Account Executive / Sales Representative

Represent Gracenote’s entire suite of product offerings to customers and prospects in assigned territory.  Must have a comprehensive understanding of content (TV and Movie) production and distribution and the ability to connect that understanding with Gracenote’s business, products and services. Formulating winning value propositions coupled with the ability to understand and discuss a wide range of business strategies is required, as is having credible and persuasive engagement at a client organization.

RESPONSIBILITIES:

• Concurrently and effectively generate and manage a high volume of opportunities within assigned territory at various stages of the sales cycle.
• Qualify prospects and conduct needs analysis, establish buying influences, budgets, purchasing criteria and timeframes, and drive the prospect through the sales pipeline to closure.
• Identify areas to upsell/cross-sell, renegotiate contract renewals and rate increases where appropriate.
• Maintain a robust sales pipeline with a sufficient number of opportunities and revenue potential of 2-3 times the revenue necessary to ensure quarterly and yearly sales objectives are consistently achieved or exceeded.
• Collaborate with Nielsen Account Owners to facilitate sales of Gracenote products to Nielsen clients.
• Support sales and operations in the service of existing clients as requested.
• Maintain Gracenote commercial documents and client information databases (salesforce).
• Salesforce – Input new accounts and Opportunities, BMFs for billing, logging calls/emails/meetings/updating contacts, creating cases to implement new product start-ups.
• Respond to client emails, working with Operations and Product teams to troubleshoot and resolve any issues (feed failures etc.), and work with legal team to update contracts.
• Study and keep up to date with industry developments. Ensure a good working knowledge of the local market and clients
• Identify potential clients and sales opportunities, contact new prospects, prepare presentations, present to clients
• Attend internal online training sessions and finance calls
• Various Admin and other tasks in support of sales & operations.

REQUIREMENTS/QUALIFICATIONS:

• Minimum of 2 years of relevant experience.
• Adept at effectively prospecting new customers, negotiating and closing contracts.
• Excellent communication, presentation and interpersonal skills.
• Self-driven and capable of working independently.
• Understanding of trends that are driving content development, investments and strategy
• Experience selling into customer organizations with the ability to navigate to reach and influence key decision makers.
• Experience using Microsoft Office suite (Word, Excel, Power point) and Google Suite (Sheets, Slides, Docs).
• A motivated self-starter with proven ability to prioritize workload and exercise sound judgment.