Rocket Fuel is currently seeking a Director of Sales (East Cost – Enterprise/Retail).
The Director of Sales will work with Rocket Fuel’s National VP of Enterprise Sales to persuade multi-channel retailers, department stores and e-tailers to utilize Rocket Fuel’s technology platform for their display, video, mobile and social online advertising campaigns.
The ultimate goal for this role is to engage with high-priority retail accounts and dislodge deeply engrained point-solution vendors through intelligent sales engagement and consultative relationship-building.
The Enterprise Sales Director will focus primarily on IR 500 accounts who prefer to manage online media campaigns directly (as opposed to through advertising agencies).
Key Tasks & Responsibilities
Identify and prioritize qualified retail target accounts, prospect within your defined lead list and successfully build consultative relationships with key marketing and c-level executive stakeholders within those organizations.
Educate prospects on the benefits of Rocket Fuel’s technology platform through client presentations, conference attendance, and active solicitation of client RFI/RFPs.
Develop and actively manage a strategic plan to exceed revenue and customer acquisition goals.
Deeply understand – and influence – client goals, key performance metrics, and attribution methodologies to ensure Rocket Fuel’s automated marketing platform has the opportunity to perform on a level playing field during head-to-head bake-offs.
Manage your own sales activities and pipeline, while providing ongoing visibility to executive staff via CRM updates.
Coordinate with Rocket Fuel’s marketing team to support your sales efforts with events, collateral, etc.
Work closely with product management, product marketing, sales engineering, and account management to identify and prioritize product requirements to drive rapid technology development to exceed customer needs.
Skills & Attributes
Proven experience selling complex online advertising campaigns/ad tech to large direct clients. Precedence will be given to candidates who have a clear history selling to:
Large retailers -- multi-channel retail, e-tail, department stores, mass merchants, etc.
Customer who execute the purchase directly (as opposed to via advertising agencies)
Strong preference for candidates with a background selling audience-based online advertising or re-targeting campaigns (as opposed to owned & operated sites).
Must be personable, charismatic and deeply passionate about online advertising.
Consultative/challenger sales background preferred: to be successful, you will need to have the ability to deeply engage with prospects to uncover and sell customized marketing partnerships to multiple stakeholders within large organizations.
Ability to speak intelligently with senior executives on all facets of the online advertising ecosystem (including brand and direct response metrics, full funnel attribution methodologies, A/B tests to prove incremental lift, online/offline data on-boarding and pixel strategies, as well as emerging channels such as mobile, video and social).
Some familiarity with competitive DSP platforms (Turn, MediaMath, DataXu and Invite) and vertical specific re-targeting solutions (Criteo, Dotomi) is a major plus.
Deep and active rolodex of relationships with retailers preferred.
Personable, charismatic and deeply passionate about online advertising.
Extremely strong presentation, contract negotiation and written communication skills.
7+ years in online advertising or advertising technology sales.
3+ years calling directly on VPs/Directors of Marketing/Directors of eCommerce/CMOs for IR 500 accounts.
BS or BA required (advanced degree desirable).
Must be able to travel and entertain clients / prospects as necessary to close and grow new business.
Rocket Fuel Inc. - 16 months ago