This role is highly consultative and requires the ability to initiate a deeply embedded technological relationship with new clients and expansion of existing relationships with current clients. Every client engagement will require the ability to identify a prospects key business needs, determine a client’s capability to manage media based technology platforms on a self-service basis and translate any/all proprietary development needs for increased platform adoption.
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. Prior platforms/enterprise experience is a must.
The ideal candidate has a deep understanding of the current programmatic landscape, including product-level understanding of competitive platform offerings and broader marketplace trends. Applicants must be able to translate AOL’s solutions to all levels of client decision makers from the CTO to media buyers.
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, Sales pitches and Demos
- 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
Qualifications
- 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
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