Sales Director - EMEA
Posted 4 hours 17 minutes ago by Irdeto
Join to apply for the Sales Director - EMEA role at Irdeto.
Irdeto is the world leader in digital platform cybersecurity, empowering businesses to innovate for a secure, connected future.
With over 50 years of experience, Irdeto's services protect revenue, enable growth, and fight cybercrime in video entertainment, games, and smart mobility.
Open for Remote Europe! Success in this role is primarily defined by new business wins, building a sales funnel and identifying key opportunities within the European market.
What you'll do- Sales Strategy & Planning
- Analyze market, customer, and regulatory trends across Europe to identify growth opportunities for Irdeto Experience streaming solution.
- Develop tailored commercial models and pricing strategies encompassing internal solutions, outsourced development, and third party resale.
- Create and maintain engagement plans for strategic accounts and prospects.
- Design and execute go to market strategies including direct sales, channel partnerships, and technology alliances.
- Demand Generation & Marketing
- Lead demand generation efforts through tradeshows, roadshows, seminars, and bespoke customer events.
- Identify high value accounts and lead Account Based Marketing (ABM) efforts with customized messaging in collaboration with internal marketing teams.
- Collaborate with marketing and partners to develop impactful sales collateral and customer engagement campaigns.
- Internal Collaboration
- Coordinate with regional sales, product, delivery, legal, finance, and executive teams to support deal execution.
- Provide commercial and contractual guidance to internal teams and secure necessary approvals for non standard deals.
- Translate technical solutions into business language for stakeholders at all levels.
- Regularly share updates on sales opportunities, challenges, and forecasts.
- Customer Engagement & Negotiation
- Build strong relationships with key customer stakeholders and speak their business language.
- Understand and translate customers' business objectives and pain points into strategic opportunities.
- Use consultative selling techniques to develop and present solutions that align with customer needs.
- Lead large scale and complex contract negotiations and secure agreements that align with Irdeto's strategic and financial objectives.
- Act as a trusted advisor by guiding customers toward optimal business outcomes.
- Domain Knowledge
- Deep knowledge of Pay TV, Broadcasting, Streaming, including advertisement and hybrid video services across the European market.
- Familiarity with Irdeto's offerings, strategic positioning, and competitive differentiation.
- Proven track record in complex solution selling with long sales cycles.
- Established network of senior decision makers across relevant verticals in Europe.
- Strong commercial acumen through demonstrated success in achieving revenue targets and driving business growth.
- Technical proficiency with video delivery and monetization architecture: backend systems, video headend, content protection, CDN, apps, UI/UX, search & discovery, recommendation, advertising, and SMS/billing.
- Strong leadership skills for decision making and problem solving, as well as leading cross functional initiatives.
- Strong communication and influencing skills with stakeholders at a C level.
- Ideal qualifications
- Bachelor's degree in Business, Engineering, or related field (Master's preferred).
- Many years of experience in sales, presales, business development, or product/solution management within the Pay TV, streaming and advertisement media sectors.
- Experience with digital transformation projects and managing cross functional teams and partner/vendor ecosystems.
- Formal training in consultative solution selling and leadership development is an advantage.
- A multicultural and international environment where diversity is celebrated.
- Professional education opportunities and training programs.
- Innovation sabbaticals.
- Volunteer Day.
- State of the art office spaces.
- Additional perks tailored to local offices (e.g., on site gyms, fresh fruit, parking, yoga rooms).
Irdeto is proud to be an equal opportunity employer. All decisions are based on qualifications and business needs, and we do not tolerate discrimination or harassment. We welcome applications from individuals with diverse abilities and provide accommodation during the hiring process upon request.
If you're excited about this role but don't meet every qualification, we encourage you to apply. We believe diverse perspectives and experiences make our teams stronger.
Seniority level: Director
Employment type: Full time
Job function: Sales and Business Development
Industries: IT Services and IT Consulting