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Sales Director, Japan
MediaMath
Tokyo, , Japan
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Overview
MediaMath is a global technology company that's leading the movement to revolutionize traditional marketing and empowering marketers to unleash the power of goal-based marketing at scale, transparently across the enterprise. Our platform - TerminalOne Marketing Operating System - handles billions of transactions every hour and hundreds of millions of internet users every day, which means every solution must be built to scale. Our breakthroughs create new marketplaces and solve long-standing problems in an industry that is constantly evolving. Our engineers are building the leading technology platform to power the new digital marketing ecosystem, and we are looking for driven, curious innovators to join our team.
MediaMath seeks a senior sales leader with a proven history of closing complex, high-value deals in a competitive, dynamic, and evolving marketing space. As a Commercial Director at MediaMath, you will be responsible for identifying, and closing a list of key prospects that align with our ideal customer profile, and working with pre-sales and marketing on new business strategy.
You must have encyclopedic knowledge of marketing and the advertising technology industry, and the ability to design synergistic solutions that leverage partners within and without the MediaMath OPEN ecosystem. The position is located in Tokyo and reports directly to Japan Country Manager.
Responsibilities
• Develop strategic plan to achieve revenue goals; hit or exceed these revenue goals.
• Plan, direct, and coordinate sales activities for MediaMath and self-sourced pipeline opportunities, including activation of key support teams to address client needs and win new business
• Formulate initial account plan, and successful onboarding process that center on ensuring we have diagnosed their business needs, and articulated the value propositions, and clearly mapped the right MediaMath solutions (strategic sales)
• Accurately develop, and update new business pipeline each week based on the opportunity stage, including saving all information in Salesforce
• Develop and maintain strong active relationships with key client stakeholders at both senior and mid-management levels
• Proactively brainstorm with the senior stakeholders at the client, to design custom-solutions that will serve their needs in the coming 2 – 3 years, to truly differentiate themselves from the rest of their peers, by leaning on the Sales Engineers, API Commercialization team, and other specialized delivery groups.
• Develop and expand agency partnerships with rigorous and detailed attention to client needs, development of case studies for purpose of heralding agency-client wins and for up-selling within agency
• Understand agency, advertiser, data and vendor landscapes and trends, reporting these to the organization; who are the major players, how do they buy, from whom; what are the macro and micro forces that shift tactical budgets and strategic direction?
• Understand and effectively communicate MediaMath’s value proposition, technology, processes, partnerships as relate to growth of current and prospective client accounts
• Work with the product teams within MediaMath, to evangelize the needs of the clients, and help determine internal prioritization.
• Develop in-depth knowledge of the industry and of the biddable media marketplace —past, present, and future. Initiate learning agendas at existing clients.
• Collaborate with Account Management and Client Services support teams to effectively deliver campaigns and report externally on a quarterly basis (QBR management)
• Effective tracking of all activity in Salesforce
• Other responsibilities, as may be required, such as: conference attendance, industry event attendance, and other substantive activities as we may decide
This is not an exhaustive list of responsibilities. As part of our sales team, you may be required to be available for calls with other offices (product and engineering teams, legal, etc) whenever you have a client requirement that needs deep coordination. Other duties may be assigned, as needed. MediaMath retains the right to change job duties at any time.
MediaMath employees can expect to work in an environment governed by Math Values: Obsess About Outcomes; Innovate to Scale; Win/Win Wins; Make Decisions, Take Responsibility.
Qualifications
• Bachelor’s Degree
• 10+ Years of overall work experience.
• 5-7 years of experience in online advertising in outbound sales (preferably marketing consulting, digital media, ad serving, data, exchanges, or SEM)
• Knowledge of the online media business and underlying technology and research. Experience with advertising agencies a plus.
• Excellent sales skills including the ability to create and build relationships. Demonstrated track record of success and established relationships.
• Strong analytical skills
• Effective time management skills – ability to prioritize and meet deadlines.
• Diligent work ethic. Must be self-motivated and able to take the initiative to get the job done
• Excellent listening, negotiation, presentation, written and verbal communication skills; sense of humor a requirement
• Strong consultative sales skills, personable, charismatic
• Strong understanding of internet advertising technologies
• Must be able to travel 10 - 20% of the time (frequent day trips, semi-regular overnights might be required)