Job Description
This high visibility position supports and collaborates with a variety of internal constituents including Sales, Client Services, Product and Marketing.
The goal of the Enterprise Strategy group is to drive adoption and expansion of AOL Platform’s buy-side technology stack across a select list of qualified agency partners and brand-direct clients. AOL’s stack incorporates DSPs, SSPs, a DMP and M-T-A – spanning TV, Video and Display. Mobile – and associated data - is an increasingly important part of our story.
The role is highly consultative, and requires the ability to clearly identify the sweet spot between a client’s specific need and AOL’s reciprocal product offering(s). In this way, every client engagement is
individually tailored and requires a deep working knowledge of AOL’s product offerings and capabilities.
Unlike a traditional media sales role, KPIs of success are primarily platform GAV, related licensing revenue, and the ability to upsell/cross-sell a client on 1 or more pieces of our stack.
The ideal candidate has a deep understanding of the current programmatic landscape, including product-level understanding of competitive platform offerings – coupled with an eye to understanding broader marketplace trends and the way in which AOL Enterprises should be future-proofing its business.
The best candidate is equally adept at being able to pitch AOL’s vision to a CTO, to working closely with product to determine prioritizations and roadmap. Prior platforms/enterprise experience is a must.
Responsibilities (As organized along timeline of a deal)
Evergreen:
- AOL product prioritization and roadmap development (with Product)
- Deep understanding of competitive offerings
- AOL Enterprises positioning, differentiation and go-to-market positioning (with Product Marketing)
Pre-Sale:
- Pitch development and Demos (with Sales)
- MSA development (with Legal)
- Pricing & Profitability analysis (with Yield)
Activation:
- Ability to translate upfront sales strategy to real life activation and implementation plans (with Sales Engineering & Client Services)
Post-Sale:
- Upsell of additional components of the stack
- Custom product roadmaps & updates
- Client QBRs and topline data analysis to merchandise success
Desired Skills and Experience
Qualifications/Experience
- Bachelor’s degree in Marketing, Communications, Business Administration or Management
- 5+ years experience in digital media strategy, technology consulting or sales role; 2+ years of platform/enterprise
- Prior history of managing sales goal/P&L
- Prior experience of senior-level client engagement
- Motivated, self-starter, independent & resourceful
Wednesday, October 07, 2015
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