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Senior Director of Sales – APAC
Beijing or Shanghai, China

Job Description:

Job Purpose: Growth hacker to lead sales and go-to-market strategies to grow and expand market share for disruptive video transcoder & video enhancement products for a high-growth, innovative technology company. Built on its breakthrough technology and rapid market acceptance, the company is making a transition from a technology leader to a market leader. Full-time preferred, part-time engagement will be considered for a highly qualified candidate. Market focus of this position will be the APAC region. This position will be based in Beijing or Shanghai, China.

Job Duties:

· Delivers breakthrough brand development, corporate leadership and strategy resulting in dramatic growth, global business expansion, and new products in entrepreneurial environments.

.  Expand Ipera’s “hybrid” business model (both “on premise” and “SaaS”). 

· Identifies market potential by qualifying and strategically targeting accounts and distribution channel to optimize CAC (cost to acquire customers) and LTV (life time value) for the key multi-format video transcoder market segments.

. Utilize data source tools (insights/analytics, big data, business intelligence) and referrals/endorsement programs to optimize customer acquisition, cross-sell, up-sell, and retention

. Expand data driven digital marketing efforts, leveraging social media, viral marketing, and targeted advertising.

· Work with our distribution channel and channel partners to ensure that they are actively promoting, and accurately quoting and capturing renewal revenue.

· Work closely with the internal and external sales and technical teams to create a united front to the customer and to identify other revenue opportunities

· Initiates sales process by scheduling appointments; making initial presentation; understanding account requirements.

· Closes sales by building rapport with potential account; explaining product and service capabilities; overcoming objections; preparing contracts.

. Lead effort in post sales support.

· Expands sales in existing accounts by introducing new products and services; developing new applications.

· Implements national sales programs by developing field sales action plans.

· Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.

· Establishes and adjusts selling prices by monitoring costs, competition, and supply and demand.

· Contributes information to market strategy by monitoring competitive products and reactions from accounts.

· Recommends new products and services by evaluating current product results; identifying needs to be filled.

· Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.



· Experience with APAC SaaS markets and data driven digital marketing techniques.

. Understanding of the Chinese broadcast and streaming markets; extensive customer contacts in these markets a big plus.

· A creative and visionary leader that thrives in demanding situations and relishes the toughest challenges.

· Successful track record in building market dominance position for disruptive technology and products.

· Strong product and technology intuition. Fast learner: be able to quickly understand complex products and evolving market.

· Demonstrated ability to integrate corporate vision, client and functional objectives into a cohesive, results driven marketing and sales strategy.

· Highly respected builder and leader of winning marketing and sales teams.

· Ability to assemble, motivate, and retain best of breed talent and external agency partners.

· Demonstrated ability in Meeting Sales Goals.

· Outstanding writing abilities including advanced PowerPoint expertise and the ability to translate complexity into simple and intuitive communications and instructions.

· Outstanding Sales Skills in: Sales Planning, Territory Management, Prospecting, Building sales pipelines, Negotiation, Presentation, Closing deals, and Motivation for Sales.

· Bachelor degree in related fields. MBA, MS a plus.

About the Company:

Ipera designs, manufactures, and sells high performance multi-format video  transcoder products to enable our customers to efficiently create, prepare and deliver a full range of video services to multi-screen consumer devices, including traditional televisions, cable/satellite televisions, smart connected TVs, personal computers, tablets, smartphones, and game consoles.


HR Department