Our Client

Our Client is a company that lives on the cutting edge of online advertising technology. They are the world’s leading independent provider of digital advertising technology that enables businesses to manage and maximize their ad revenue. Their products provide a comprehensive revenue generation platform by combining ad serving with a unique ad exchange. Our Client’s ad serving products are used by more than 200,000 websites in more than 100 countries and serve more than 350 billion ads monthly. Their Marketplace  reaches more than 400 million monthly unique users worldwide. The team is comprised of seasoned industry veterans from Google, Microsoft, and Yahoo among others who have designed and built the most successful online advertising marketplaces and technologies.

The Position
Our Client is looking for a sales or business development professional to help grow their SaaS based Ad Serving business on the East Coast. This individual will have a solid understanding of the online media landscape, players, and technology. They will have existing relationships in the publishing industry and understand the needs, challenges and opportunities associated with online ad operations and monetization strategy.

As the sales lead, this individual will be responsible for exceeding revenue goals by structuring, presenting and closing business for the Ad Serving platform side of the business. The right candidate will be able to leverage their experience along with a consultative approach to selling, in order to structure innovative deals, forge long-term relationships and act as a trusted advisor at all levels of the client organization.

Responsibilities include but are not limited to:

• Total sales cycle management – prospect close and grow strategic business
• Develop and execute sales strategy, by identifying, qualifying, designing and presenting client solutions
• Act as a trusted advisor for Tier-1 clients
• Utilize strong analytical and presentation skills to structure innovative and sound commercial agreements
• Forge long-term strategic client relationships
• Evangelize the company brand and business proposition
• Managing existing relationships
• Show a high degree of self-motivation and work well both as an individual and within a team environment
• Demonstrate propensity to juggle multiple competing priorities
• Have a strong understanding of the online advertising sector
• Ability to help craft and execute innovative sales and market strategy
• 5-8 years in a sales or business development role in the online industry, with a minimum of 10 overall years work experience (advanced degree years will count towards total)
• Ideal candidate will have worked at an ad serving technology company or an ad technology firm.
• Strong knowledge & familiarity with Publisher revenue models, ad serving, and online ad technologies focused on publisher
• Strong set of existing relationships with emerging publishers, as well as Comscore 1000 publishers at the decision making level
• Excellent problem-solving and analytical skills and strong business judgment; professional distinction in thought leadership and innovation.
• Proven track record of meeting or exceeding sales targets
• Strong written, presenting & oral communication skills
• Ability to learn, take charge and deliver results with minimal supervision
• High energy, self motivated and passionate about working in a fast paced start up environment
• Internet savvy and proficient in office productivity tools, specifically Excel, PowerPoint, and SalesForce
• Moderate travel
• Bachelor’s Degree

Minimum Requirements:

To Apply

Please email your resume to info at glenborn.com

Company Overview

Our client is a digital video company which simplifies the business of distributing, marketing and monetizing video content. They work with the world’s leading content owners, publishers and marketers to maximize the impact and reach of their digital video, providing them with the software, technology and expertise to grow their businesses rapidly. They provide an end to end service that enables video content to be distributed and monetized efficiently and transparently across all major platforms, devices and countries.

They are well funded and entering a period of rapid growth and evolution. Over the next 3–6 months we will be hiring key staff across sales, marketing, technology, customer support and product management.

Background to the Role

We are seeking a Regional VP to lead our publisher and rights-holder solution sales, and build the capabilities of a young, smart and hungry team. This is a key role in the company accountable for identifying and securing major accounts. While the primary focus will be in the East Coast of the United States.

