Sr. Manager Global Sales Programs, Online - 1397

Senior Manager Global Sales Programs, Online

What if there was absolutely nothing stopping you from inventing the next big thing? What would you do if you thought you could enhance the entertainment experience so that consumers were willing to wait hours in line, because they just had to have it?

Now is your chance to explore the possibilities, tap in to your creativity, and make your ideas a reality.

Be part of the exciting future of entertainment and add your talents to those of an amazing team. For more than 40 years, Dolby has led the way in developing innovative entertainment products and technologies used by consumers and professionals worldwide. Innovations from Dolby can be heard in consumer audio and video products, entertainment software, and professional sound applications, including music recording, broadcasting, and sound for motion pictures.

Dolby is defining high-definition audio and video solutions for delivering breathtaking digital cinema and other rich entertainment content. In addition, Dolby is delivering numerous platforms and technologies downstream to content aggregators, delivery partners and consumer experience platform providers of all kinds. Our long-standing commitment to research and development enables our focus to remain on solutions that work today, are prepared for the future and at all points in the ecosystem. That’s what keeps us on the leading edge of the industry.

Our company philosophy encourages creativity, collaboration, and the desire to perceive things differently. We have been recognized as one of the top 100 best places to work in the Bay Area. We offer a unique and rich array of benefits, including a flexible work schedule and an assortment of health coverage options. We’re always looking for talented individuals to join our team.

Job Summary

The Senior Manager Global Sales Programs, Online will oversee the sales aspects of Dolby’s emerging online business worldwide. The Senior Manager will coordinate the sales and launch of Dolby’s online ecosystems worldwide, including setting priorities of ecosystem opportunities and managing the sales pipeline for the underlying supply chain of online operators/aggregators, content service providers, content partners, consumer device OEMs, and technology implementers.

The Senior Manager will drive the growth of Dolby’s online business footprint and revenue by providing expertise and deal support to the Sales Regions, identifying and prioritizing customer opportunities for existing or enhanced product offerings while promoting excellence in the quality of customer service. The individual will educate and equip Dolby’s Regional Sales Managers to execute on the online business priorities, and provide assistance to close deals with selected customer accounts as needed. The Senior Manager will guide Regional Sales Managers to develop and execute account strategies and plans to drive the adoption of Dolby online technologies aligned with strategic business objectives. The Senior Manager will be the primary representative and “voice of the customer” within Dolby. The Senior Manager will visit customers and partners regularly and report on key trends, market forces, commercial dynamics, competitive analysis and feedback on customer and partner needs. To formulate both the technical and business direction for specific customers and partners, the Senior Manager will support the Sales Regions by working across Engineering, Sales, Marketing, Finance, and Legal to facilitate and drive rapid time-to-market of Dolby online products and services. The position is based in San Francisco and reports directly to the Sr. Director, Global Sales Programs.

Job Functions

• Regional Sales Support
  Support the Sales Regions with business expertise. Be the sales expert for Dolby’s online programs and offerings to close deals and launch online services.
• Develop Regional Sales Teams and sales field resources to support Dolby’s online business objectives.
• Assist Regions to (i) develop account strategies and execution plans, in line with Dolby’s online strategy and (ii) execute on these plans to achieve targets. Provide coordinated deal execution support from Dolby Headquarters to facilitate closure on deal scope, deal terms, and resolution of contract issues.
• Regularly interact with customers and partners regarding initial technical issues, quality, business model, contractual, financial, competitive, public relations, and future needs related to online offerings. Coordinate appropriate interaction with Dolby senior management and customer executives.
• Aggregate Regional feedback to identify critical issues impeding business progress. Make recommendations to address the issues and drive strategic decision-making to closure.
• Online Field Coordination meetings
  Lead online field coordination meetings to (i) provide sales direction and guidance to Regions to identify issues and facilitate resolution to drive deals to close and (ii) synchronize changes in customer priorities resulting from customer status updates. Own and publish the agenda, notes, and follow-on action items.
• Sales Pipeline and Forecasting
  Manage the worldwide sales pipeline of Specification Wins, Design Wins, and Product Wins to launch new online services. Rollup customer revenue, Design Wins, and Product Wins for quarterly/annual forecasting. Report sales pipeline status and goal progress at Market Segment meetings.
• Planning
  Goals. Work with Marketing and Sales leadership to (i) establish worldwide online customer and partner goals and strategies and (ii) distribute, communicate, and reconcile goals across Regions.
• Ecosystem Definition. Work with Marketing and Sales leadership to (i) prioritize worldwide online operator/aggregators, (ii) map their respective ecosystems and supply chains, (iii) create respective customer ecosystem enablement strategies and priorities, and (iv) educate the Regions and reconcile differences to a common view.
• Online Sales Plan. Work with Marketing to create the quarterly Sales update of Dolby’s online plan (key market trends, product roadmap, key initiatives and projects, online marketing calendar, goals, and call to action) for distribution to Regional VPs and key Sales Managers. Educate the Regions to understand the plan contents and support the Regions to effectively execute their portion thereof.
• Market Feedback. Understand and develop the customer’s perspective; gather sales and market intelligence on items such as customer roadmaps and directions. Provide feedback to Marketing to influence product roadmap, feature set, deliverable formats, and support.

Skills and Education

• Expert in online ecosystems, online products and online technologies with 10+ years of relevant work experience, including proficient business knowledge, moderate technical knowledge, and relevant contacts within the majority of following areas:
• Highest Priority: Online operator/aggregators, online technologies and architectures and associated software development, audio and/or video applications, technology licensing and negotiations.
• Medium Priority: consumer electronics product development, content providers, content encoding services, semiconductor sales/distribution.
• Demonstrated experience in managing large, multi-national companies with direct experience in understanding and conducting global customer management.
• Excellent selling skills, time management, communications, decision making, interpersonal skills, presentation and organization skills; professional appearance and presentation required.
• Exceptional written and verbal communication skills in English plus the ability to work independently to achieve goals established in a team environment.
• Significant International travel and work experience.
• BS in Engineering or related technical discipline. MBA a plus but not required.

Note: This position is based in San Francisco and will require extensive travel throughout the United States, Asia and Europe. A valid passport will be required.