Business Development Manager

at  disguise

Disguise sits at the heart of the most inspiring live and virtual experiences in the world, leading the market in building a software and hardware solution that designs, sequences and controls the most spectacular productions across film and TV, broadcast, live and corporate events.
Role: Business Development Manager / Sales Manager
Function: Sales
Location: LA
Reports to: VP Sales AMER

EXPERIENCE:

• 5 years+ end-to-end b2b sales experience, preferably within the following sectors; Media-Technology OR Entertainment-Technology OR Live Film/TV Production Technology
• Solid experience closing and managing large complex technical deals ranging from $100K-1M+
• Demonstrable ability to communicate, present and influence credibly and effectively at all levels of an organization (including C-Level)
• Following thorough sales processes, preferably BANT / MEDPICC
• Proven experience building in-depth relationships across multiple stakeholders within an organization
• Experience forecasting sales for 3months-1+year

BEHAVIOURS & VALUES:

• Proactive: always seeking what might not immediately be apparent
• Winning mindset: be brave, be bold and strive to be the best
• Resilient: not giving up easily
• Personable: being able to work with a team, collaborate and willing to coach your peers
• Prepare and deliver sales presentations, proposals, and demonstrations to potential customers.
• Negotiate pricing, terms, and contracts with customers to maximize profitability and ensure customer satisfaction.
• Stay informed about industry trends, competitive offerings, and emerging technologies relevant to Virtual Production

OUR VALUES

• Honest. Transparency and integrity are core to how we approach each other and our work at disguise. Our culture relies on clear, courageous conversations and proactively sharing feedback with the intent to help each other and the business to grow.
• Evolutionary. We are always seeking to be even better. We push the limits of what is possible so both our technology and our disguisers stay ahead of the game.
• Fearless. Innovation and a pioneering attitude are key to our success. Disguisers are empowered to experiment, work autonomously and grow from their experiences.
• Resilient. Disguisers are determined to succeed and will not give up when things get tough. We are committed to doing what is right, rather than what is easy, and will adapt to finding the best path forward.
• Belong. We are committed to being the difference. Every disguiser has a role to play in creating an inclusive environment where people belong and can do their best work every day.

ABOUT THE ROLE

Disguise is looking for a dynamic and experienced Sales Manager to lead our sales efforts within the Film/TV industry by selling Virtual Production solutions to Studios and Production Companies. Virtual Production is a paradigm shifting form of video production that displays digital assets on large LED walls behind a physical set - used on the most popular film and TV shows globally! Example virtual production studios include XR Stage in LA, Pier59 Studios in New York City or MELS Studio in Montreal.
The ideal candidate will have large b2b and end-to-end sales experience in either Media-Technology OR Entertainment-Technology OR Live Film/TV Production Technology. You will be responsible for driving sales growth, building strong relationships with customers, and managing a pipeline of sales, as well as closing deals.

WHAT YOU WILL DO:

• Working in an individual contributor role within a collaborative team
• Work on new business technical deals ranging from $100K-$1M+ within the Film/TV sector
• Design and implement a strategic business plan to increase market share of Disguise within the Film & TV sector
• Produce accurate monthly forecasts for sales of both products and services within Salesforce/Clari
• Collaborate with marketing and product teams to develop targeted campaigns and promotional materials for new prospects
• Prepare and deliver sales presentations, proposals, and demonstrations to potential customers
• Negotiate pricing, terms, and contracts with customers to maximize profitability
• Attend industry networking events throughout the US, as a thought leader for Disguise who is comfortable with public speaking