Riviera Partners: Senior VP Sales, Mobile Content Deployment Software, Bay Area, CA

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Riviera Partners

Senior VP Sales, Mobile Content Deployment Software – Bay Area, CA
With the market for mobile content exploding, our client is poised to be the leading enabler of a major market inflection where content owners realize that this new medium provides a massive distribution opportunity—one where taking control of content and brand must become a core competency. As content owners move away from aggregators and third parties to control production and distribution, our client is the natural choice for top tier and emerging players in the mobile content space. Our client seeks a seasoned sales executive who brings a track record of selling a true platform of product and service offerings to an emerging market. The individual will preferably have experience and a rolodex selling into content/publishing entities.
In this crucial role, we are seeking a Sr Vice President of Sales (SVPS) who:
* Is a creative solution sales executive who brings a proven track record of relationship (as opposed to transaction) selling and a style and demeanor more reminiscent of business development than that of a typical sales executive
* Is a true player-coach who can both lead the team and personally close business while instituting a repeatable selling methodology, prospecting strategy and the requisite processes to insure predictability in forecasting and visibility into the sales pipeline
* Has built sales organizations that have effectively sold into multi-faceted markets (in this case publishers, developers, operators and enterprise)
* Has been successful in hyper-growth, early-stage companies where the product roadmap is very dynamic, there is a changing mix of service and product revenues, the market growth attracts new competition and FUD (fear, uncertainty and doubt) from incumbents, and the value proposition—along with the needs of customers—is evolving
* Has sold a mix of product and services (preferably a platform sale) into creative, non-traditional markets–ideally this means content, games, media and entertainment accounts
* Has international experience, preferably opening European and Asian markets and leveraging both direct and indirect channels
* Has the executive presence to be a key spokesperson and evangelist for the company
* Devise overall corporate sales strategy to achieve the company’s growth and profitability objectives
* Drive short & long-term revenue targets
* Identify and connect with key decision makers/influencers within customers, target accounts and partners in order to drive existing business opportunities and vet the current pipeline
* Build teams to target Tier 1 & 2 Publishers, mobile operators and the enterprise comprising:
* Hunters to focus on major account prospects in the pure play, game developer/publisher, traditional studio and content owner sectors (read: anyone with a mobile content strategy)
* Farmers—Account Managers focused on driving adoption and up-selling existing accounts while introducing the service offering to new (primarily smaller) accounts and then passing prospects on to Sales Reps to drive sales of the platform
* Field Application Engineers and Field Support personnel to provide pre and post-sales support
* Close/facilitate the closing of all large, critical deals/accounts
* Sell into the edgy mobile content and game development community, where the technological needs are similar to that of enterprise, but the culture is often quite different
* Qualify and prioritize all potential prospective opportunities representing multi-million $ deals
* Define, structure and implement the following:
* Strategies for direct account penetration and partnerships
* Repeatable sales methodology/model
* Detailed planning and forecasting processes in order to enable visibility on a quarterly and fiscal year basis
* Define and employ metrics to measure sales performance (quotas, average sales price, revenue-mix, etc)
* Influence the upgrade of all sales collateral and other tools
* A high-caliber, top performing technology Sales Executive and Management Leader who brings a history of success. Will consider a step-up candidate who brings the individual/regional team performance, career momentum and potential to lead worldwide company success.
* Owned aggressive individual and team quotas for established, blue-chip and driven rapid growth of revenues in early stage, VC-backed technology companies (ideally ramped revenues from $10M to $50M+)
* Significant contributor to revenue generation with a track record of personally closing multiple big ticket, enterprise-wide deals in excess of $1M
* Strategic & tactical: must have top-line vision to identify business objectives and challenges from an executive perspective, as well as the ability (and desire) to be extremely hands-on and attentive to detail
* Expertise selling sophisticated infrastructure and applications platforms into complex environments
* Well-versed master of consultative solution sales who is able to effectively communicate value proposition and ROI
* Superb relationship-building skills with C-level technology buyers
* A strong reputation for being an outstanding recruiter, inspiring motivator and resourceful team builder. Staffed, led and managed high performance sales teams
* Prefer a track record of success selling technology solutions into the target market. Ideal candidate will bring a Rolodex of C-level buyers/influencers at major content owners/publishers, and decision makers and key influencers at System Integrators and independent technology vendors selling into these verticals.
Interested candidates please send confidential resume to:
Nelson Smith, Riviera Partners

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