Job Responsibilities

The main responsibility of this role is managing the sales pipeline and delivering new clients for our Client including

• Creating the business plan for our AVS business, identifying the resources required and the revenues which will be generated
• Working with the product team and AVS services team to define service propositions, and how we will deliver them (covering everything from contractual frameworks to roadmaps and delivery)
• Building a sales an ambitious and focused sales culture in the company, and the team, culture and processes to support it
• Identifying and researching target opportunities in line with go to market strategy
• Prioritising, qualifying and building relationships target opportunities
• Developing and delivering proposals, and relevant documentation and supporting materials
• Closing sales to achieve business plan targets
• Maintaining ongoing account plans to secure ongoing opportunities and deeper engagements with existing clients
• Working with the product and customer service teams to make sure that solutions are built, delivered and supported to world-class standards.

In addition, the RVP Solution Sales will have be a key player in building Our Client’s profile and relationships in the market:

• Building Our Client’s profile via PR activities and conference speaking
• Networking widely within the industry
• Identifying and securing potential channel partners (e.g. consultancies, agencies, systems integrators, OVP’s)

Finally, the RVP will play a key role in the management team:

• Key input into business planning and go to market strategy
• Ensuring that customer requirements are prioritised and delivered via sprint-cycles and the product roadmap

Key Skills and Experience

The successful candidate must have the following skills and experience

• Significant track-record of B2B sales for complex technology / enterprise software, preferably within the online video space
• Demonstrable experience of developing solutions in partnership with clients, and translating them into significant and ongoing sales
• Smart enough to generate creative and commercially scalable solutions by engaging with some of the leading brains, and problems, in the industry
• Experience of working for and / or selling to major digital content companies
• Experience of building a world-class sales team
• Experience of developing relationships and closing sales with major publishers and rights holders here in the US

To apply for the role please email info@glenborn.com

Company Overview

Our Client is building a powerful network uniting digital video content owners and publishers.  They aim to become the default system for content owners seeking to distribute online video, and publishers who are sourcing high quality video for their audiences.

The content will include:

• news, entertainment and sport from broadcasters
• niche content from online content creators
• live and archived coverage from major events
• content sponsored by and / or created by major consumer brands and their agencies

This content will be published globally, and will be attractive to advertisers both at a national and regional level. Our Client provides the tools needed for content owners and publishers to create, manage and distribute their online video efficiently, and to monetize it through licensing, sponsorship and media sales.

Background to the Role

Our Client is growing rapidly, and we are expanding our Global Services team to deliver the increasing number and complexity of content services for our clients. The focus of this role will be to acquire new Sports Publishers and rights owners to the Our Client network by running direct marketing campaigns to get publishers/ rights owners to sign up to the Our Client system and take Sports content for their sites.  This includes creating target lists of publishers, creating marketing materials to help promote Sports video content from Our Client’s content owners, managing contact campaigns by telephone and email and delivering campaign reporting and insights

Responsible for:

• Running direct marketing campaigns to acquire new Sports publishers and Sports content rights owners to Our Client’s global publisher network, including managing contact via telemarketing, email and face to face meetings
• Creating campaign collateral such as datasheets on Sports content, emails, phone scripts, online landing pages, content calendars to promote Our Client to publishers and rights owners
• Managing ongoing relationships with Our Client’s Sports publisher network including provisioning regular CRM and newsletters to upsell and promote content
• Building target lists and contact details of publishers and rights owners in the Sports vertical across multiple territories in Europe, US and Asia
• Managing contact campaigns with publishers and rights owners via Salesforce.com
• Managing acquisition marketing reporting and data analytics, delivering insights on campaign performance etc
• Building up an expertise in Our Client’s Sports content segment, including delivering market insights on publisher content needs and requirements, competitor intelligence etc

KPIs:

• Number of new Sports publishers signed up to our Client’s publisher network
• Number of Sports publishers taking content via the our Client’s system
• Volume of video views for Sports content from our client’s publisher network

To apply
Please email info@glenborn.com with your resume attached.

Company Overview

Background:

Our Client is building a powerful network uniting digital video content owners and publishers.  They are UK based and looking to take the US by storm! They aim to become the default system for content owners seeking to distribute online video, and publishers who are sourcing high quality video for their audiences.

