Xumo, a joint venture between Comcast and Charter Communications, was formed to develop and offer a next-generation streaming platform for the entire entertainment industry. The company consists of three primary lines of business: Xumo devices, Xumo Play, and Xumo Enterprise. Powered by Comcast’s global entertainment platform, Xumo devices feature a world-class user interface with universal voice search capabilities, making it easy for consumers to find and enjoy their favorite streaming content. Xumo Play is a free ad-supported streaming TV (FAST) service offering hundreds of linear channels and on-demand options. Xumo Enterprise provides tools and services for content creators, distributors, and advertisers to make FAST content more accessible.
Job Summary
Responsible for directing a team of digital advertising sales executives or account managers responsible for selling the organization's digital products or services. Directs all, or a portion of, the sale of the organization's digital product or services. Sets objectives, goals and quotas for sales staff. Develops and directs the implementation of sales strategies and programs that will attract new accounts and enhance sales to current customers to deliver required sales growth. May be responsible for selected key or strategic accounts. Ensures integration of sales efforts with marketing efforts. May develop sales campaigns. Participates in the development of positioning strategies and pricing guidelines. Develops and executes successful partnerships and directs contract negotiations. Develops team through tailored training, goal setting, and career growth planning. Works closely with cross-functional partners to develop and execute go-to-market strategies, identify opportunities and risks within their book-of-business, and ensure their customers achieve their objectives.
Job Description
Additional Info/Highly Preferred Experience:
- Total Compensation Package range for this position is 324,000/yr to 342,000/yr
- Position is office based in Los Angeles, CA (4 days in office & 1 day remote)
- Strong & extensive relationships with IPG & OMG. Along with 8-10 years of CTV, video or streaming experience.
- Thrives in a team-oriented environment
Responsibilities:
- Manages against a revenue goal (quota) operating as the “general manager” for assigned book of business.
- Consultative, client-centric sales approach with strong written and verbal communication skills deliver a clear value proposition based on customer use cases.
- Identifies growth areas to and key upsell opportunities for additional company technologies and services, in alignment with clients’ business goals and priorities.
- Retains the client through renewals and growing the relationship.
- Understands client’s business model, objectives and business needs, key performance indicators (KPIs), high-level technical architecture, key partnerships, and organization structure.
- Ensures overall client satisfaction and execution to meet client’s business goals.
- Acts as the primary point of contact for all customer revenue and strategic initiatives.
- Moves opportunities through sales cycle from prospecting to completion – including proposal, negotiation, contracting, and approvals for complex deals.
- Consistently meets and exceeds quarterly/annual revenue and booking targets.
- Liaisons with other internal teams to champion customer needs and advocate for solutions needed to grow revenue.
- Works cross-functionally to execute go-to-market strategies and drive initiatives.
- Represents company at industry events, cultivating business relationships and trust across the client’s organizations.
- Understands the premium video advertising business, the TV and cable industry, and the challenges facing a typical enterprise media company.
- Consistent exercise of independent judgment and discretion in matters of significance.
- Regular, consistent and punctual attendance. Must be able to work nights and weekends, variable schedule(s) as necessary.
- Other duties and responsibilities as assigned.
Employees at all levels are expected to:
- Understand our Operating Principles; make them the guidelines for how you do your job.
- Own the customer experience think and act in ways that put our customers first, give them seamless digital options at every touchpoint, and make them promoters of our products and services.
- Know your stuff be enthusiastic learners, users and advocates of our game-changing technology, products and services, especially our digital tools and experiences.
- Win as a team make big things happen by working together and being open to new ideas.
- Be an active part of the Net Promoter System a way of working that brings more employee and customer feedback into the company by joining huddles, making call backs and helping us elevate opportunities to do better for our customers.
- Drive results and growth.
- Support a culture of inclusion in how you work and lead.
- Do what's right for each other, our customers, investors and our communities.
Disclaimer: This information has been designed to indicate the general nature and level of work performed by employees in this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications.
Skills
Advertising, Client Relationship Management, Media Advertising Sales, Strategic Selling
Compensation
Primary Location Pay Range: This job can be performed in California with a good faith estimated pay range upon hire of $174,055.98 - $232,074.64 USD.
Targeted Commission: $150,000.00
Our sales compensation programs offer the potential for significant upside above targeted earnings for those who overachieve their sales targets.
Comcast intends to offer the selected candidate base pay within the posted range for this role at the time of posting dependent on job-related, non-discriminatory factors such as experience. The application window is 30 days from the date job is posted, unless the number of applicants requires it to close sooner or later.
Base pay is one part of the Total Rewards that Comcast provides to compensate and recognize employees for their work. Most sales positions are eligible for a Commission under the terms of an applicable plan, while most non-sales positions are eligible for a Bonus. Additionally, Comcast provides best-in-class Benefits to eligible employees. We believe that benefits should connect you to the support you need when it matters most, and should help you care for those who matter most. That’s why we provide an array of options, expert guidance and always-on tools, that are personalized to meet the needs of your reality – to help support you physically, financially and emotionally through the big milestones and in your everyday life. Please visit the compensation and benefits summary on our careers site for more details.
Education
Bachelor's Degree
While possessing the stated degree is preferred, Comcast also may consider applicants who hold some combination of coursework and experience, or who have extensive related professional experience.
Certifications (if applicable)
Relevant Work Experience
10 Years +
Comcast is an equal opportunity workplace. We will consider all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, veteran status, genetic information, or any other basis protected by applicable law. Comcast will consider for employment applicants with arrest or conviction records in accordance with the requirements of applicable law, including the San Francisco Fair Chance Ordinance, the Los Angeles Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Please note that federal state, or local laws and regulations may restrict or prohibit Comcast from hiring individuals convicted of certain crimes. Additionally, an applicant’s criminal history may have a direct, adverse, and negative relationship on the job duties of this position, which may result in the withdrawal of a conditional offer of employment.