Director - SP Solutions Sales - Rovi Corporation - Golden

Job description
Job Summary
The Rovi SP Solutions Sales Director for US System Operators must be well-versed in the Cable/Telco/Satellite industry and have experience with technical account management in this industry. The candidate should have experience with Solution/Consultative Selling and understand how to navigate through an organization and identify the key stakeholders in the decision making process.
Further, they must have the aptitude to quickly develop a solid technical knowledge of the Rovi product offerings and a thorough understanding of the business benefits each solution provides. The SP Solutions Director needs to be able to understand a customer’s needs and be able to work with an internal cross functional team to develop a solution that the Solutions Director can also oversee the implementation of from initial concept through to deployment. The SP Sales Director must also possess strong interpersonal skills and be able to relate to a variety of departments within our client companies including Purchasing, Engineering, Marketing, Customer Service and executive management. Working closely with an internal cross functional team, the SP Sales Director owns the commercial relationship within the account and supports the Sales activities of the other Senior Members of the SP Sales Vertical. Reports to the Vice President System Provider Solution Sales

Position will be based in Denver, CO or Wayne, PA

Key Responsibilities
Understanding the customer organization from Top to Bottom
Develop and maintain long-lasting relationship with customer teams
Leading the commercial activity within an account while working within a cross functional team to help facilitate deliverables and monitor technical and support progress
Provide support in the discovering and managing of customer expectations and requirements and in qualifying solution leads
Contribute to growing the revenue of Service Provider Vertical at Rovi
Understand Product deliverable timelines and how they effect revenue and budget and work with the Rovi cross functional team to manage troublesome dates and find creative solutions to overcome potential budget shortfalls
Work closely with Rovi Professional Services coordinate daily activities within the account
Work with Marketing to build presentation for customers
Maintain an understanding of key industry trends and competitors in the System Operator space
Be an active team player contributing to the success of the SP team, sharing the company’s vision and values, and committed to the continuous improvement of the team’s expertise and skills

Qualifications, Education and Experience:
Professional:
Bachelor’s Degree required (MBA Preferred)
Minimum 3 years experience in the Cable/Telco/Satellite industry with a focus on guidance or other technically-centric products and solutions
Technical Account/relationship management experience
Experience with a formal solutions/consultative selling methodology
Technical aptitude required
Excellent presentation skills (planned and ad-hoc)
Ability to navigate and manage technical, product and business issues within a customer account
Ability to relate to customer issues and capable of applying solutions to meet the needs of customer specific requirements
Strong customer communications skills, written, oral and face-to-face
Personal:
Presence and credibility with the ability to influence
Ability to balance the needs of the customer with Rovi’s goals and objectives
Comfortable working with various customer contacts including technical, marketing and product management personnel
Comfortable saying “no” when necessary and appropriate
Possesses solid problem solving skills
Demonstrates passion and enthusiasm
Self-confidence that translates well to customers, partners and colleagues
Communication skills, which facilitates both presentation and interaction with customers and sharing knowledge with other team members
A team player that can add value technically
Ability to learn quickly and 'think on one's feet'
Willing to travel approximately 50% of time; more at times depending on situation

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