The content will include:

• news, entertainment and sport from broadcasters
• niche content from online content creators
• live and archived coverage from major events
• content sponsored by and / or created by major consumer brands and their agencies

This content will be published globally, and will be attractive to advertisers both at a national and regional level. Our Client provides the tools needed for content owners and publishers to create, manage and distribute their online video efficiently, and to monetize it through licensing, sponsorship and media sales.

The Role

Our Client is growing rapidly, and we are expanding our product and services offering into the North American market. We are looking to bring on a recognized leader in the digital media space.

The President/GM will be responsible for establishing Our Client’s North American presence, located in the US, specifically focused on solution sales, media sales and client services. This pivotal role will report directly to the CEO/ Founder and will work closely with the Senior Management team to deliver the company’s vision and objectives.

The successful candidate will set up the US team by using their established industry contacts within media agencies, ad networks, ad exchanges, rights holders and publishers.

They will be responsible for execution of aspects of the group’s mandate which may include client management and taking the lead on major accounts, driving new engagements from the outset, knowledge capture and transfer, implementing operations processes, building a structure to ensure the above is implemented above and beyond expectations.

Key aspects of this role include building and maintaining the company’s excellence in the digital video field, online advertising, social media / digital video management, leading creative consultants, advising publishers, allocating resources and channelling managers.

Responsibilities

• Own the P&L for all Our Client  US including media sales, solution sales and services
• Input to global strategy and define and deliver the go-to-market strategy for the  US Market
• Build and manage a world class team in the US
• Define internal business processes
• Over time build a network of channel partners to deliver greater growth and scale

Our Client  Services Scope

• Be the spokesperson for Our Client in the US including public speaking, PR etc
• Distribution and monetization of clients’ video output
• Sales agency services including content licensing
• Audience development and management across YouTube, Facebook and other sites
• Media sales (video advertising) across all the key agencies in the region
• Day rate professional services including strategy consulting

Experience Required

• Built and managed digital media team from the ground up
• Successfully ran a start-up
• Worked in digital media for 10+ years
• Strong understanding of the US digital media landscape
• Client facing at Executive VP level
• SEO/Social Media expertise
• Self-motivated and able to lead a dynamic team
• Excellence in leadership and trouble shooting

Background to the Role

Our Client  is going through massive growth, building out its offshore development capability and it has a number of exciting initiatives for 2011 and some aggressive targets. We require a highly skilled technical manager with a ‘can do’ attitude to work with the UK and India teams, organising and delivering the resource and recruitment plan, planning development streams and ultimately be accountable for the quality of internal resource management and delivery.

The role will be based from the Our Client  US office where core sales will take place.

This is an excellent opportunity for a technical manager who is ambitious, entrepreneurial and a great communicator – a real team player but also a leader.   The role is to inspire, manage and motivate 80+ talented new media technologists for a leading global startup.  Taking full ownership of the software  development teams, including: core platform, vendor integration, video player, search and discovery, system administration, UI/UX, analytics, monetization, test and support. Technical understanding & proven experience of these areas is essential.

You will have led teams to deliver new media IT solutions, winning industry respect as a result. You’ll have a commercial awareness of the converging media market, and be able to provide focus to maximise rapid delivery by your team.

You’ll have a reputation as an inspiring, approachable and likable leader who motivates internal teams and suppliers to peak performance, whilst ensuring members enjoy a work/life balance.    Your career would have started in “hands on” software or product design role, then progressed to leading development teams.   Experience of vendor & supplier management is essential.

As part of the management team for the new customer propositions, you will influence strategy, while remaining committed to delivery.   You will report directly to the CEO and you will liaise daily with the CTO.

