The Opportunity:
Shutterstock is looking for an experienced Sales leader to manage our APAC Growth & Essential sales team as part of our global sales channel approach. This role will be responsible for creating our APAC growth strategy across our Growth & Essential Account Tiers. The person will develop and execute new business opportunities through a team tasked with hunting for incremental revenue, as well as grow existing Enterprise accounts within the region.
The primary objectives of the Senior Director, APAC Growth & Essential accounts are to achieve revenue targets, retain and grow existing customers, grow market share within the segment, collaborate with international peers on global accounts and attain net new customers. Focused on expanding and growing adoption of Shutterstock’s entire portfolio of content and products, the Senior Sales Director must build and lead a high performing sales team to help customers understand and realize the full potential of the Shutterstock suite of products and services.
Responsibilities include:
- Direct Management of APAC Growth & Essential Team leaders in Korea, Japan and Singapore
- Direct Management of APAC Enterprise Field Marketer
- Work to ensure all reps within our Growth & Essential teams in APAC are focused on client facing, client touch points, to drive bookings and usage/by activity
- APAC lead and market specialist for our Growth & Essential segment of clients within Enterprise Sales Leadership team
- Collaboration with Enterprise leadership team, inclusive of Chief Enterprise Officer, to build out APAC strategy and go to market execution across the region
- Collaborate with other key members in EMEA, LATAM and USCA to drive global initiatives for our growth
- Provide leadership to the day-to-day operations of the APAC Growth & Essential Accounts team, while maintaining a focus on the company’s strategic goals
- Manage the APAC Growth & Essential Accounts team directly and efficiently to drive the best possible strategy, processes and productivity
- Manage the APAC Growth & Essential team’s pipeline and forecast, ensuring the team has a sufficient pipeline to exceed revenue targets across all products
- Drive business development, incremental growth from existing clients and focus on new clients from brand verticals that align with our Growth & Essential Account Strategy
- Through training and setting up clear processes and guidelines ensuring that the right solutions are pitched to all clients at the right time
- Mentor and develop skill sets and strategic thinking of sales teams
- Be the ambassador and brand advocate of Shutterstock in the APAC Growth & Essential Accounts segment in the region, regularly attend and represent our brand at industry events
- Play an intricate role in the development of sales products based on long-term customer needs
- Drive understanding and language addressing competitor strategies and strengths
- Provide input on marketing, including demand gen, sales enablement, ad customer-facing content strategies
- Act as an expert voice within the organization for enterprise sales
- Regular travel to Shutterstock markets as required.
Required Skills & Experience:
- 10+ years sales management experience
- Experience managing a portfolio of 10M+ revenue ; proven results of growing revenue by 15%+ ; sales management experience at a business of 30M+ revenues
- Experience in building a winning culture, mentoring teams
- Strong performance management skills
- Strong understanding of various business models for publishers and brands in connection with editorial services such as branded content creation and event coverage
- Ability to analyze sales statistics to determine business growth potential
- Proven track record of successful sales exceeding goals and quotas
- Proven track record of building sales team strategy and managing budgets
- Ability to access high-level decision makers and sell enterprise level solutions to large organizations
- Proven ability to think internationally and create business opportunities with a global nature
- Possesses a strong belief in and passion for Shutterstock's market value and potential
- Experience with satellite offices and remote management
