Sales Engineer, JAPAC

at  Mediaocean

WHAT’S IN FOR YOU :

• Employee assistance program – flexible working options to choose from: Full-time office / hybrid (office/home split) / full remote working.
• Summer Fridays (during daylight saving period).
• Stocked office pantry and fridge.
• Regular team bonding activities.
• International mentorship program.
• International buddy program – assigned during onboarding.
• Thorough onboarding plan and training.
• LinkedIn learning subscription.
• Headspace Meditation App

WHAT YOU WILL DO:

• Sales Engineering is a pioneering role responsible for actively driving and contributing to the sales process, working in conjunction with the Mediaocean sales & accounts teams, and the prospect or client to solicit business requirements to challenges, discuss Mediaocean solutions and technology with decision-makers to develop a technical sales strategy and provide product demonstrations.
• The role will initially focus on driving revenue for the company’s Dynamic Creative Optimization, Identity (incl. PAS), Video, Verification and Social businesses. While the position calls for primary expertise with Growth solutions, opportunities to broaden the role exist by training and providing Sales Engineering support for additional products or services of Mediaocean.

WHAT YOU WILL DO :

• Net New Business – Sales Support:
• Partner with members of the Sales Team to actively advance the technology evaluation stage of the sales process, and drive deals solving mission-critical business problems.
• Work with Sales Team and Strategy to identify appropriate pilot opportunities, inclusive of acquiring and utilising appropriate scoping material.
• Contribute to the development of pilot methodologies and success criteria through initial rollout period.
• Prepare and present sales and product collateral in partnership with sales team, in line with brand and platform messaging to include presentations about market trends and product features, solutions documentation, procedural trainings, and pitch presentations.
• Provide product demonstrations, preparing and tailoring these to the opportunity’s requirements, knowledge set and audience. Agility and fluidity in these presentations is crucial to ensure demonstrations are delivered at the right detail – feedback and reception in the room should be monitored to continue to tailor these demos in real time.
• Work with sales beyond the initial exploratory phase to solicit business requirements, discuss Mediaocean solutions and technology, and help address and overcome technical and/or product challenges or objections.
• In conjunction with regional and sales leadership assess and identify holding group opportunities based on their tech stack preferences and operating models.
• Establish and maintain strong relationships through the sales cycle by keeping meeting minutes, outlining client interactions, outcomes, and actions needed, specifically focusing on the opportunity requirements.
• Collaborate with Sales to develop pre-recorded video demos that can be shared or used in presentations; Videos can be highlights of efficiencies or capabilities, either generic or vertical specific – empowering the sales team to showcase the solutions, without needing to touch the tools or diverge from a presentation when time poor or when Sales Engineering is not required/available.
• Ultimately enable closing of sales and net new revenue through product and feature adoption.
• Responsible for a smooth hand-off process internally once the deal is closed.
• Existing Business Opportunities:
• Partner with members of the Client Services team to actively advance the technology evaluation stage of the upsell/cross-sell sales process, and drive deals solving mission-critical business problems.
• Work with Client Services & Account Leaders to solicit business requirements, discuss Mediaocean solutions and technology, provide product demonstrations, and help address and overcome technical and/or product challenges or objections.
• Work with Client Services & Account Leaders to identify appropriate pilot opportunities, inclusive of acquiring and utilising appropriate scoping material.
• Contribute to the development of pilot methodologies and success criteria through initial rollout period – in the instance of existing business, focusing on the empowering of Accounts & Campaign teams in leading this, at times taking on leadership where required.
• Assist as required the preparation and presentation of sales and product collateral in partnership with Client Services team, in line with brand and platform messaging to include presentations about product features, solutions documentation, procedural trainings, and pitch presentations - in the instance of existing business, focusing on the empowering of Accounts & Campaign teams in leading this, at times taking on leadership where required.
• Provide product demonstrations, preparing and tailoring these to the opportunity’s requirements, knowledge set and audience. Agility and fluidity in these presentations is crucial to ensure demonstrations are delivered at the right detail – feedback and reception in the room should be monitored to continue to tailor these demos in real time.
• Training Client Services on providing demonstrations of new solutions for commercial opportunities, ensuring there is distinction between training demonstrations and introductory sales demonstrations.
• As required by the CS team, establish and maintain strong relationships through the sales cycle by keeping meeting minutes, outlining client interactions, outcomes, and actions needed, specifically focusing on the opportunity requirements.
• Ultimately drive incremental revenue through product and feature adoption for existing advertisers.
• Responsible for a smooth hand-off process internally once the deal is closed – empowering the Client Services team to be primary contact for these opportunities throughout, but ensuring they’re set up for success with the right details etc.
• Regional Responsibilities:
• Partner with Strategy to assist them in identifying market segments and value propositions and articulating Unique Selling Points. This should include compiling feedback locally of solutions (new/existing) and industry appetite.
• Regularly synch with global Sales Engineering team to collaborate on opportunities, share learnings and understand changes/optimisations in the global SE department that can be extended to JAPAC.
• Ensure an up to date and thorough understanding of the status of product road map items and timelines. Ensuring highlights or major changes are flagged to Sales and Accounts teams.
• Work with Sales leadership to ensure regular regional JAPAC sessions are scheduled with Strategy, Product & Integration Leads.
• Partner with Development, Product, Strategy, and UX leads on prioritization of feature creation and development based on business requirements and pain points identified with clients, and trends in the industry.
• Assist in development of regional RFI/RFP process; ensuring submissions are timely, tailored and adequately detailed. This includes the creating or acquiring access to an RFI/RFP repository where Sales/Accounts can access standard answers before Solutions/Sales Engineering’s review.
• Arm Sales and Accounts with appropriate scoping questions per solution for exploratory/initial calls, with the intention of arming Sales Engineering with guidance and opportunity for investigation before further interactions with client/prospect.
• Continue to develop and evolve the role to best meet the needs of the company, customer and market requirements.