor’s degree or higher, preferably in a business-related field.

• Experience in relevant industries such as OTT, streaming, Connected TV (CTV), or broadcast media.

• Familiarity with solution and consultative selling approaches. 

• C-level selling and comfort around top to top selling environments.

Additional Information

Why Join Us?

At Gracenote, you will be part of a dynamic team dedicated to pushing the boundaries of media and technology. We offer a collaborative work environment, opportunities for professional growth, and the chance to make a significant impact in the EMEA market.

Apply Now: Interested candidates should submit their resume and a cover letter detailing their relevant experience and vision for the role.

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