Channel Sales Manager

Location: Dublin, IE London, IE

Company: Dolby Laboratories, Inc.

Join the leader in entertainment innovation and help us design the future. At Dolby, science meets art, and high tech means more than computer code. As a member of the Dolby team, you’ll see and hear the results of your work everywhere, from movie theaters to smartphones. We continue to revolutionize how people create, deliver, and enjoy entertainment worldwide. To do that, we need the absolute best talent. We’re big enough to give you all the resources you need, and small enough so you can make a real difference and earn recognition for your work. We offer a collegial culture, challenging projects, and excellent compensation and benefits, not to mention a Flex Work approach that is truly flexible to support where, when, and how you do your best work.

Dolby Cloud Solutions Products include:

• THEOplayer: a leading cross-platform video player enabling media and entertainment companies worldwide to deliver advanced video experiences, efficiently, and across all devices. It supports all standard delivery formats and works on all major playback platforms.
• Dolby Millicast: an ultra-low latency real-time streaming technology that delivers seamless, synchronized viewer experiences with less than half a second of latency. Dolby Millicast is now integrated and available as part of THEOplayer.
• THEOlive: a very-low latency live streaming technology that delivers high-quality, live streaming at scale to massive audiences with minimal latency.
• THEOads: this pioneering ad insertion capability improves the quality, flexibility, and targeting of advertising within THEOplayer. Our server-guided ad insertion (SGAI), leverage the benefits of and the full intelligence and capabilities of THEOplayer to maximize viewer engagement with personalized, non-intrusive ads resulting in increased monetization opportunities and more efficient use of ad inventory.

All are available as standalone products or combined for comprehensive solutions, Dolby’s range of cloud streaming products and solutions meet all the needs for delivering compelling live experiences.

What you will do:

Help organizations take full advantage of Dolby Cloud Solutions across complex, mission-critical requirements, with a particular focus on iGaming, Sports / Sports Betting, Events and Entertainment verticals. Develop and maintain strategic relationships with key decision-makers, understand their unique business needs, and position our solutions as the ideal fit. Success in this role will require a combination of consultative selling skills, industry expertise, and a passion for delivering exceptional customer experiences. If you’re looking for an exciting sales position within a highly visible part of Dolby’s business, this is for you.

This job might be for you if:

You are a highly motivated, outcome driven, solutions oriented, charismatic, and passionate individual looking for a great opportunity to progress your career. We need team members who are comfortable bringing their previous Partnership / Channel selling experience to pitch our amazing platform to Fortune 1000 companies and C-level executives. Sales experience with complex solutions in events, sports, or broadcasting verticals preferred.

Responsibilities:

1. Strategy Development: Develop and execute a comprehensive partnerships strategy aligned with the company’s business objectives and growth targets.
2. Partnership Identification: Identify and evaluate potential partners, including technology providers, channel partners, and strategic alliances.
3. Negotiation & Agreement: Lead negotiations and manage the end-to-end partnership process, including drafting and finalizing agreements.
4. Relationship Management: Cultivate and maintain strong relationships with key partners, ensuring mutual value and satisfaction.
5. Cross-functional Collaboration: Work closely with internal teams (e.g., Sales, Marketing, Product) to align partnership activities with company goals and ensure successful execution.
6. Performance Tracking: Monitor and evaluate the performance of partnerships, utilizing metrics and KPIs to assess success and identify areas for improvement.
7. Market Analysis: Stay informed about industry trends, competitor activities, and market dynamics to proactively identify partnership opportunities.
8. Reporting: Provide regular updates to senior management on partnership performance, opportunities, and strategic recommendations.

Requirements:

1. Proven success executing partnership / channel initiatives with large strategic partners across EMEA & APAC.
2. Demonstrated experience in consultative selling, building and nurturing relationships with C-level executives and key decision-makers.
3. Strong understanding of the digital media landscape.
4. Exceptional communication and presentation skills, with the ability to articulate complex concepts in a clear and compelling manner.
5. Strong business acumen, with the ability to understand the unique needs and challenges of enterprise clients across diverse industries.
6. Ability to work independently and as part of a team, collaborating effectively with internal stakeholders to drive customer success.
7. Proactive and self-motivated, with a strong sense of ownership and a results-oriented mindset.
8. Bachelor\’s degree in business, computer science, or a related field (or equivalent work experience).
9. Ability to travel as necessary throughout North America and Europe.
10. Location London or Dublin area is preferred.

What We Offer:

1. Competitive salary and performance-based bonuses.
2. Comprehensive benefits package.
3. Opportunities for professional development and career growth.
4. Flexible work arrangements (if applicable).
5. A collaborative and innovative work environment.

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