Studio Sales Specialist

Description:

We are currently seeking a Studio Specialist to join the Shutterstock Enterprise team. The Specialist team’s scope includes collaborating with the Studios team in creating and pitching strategy, partnering with our SDR organization to establish outreach strategy and execution, working with Enterprise Sales, building pipeline, executing partnerships and other strategic initiatives to help Shutterstock Studios expand our market share, extend our platform, make clients more successful and enter new markets. This is a highly visible role that will work cross-functionally to unlock value for our strategic partners. A reputation for being execution oriented is key.

Experience across the creative and production landscape including pitching large integrated commercial partnerships to brands, agencies and media organizations is a must have.

The day to day:

• Build and management of Studios pipeline valuing 3-5X quota

• Internal wrangling of SDR team to establish outreach plan, and Enterprise Marketing and Studios team to develop relevant sales materials

• Development of long-term relationships with clients

• Be close to industry trends across the global creative landscape to inform larger opportunities to pitch to brands, agencies and media organizations

• Navigate through the client’s organization - guide and assist clients in achieving a successful start with Shutterstock Studios and help them expand the value realized from our solutions.

• In partnership with assigned Client Partner, develop effective and specific account plans to ensure Studios target delivery and balanced growth

• Develop relationships in new and existing clients and demonstrate to drive strategy through organization

• Identification of Studios opportunity within existing and new accounts

• Become a trusted advisor by establishing positive relationships based on knowledge of customer requirements and dedication to value

• Lead account relationships, prospect profiling, and sales cycles while working with clients to become Shutterstock references

• Become client expert - review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the client

Ideal candidate will have:

• Experience leading complex transactions, sales and/or partnerships

• Experience in messaging and positioning content and production value propositions to internal and external audiences

• High level of intellectual curiosity and desire to learn a partner businesses

• Effective presentation skills with the ability to articulate complex issues in formal and informal settings

• Demonstrated ability to creatively problem solve both quantitatively and qualitatively

• Ability to work optimally in a team environment, acting as a liaison with all other organizations within Shutterstock including Sales, Production team, Product & Marketing

• Maintain white space analysis and execution of initiatives (up sell and cross sell) on customer base

• Understanding of the media / production landscape

• History of developing customer acuity to understand each customer's technology / content footprint, strategic growth plans, technology strategy and the competitive landscape.

Requirements:

• Minimum 7-10+ years with consistent track record selling custom solutions to Marketing organizations

• Track record of demonstrating sales excellence and proven results selling value

• Strong understanding of production, both traditional and emerging production capabilities

• Creative, problem-solving approach

• Experience with SalesForce or competitive CRM