Ad Server Sales Specialist (West) OpenX
The Ad Server Sales Specialist is a business development, sales and product evangelist role focused on supporting regional publisher sales teams, meeting and exceeding OpenX Ad Server revenue goals, contributing to product and marketing strategy, improving sales operations and effectiveness, and acting as an advocate for the Ad Server product both internally and externally.
Sales / Business Development: Support (and in defined instances lead) regional Ad Server sales efforts, including: prospect meetings and qualification, business development discussions, use case and technical review, contract negotiations, account planning, deployment strategy, technology planning, and long term opportunity identification.
Market Development: Work in partnership with appropriate sales and marketing teams to identify and expand Ad Server opportunities both with existing OpenX clients and new client opportunities, including lead generation, target client list identification, and upsell/cross-sell development. Recommend pricing, service and support strategies.
Knowledge Development: Grow knowledge of publisher clients, their businesses, and their business objectives. Become an expert and advocate within OpenX on the ad serving and related needs of existing and potential client partners.
Marketing: Collaborate with Marketing team to help define go-to-market and communication strategy, along with development of collateral, events, messaging and communications material necessary to support sales.
Training: Develop and deliver training materials to support sales teams and create strong internal awareness of the Ad Server product and strategy. Provide training updates on new features.
Product Development: Collaborate with product and engineering teams to identify product gaps, opportunities for technical innovation and provide actionable insights that influence our product roadmap and strategy. Lead testing, feedback and adoption of emerging products that leverage the Ad Server, such as Programmatic Guaranteed.
Client Operations: Collaborate with Partner Services and Support teams to help define and improve pre- and post-sales operations and client support. Efforts include: contracting and legal review process, client service strategy (Sales Engineering, Support, Account Management, Professional Services, etc.).
Business Operations: Help ensure proper sales effectiveness, business reporting and documentation through the proper use of tools such as Salesforce.com. Work with salespeople and independently to help ensure effective reporting, including pipeline and sales reporting. Ensure proper documentation and make actionable key client data such as existing ad server, contract terms, key decision maker, contract renewal date, pain points and opportunities.
Company/Product Advocacy: Represent OpenX Ad Server services and solutions at industry events and client engagements. Develop regional leadership and advocacy events, such as: regional ad operations training and certification programs, regional product advisory council events, strategic client roundtable events, etc.
Experience with publisher or advertiser ad servers (sales, support, product or user)
Prior roles in business development, sales, account management and/or product management
Comfortable engaging externally with clients, prospects, partners and industry associations
Ability to develop training materials, internal communication documents and sales resources
Preferred: Detailed knowledge of OpenX Enterprise, DoubleClick for Publishers, 24/7 Open AdStream, ADTECH or Adzerk.
Preferred: Understanding of programmatic ad buying and selling, including real-time bidding (RTB).
Skills and Personal Attributes:
Exceptional quantitative and analytical thinking, and the ability to develop and present product and solution recommendations to internal teams and to clients / prospects
Attention to detail and the ability to manage multiple projects, tasks and responsibilities concurrently; ability to consistently set and meet deadlines
Ability to form strong relationships with internal teams
Comfortable working independently and cross-functionally in a fast-moving startup environment
Intellectually curious and creative
Professional, outgoing, confident with sound written and presentation skills
OpenX is a global leader in digital and mobile advertising technology. OpenX?s vision is to unleash the full economic potential of digital media companies. Our unified monetization platform combines an ad server and a real-time bidding ad exchange to deliver the highest revenue across every digitally connected screen.
OpenX is based in Los Angeles and is backed by leading investors including Accel Partners, Index Ventures, SAP Ventures, and Samsung Venture Investment Corporation.
With 100% year-over-year growth in the past 2 years, $150M+ in revenue and 300+ employees, OpenX is ranked #7 on Forbes' 2013 list of the Top 100 America's Most Promising Companies and ranked #5 on Deloitte?s Technology Fast 500?, a ranking of the 500 fastest growing technology, media, telecommunications, life sciences and clean technology companies in North America.
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