Sales Director, Arts & Culture "Mid Atlantic States"
AudienceView is an organization of people who are passionate about the business of Live Events. We create industry-leading software solutions that fuel attendee engagement, ticket sales and advertising solutions for sports, music and theatre in 15 countries around the world. AudienceView employees share a vision to help entertainment organizations deliver exceptional experiences for people who love live events. We achieve this through innovative technology, popular media brands, effective distribution strategies and a dedicated team of experts that help create customer success every single day.
AudienceView is looking to significantly expand its market penetration within the Arts & Culture space with its OvationTix SaaS platform. This position may be located in the Mid Atlantic region. (Kentucky, Ohio, DC, Pennsylvania, Delaware, Maryland, Virginia, West Virginia and North Carolina, Tennessee)
Key Expectations of this role:
You will be the primary lead, including content demonstration, during the selling process
You will develop a good working understanding of OT in the first 30-45 days which will require time in the NYC office with OvationTix experts
Develop internal working relationships with Product, Marketing, and Customer Success
Provide market feedback and input to the Product Management and Development team in an effort to evolve OvationTix to more effectively compete in the Arts & Culture space
Leverage the Marketing Team in an effort to increase industry awareness, visibility and pipeline development and management
Work with the Customer Success team to ensure highly successful “handoffs”, appropriately managing expectations that are conducive to our customers being successful on the product
" Own” the process of uncovering, qualifying, selling, closing, and transitioning new OvationTix customers to Customer Success Manager. In more detail:
Uncovering new suspects/prospects
Work with the marketing team to proactively message to the target market
Leverage existing contacts to initiate new dialogs
Phone work; spend a minimum 1 day per week on outbound phone calls, including cold calls.
Work with industry associations/functions to increase OvationTix awareness in the marketplace.
Qualifying new prospects
Leverage your experience to qualify the prospects decision-making criteria against OvationTix capabilities. Goal is to be as efficient as possible in choosing which prospects we pursue, and which ones we don’t pursue.
Selling to the prospects, and against competitors
Develop a strong awareness of OvationTix competitive advantages, as well as competitors’ advantages.
Consult / educate the prospect. By owning the demo process within the sale, you will proactively help the customers in ways that do not yet understand, as well as handle questions and challenges that they do have.
Work with VP of Arts & Culture to propose, follow up, and close on deal terms within their process. Bring urgency to this process as needed
Understand fully, as early as possible, their process through to contract execution
Develop C-Level relationships during the campaigns to provide an opportunity to work with decision makers during the close
Transitioning to Customer Success Team
Prior to deal close – complete onboarding information and give visibility to the Customer Success Team
Complete any “set up” of the customer information internally
“Hand off” the customer to Customer Success Team
Overall responsibilities of the role:
I dentify, prospect and qualify opportunities within specific territory
Drive revenue by ability to create, establish and close business opportunities
Meet or exceed quarterly business and revenue objectives
Create and execute comprehensive territory plan
Maintain robust sales pipeline
Conduct product demonstrations; with/without Sales Engineer
Maintain accuracy within Salesforce and other business tools
Attend industry-specific tradeshows and conferences
Up to 50% travel
Experience & skill requirements of the role:
7-10 years within the technology space
A proven closer with a hunger to “win”
Appreciation for the Arts & Culture space; strong interest in the performing arts
Solid sales record with an emphasis on new acquisition
Outstanding written/verbal communication skills
Highly motivated, driven and self-starting; ability to work independently and in groups
Ability to sell multiple products within same vertical market and understanding how/when/which product to pitch
Enterprise software or SaaS experience
Detail oriented; exacting
Excellent interpersonal skills
Willing to adapt to multiple buying personas and scenarios