VP of Partner Business Development KIT Digital -
New York, NY
KIT digital (NASDAQ: KITD) is a premium provider of end-to-end video technology and services. The KIT Platform, the company’s cloud-based solution, helps media & entertainment, network operator and non-media enterprise clients to produce, manage and deliver multi-screen social video experiences to audiences wherever they are. KIT digital services more than 2,200 clients in over 50 countries, including some of the world’s biggest brands, such as Airbus, The Associated Press, BBC, Best Buy, Bristol-Myers Squibb, Disney-ABC, FedEx, GM, Google, HP, MTV, News Corp, Telecom Argentina, Telefonica, Universal Studios, Verizon, Vodafone and Volkswagen. With its executive offices in New York and operational headquarters in Prague, KIT digital maintains other principal offices in Atlanta, San Diego, Beijing, Boston, Cairo, Chennai, Cologne, Dubai, Ely (U.K.), Hong Kong, London, Madrid, Melbourne (Australia), Paris, San Francisco, Singapore and Stockholm.
Description:
Reporting to the Managing Director, Global Sales & Strategic Accounts, the overriding responsibility of the VP Global Partner Business Development will be take on a leadership role in developing new strategic partner business opportunities from his/her own relationships within the media & entertainment, telecommunications or global enterprise marketplace, as well as through leads provided by KIT digital marketing initiatives and industry relationships. Through these new partnerships, the VP Global Partner Business Development will be expected to meet KIT digital’s business objectives, including partner deliverables, revenue and margin, and ensure KIT digital will have a long and successful future with the partner.
Specifically, the VP Global Partner Business Development will:
Strategically Identify and Access Business Development Opportunities – Apply knowledge of channel business development, the media & entertainment/telecom/enterprise industry and specifically OTT/IPTV market trends to identify key prospects, obtain meetings with key decision-makers, qualify leads and build a sustainable Global Partner and Strategic Accounts pipeline.
Own the Partner Relationship Globally – Manage all commercial activities between KIT digital and Partner, beginning with contract negotiation and "rules of engagement" between Partner & KIT digital. Manage the day-to-day operations of each partnership serving as a proactive liaison and champion to promote partnerships internally and with the partner’s sales, marketing and product management organizations to drive focused revenue generating programs in the field. Socialize with the Partner, where appropriate. Act as a trusted advisor to Partner and always act ethically and with integrity.
Make Things Happen – Maintain a visible presence in the channel and OTT/IPTV marketplace, gain meetings with key decision-makers and develop meaningful business relationships with global channel/distribution partners. Execute on joint selling propositions both strategically and tactically including referral, influence, co-sell and resell programs that provide clear revenue objectives for both KIT digital and Partner.
Provide Sales Leadership – Generate new business by creating relevant connection points for KIT digital Regional Sales Teams through Global Partners, ensuring that KIT digital is well represented in new business pitches (RFP/RFI), proactively pursuing viable joint prospects with Global Partners and positioned effectively with Global Partners at industry conferences and networking functions.
Serve as an Industry Expert – With each Partner prospect, understand their business issues within the context of the overall partnership structure, propose appropriate solutions utilizing KIT digital's suite of services and apply knowledge of KIT digital competitive differentiators.
Creates Compelling Proposals and/or Manages Proposal Development Process – Effectively partner with internal teams (Regional Sales, Client Services, Technical Architects/Sales Engineering) and with Partner Teams put together effective joint solutions, describing the KIT digital capability, value proposition and reasons to engage with KIT digital.
Achieve Financial Goals – Be responsible for closing new business and meeting and exceeding sales goals. Create and manage business plans that measure respective revenue generation and pipeline metrics with each partner. Develop an overall plan for the account including revenue, margin, strategic rationale, and resources allocation.
Create/Expand Revenue Opportunities – Identify new opportunities with existing Global Partners by expansion of service offerings and/or marketing opportunities. Lead “matrix” teams within KIT digital, consisting of staff at all levels within the organization – providing strategic vision and direction, ensuring there is buy-in to the strategic plan for the client throughout KIT digital , in turn ensuring that the client’s experience is an excellent one.
Build Awareness and Exude Credibility – Be responsible for keeping KIT digital top of mind with prospective Partners & Clients as the “preferred solution provider for Video Asset Management Solutions" and the "go-to-partner-of-choice in the OTT/IPTV marketplace".
Key Challenges You Will Overcome :
Negotiating the large and diverse landscape of stakeholders as well as the politics that exist within a large corporation in combination with the Partner's stakeholders and organizational structure.
Acting as a stable force that effectively manages and leads in an environment of ambiguity and rapid change.
Bringing clarity in defining and communicating KIT digital’s vision and goals.
Balancing the importance of business development with execution and operational excellence.
Desired Skills and Experience:
15+ years of overall channel sales/strategic alliance business development, account management and delivery, experience with proven track record developing and closing new business and meeting and exceeding sales goals. Experience collaborating with partners at a strategic and tactical level to develop go-to-market revenue generating programs and sales processes.
7+ years of professional services and/or consulting experience (focusing on delivery of software and services).
Domain experience within digital media / online media / Video-on-Demand (VOD) / Entertainment / Telecommunications or similar sector.
Demonstrated ability to build and maintain strong relationships with colleagues and prospects building respect and trust to manage partners and/or client relationships with a business development focus, leading to the growth and longevity of a client account.
Demonstrated experience managing $5M+ accounts within a Fortune 500 account, with a foundation in solution selling and consulting.
Strong technology acumen and familiarity working on leading-edge technologies—primarily software.
A passion and enthusiasm for the media / entertainment / telecommunications domains.
Experience managing projects in their early phases, including expanding and solidifying the engagement and building out the team.
Strong negotiation, networking, time management and organizational skills.
Strong verbal and written presentation skills including the ability to tell compelling stories and be a persuasive presenter.
Self-starter with ability to work independently with little supervision, but still a strong team player.
Proficiency in Microsoft Word/Excel/PowerPoint/Outlook and sales databases.
Unassailable ethics and high degree of professionalism in all aspects of conduct.
Experienced and comfortable with global travel (up to 50%) and working in a multi-national environment.
KIT digital - 19 months ago
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