Sales Leader, Media & Entertainment - IT Services & OTT Solutions
Remote US
Our client is a global digital technology services company providing product engineering solutions across Cloud, Data, and AI, with a dedicated Media & Entertainment (M&E) practice. The company is seeking a seasoned Sales Leader with extensive experience working with clients in the M&E industry, ideally from an IT services background with M&E as a primary or key focus area. The ideal candidate has a strong understanding of the M&E ecosystem and key players, with a proven track record selling offerings such as OTT platforms (end-to-end video platforms, monetization solutions), front-end applications (mobile, smart TV, and other consumer-facing apps), OTT experience design, middleware/back-end solutions, and media operations (post-production, localization, application support).
This is a high-visibility role with leadership interaction, offering the opportunity to shape and scale a high-growth M&E vertical in the U.S. market at the intersection of media, technology, and AI innovation.
Responsibilities
- Own the end-to-end sales cycle: prospecting, solutioning, pitching, negotiation, and closure
- Drive new-logo acquisition in the U.S. M&E ecosystem and build a strong pipeline aligned with revenue targets
- Drive sales of the company's video platform and solutions, targeting OTT players, broadcasters, and media companies looking to accelerate their digital video capabilities
- Drive adoption of AI-led solutions within M&E, including content personalization, intelligent content operations, ad yield optimization, and audience analytics; champion AI-first conversations with clients
- Identify and pursue high-value opportunities across OTT platforms, studios, broadcasters, and digital media companies
- Partner with pre-sales, solution, and delivery teams to craft winning, differentiated proposals; collaborate with internal AI/GenAI teams to co-create industry-specific solutions
- Work cross-functionally with Marketing, Product, Legal, and Finance to accelerate deal cycles
- Serve as an internal subject matter expert on M&E industry trends, competitive landscape, and buyer personas; provide insights to shape offerings and sales strategy
- Collaborate with OEMs, product organizations, and strategic partners (e.g., hyperscalers, platform providers) on joint go-to-market and co-selling motions to drive pipeline generation
- Represent the company at industry events, conferences, and networking forums
Requirements
- At least 8 years of extensive industry experience, including a solid track record as a Sales Lead in an M&E-focused role within an IT services organization
- Strong hunter mindset with a new-business acquisition focus
- Strong understanding of the M&E industry landscape, media technology domain, and high-level OTT value chain
- Strong understanding of AI/GenAI applications in Media & Entertainment, or the ability to quickly build domain-led AI solutioning capability
- Sales experience selling digital tech services to M&E organizations in North America for a midsize offshore/hybrid company
- Ability to build strong relationships with decision-makers and influencers in client organizations and articulate complex technology solutions
- Current knowledge of M&E industry trends (OTT growth, content monetization, AdTech evolution, AI in media, etc.)
Comp: $170-$200k base + OTE
3654048