Job Responsibilities:

• Leading US  sales/ innovation & revenue growth
• Manage distributed teams which included product management, software development, support, QA.
• Responsible for the entire operation and management of Delivery services
• Ensured successful ramp up of business assignments.
• Responsible for resource planning, hiring and thought leadership for the group at large.
• To set core values and culture for the US team
• Review all customer requirements from London
• Work with UK Product to finalise proposed function spec for each up coming release date
• Develop detailed progress plan for the US
• Provide coaching, hiring and HR support to US team
• Keeping a track of competitor strategy in terms of best practices, structuring, client contacts etc.
• Definition of methodology, governance & technical standards
• P & L ownership
• Rapid delivery of concurrent high quality developments, on time & to budget.

The role has a number of traditional GM leadership and operations Management accountabilities.

They will manage expectation through quality risk management and help facilitate a tactical process of mitigating issues. This is an exciting role where the right candidate can make a real difference.

Key Skills:

• Min 10+ years of experience in industry & strategy, preferably in the Media/ Social/  Technology space including 5+ years of leading multiple, concurrent projects teams totalling 30+..
• Expertise in global product P&L / leadership, business & product strategy
• Capabilities in product innovation / Business Transformation
• Internet Monetization & distribution / Saas / Paas
• Delivery Management (preferably from a Product / SaaS perspective)
• Proficiency in handling HR issues as well as related administrative matters.
• Must have experience in hiring/scaling/ managing development teams.
• Strong mixture of domain, project management and leadership skills.
• Proven team management, mentoring and coaching skills.
• Should have ability to understand innovative business models.
• Full lifecycle experience, from the initial strategic definition, through design, build, test, implement & into managed service.
• 4+ years of managing external tools vendors, service companies & systems integrators.
• 3+ years proven experience of running & enhancing large scale transactional websites.
• 3+ years experience managing multiple, & inter-related, concurrent projects.
• 2+ years media/consumer-facing website.
• Direct financial control of a multi-million pound budget.
• Thorough understanding of all major internet technologies & business models.
• A good understanding of online usability requirements & issues.
• Experience of managing outsourced development projects.
• Experience of, and suitability for, a “start up” culture

To apply

Please email your resume with a brief note indicating your suitability to the position to  info@glenborn.com

The Company:

Our Client provides technology and services to support a marketplace for expertise. Its platform for consultation and collaboration has helped the world’s leading financial services firms, consultancies, corporations, and nonprofits find, engage, and manage experts in a broad range of industries and disciplines. Their unparalleled network of the world’s leading expert consultants, known as the Gerson Lehrman Group Councils, includes more than 250,000 subject-matter experts who educate and provide insight to decision makers through a wide range of consulting methods, including telephone consultations, expert surveys, and seminars. They have also invested in one of the world’s most sophisticated infrastructures for expert recruiting and compliance.

The Position:
Our Client is seeking candidates for Business Development Manager for the US Midwest .  This sales manager will be responsible driving new business with CPG, Life sciences, Technology or Chemical companies in the United States.

Previously successful hires on this team have had MBA, PhD or JD degrees from top-5 programs, plus several years of business experience; or alternatively have had successful track records in senior sales or sales management positions at high-end research, consulting, security and software providers to pharmaceutical and device companies.  The Manager will need to excel at articulating our client’s unique value proposition to a variety of healthcare and pharmaceutical executives and creating enterprise relationships across business units of large corporations.  Further, the Manager will need to work across internal teams (client service, product development, legal) to develop business opportunities.

Candidates for this position must have a clear track record of excellence in several categories, including:

• A strong track record for closing sales
• A passion for persuasion  – especially around complicated and intellectually challenging issues
• A demonstrated ability to handle difficult client objections
• Experience developing trusted relationships with senior executives

More broadly, our client is looking for bright, positive and flexible people who:

• Act with the highest integrity and professionalism in all their endeavors
• Resilience / strength of character: the willingness to take risks and overcome failures
• Have creative and entrepreneurial mindset; are interested in helping to build a business and to be compensated according to performance
• Have demonstrated ability and initiative to handle increasing responsibility over time

This position will report to the Vice President of Corporate Markets out of NYC

To apply

Please email your resume to info@glenborn.com