With our award-winning technology and trusted expertise, Grass Valley enables and empowers creators, broadcasters and media organizations to produce brilliant content that captivates audiences and connects people through the magic of media. As the industry’s R&D powerhouse, we offer the widest and deepest range of best-in-class solutions in the industry. We are the trusted partner to many of the biggest and most creative names in the media and entertainment business as we help our customers to build successful media businesses and navigate the rapidly shifting mediascape. Why Join Grass Valley? As the world continues to evolve, Grass Valley is also transforming: Creating innovative breakthrough solutions to serve customers’ changing needs and realities. We are proud that for over 60 years, our innovations have enabled content creators, broadcasters and media organizations to produce rich, compelling content that brings the viewer even closer to the action; more engaged with the story and more connected to others. Our people are creative, knowledgeable, passionate and dedicated, working together to deliver high quality solutions and services to customers all over the world. We are looking for our future ambassadors, technologists, thought leaders and innovators to continue this beautiful journey with us. This is your opportunity, join us For further information, please visit www.grassvalley.com. The opportunity The Regional Sales Director (RSD), Northern Europe (NEUR) is responsible for driving the growth of Grass Valley’s business in the media & broadcast market through excellence in sales leadership, key customer relationships and channel management. In addition to setting the regional sales and marketing strategy and managing its implementation through the team’s resources, the Regional Sales Director shall call upon the necessary support from GV’s corporate functions (including product teams, marketing, HR, finance, etc.). In the market-facing capacity of the role, the Regional Sales Director will also be required to present the company vision and roadmap to customers / partners and discuss high-level, complex projects with key decision makers throughout their organization across the NEUR region. The RSD will have proven experience in key account planning (Miller Heiman or equivalent), channel partner management, marketing-related business development and multi-disciplinary team leadership. Experience of the technology and business transition to cloud, SaaS and opex will also be key. Main roles and responsibilities: Define and deliver a sales & marketing-oriented business plan addressing the media & broadcast industry within the Northern Euriope region to drive sustainable sales growth over a rolling 3-year horizon – to address both existing and emerging markets, customers and partners Achieve / exceed annual sales targets set Manage overheads cost budgets within the parameters set Orchestrate effective (global and regional) key account plans, lead account teams (where appropriate) and develop key account management skills throughout the NEUR sales team Define and deliver an effective regional channel partner strategy to maximize complementary indirect sales in accordance with the GV’s Partner Program framework for EMEA Provide management reporting on performance, market conditions, competitor activity, etc., in accordance with the regular Sales review process – including comprehensive utilization of SFDC CRM Manage within agreed delegated levels of authority and ensure that the NEUR team operates within company policies & procedures (including COR, travel, expense, etc. policies) Ensure that the caliber and organization of the team is across all major account and projects in the region and provides a first-class customer experience Set appropriate team and individual objectives and ensure that measures of performance and personal development are established, monitored and achieved Communicate effectively within the organization to ensure that common goals are clearly understood and that the team involved is highly motivated to achieve them Represent Grass Valley in establishing senior relationships within the Media & Broadcast industry Actively contribute to the EMEA Sales Management Team agenda and program What you'll need to be successful Senior management level experience Proven track record of defining and delivering sales & marketing plans to achieve sustainable growth, of orchestrating global and regional key account programs and of developing high-growth indirect sales channels Strong leadership and interpersonal skills with drive and enthusiasm to inspire and develop a regional team (across multiple locations) Experience of selling advanced technology products / solutions into B2B markets and major accounts, particularly media and broadcast – dealing with long-term complex sales scenarios and enterprise-scale opportunities Established high-level relationships in the media and broadcast space in the NEUR market Sound understanding of international business and multinational organizations Ability to operate at all seniority levels from board to operational functions Comprehensive understanding of the media and broadcast market Excellent written, verbal and presentational communication skills – multi-lingual preferred Availability for overseas travel Ability to work under pressure and achieve tight deadlines Powered by JazzHR