VP, Sales

Job Description

Job Description

Role Summary

We are seeking a VP, Strategic Sales to serve as a senior commercial growth leader for NEP’s most complex and high-value Global Connected Solutions accounts, that may include major global streamers, platforms, leagues, and media companies. This role will focus on expanding existing strategic relationships, developing new opportunities with global clients, improving account coordination across regional business units, and accelerating the conversion of major opportunities into long-term, profitable business.

Key Responsibilities

1. Strategic Account Growth & New Business Development

• Lead strategic sales efforts for a focused portfolio of major multi-regional Global Connected Solutions clients, including large streamers, leagues, platforms, and global media companies.
• Focus primarily on a defined set of top-tier global / multi-regional accounts where coordinated engagement, cross-region orchestration, and long-term strategic growth are required.
• Identify, develop, and convert new revenue opportunities within existing strategic accounts.
• Lead new business development for major complex opportunities aligned to the Global Connected Solutions growth strategy.
• Build trusted relationships with senior client stakeholders across production, operations, engineering, technology, procurement, finance, and executive leadership.
• Develop account strategies that expand NEP’s role from project-based provider to long-term strategic partner.
• Drive growth across Connected Solutions offerings including centralized production, managed services, NOC / MCR services, connectivity, transmission, cloud / hybrid workflows, global hub access, and custom enterprise solutions.
• Identify “go-get” revenue opportunities and partner with the account squad to convert them into qualified pipeline, proposals, and closed business.

2. Commercial Leadership Through the Account Squad Model

• Serve as the commercial lead for pre-sale activity on assigned strategic accounts and major opportunities.
• Orchestrate the right internal experts through the account squad model, ensuring each opportunity has clear commercial, technical, operational, financial, and regional ownership.
• Ensure client needs are clearly understood, translated into actionable internal requirements, and shaped into commercially viable solutions.
• Partner with Solutions Architects and technical leaders to ensure proposed solutions are practical, scalable, and aligned with NEP’s global standards.
• Partner with Client Services to ensure account knowledge, client expectations, risks, and growth opportunities are clearly transitioned after close.
• Remain engaged post-sale for expansion opportunities, renewal strategy, executive relationship management, and major commercial escalations.
• Support the development of a clear, repeatable account squad operating model across strategic global accounts.

3. Regional & Specialized Business Unit Partnership

• Serve as the opportunity quarterback for complex, multi-region and cross-business unit deals, ensuring NEP presents one coordinated, cohesive solution to the client.
• Partner proactively with regional sales teams, Business Unit leaders, MVC leadership, specialized business units, and functional leaders across NEP to identify the right capabilities, resources, facilities, and service components required for each opportunity.
• Operate as a partner to regional and specialized teams, ensuring global strategic opportunities are coordinated in a way that supports local ownership, regional execution, and appropriate revenue recognition.
• Assemble integrated solutions across Connected Solutions, production services, mobile units, specialty capture, transmission, engineering, cloud / platform, regional operations, and other NEP capabilities into one comprehensive client-facing plan.
• Make it easy for strategic clients to partner with NEP by simplifying internal complexity, aligning stakeholders, clarifying ownership, and ensuring the client experiences NEP as one integrated global partner.
• Engage other sellers around the world early and constructively, ensuring regional and specialized teams are included, informed, and positioned to contribute to the opportunity.
• Balance global account leadership with strong regional partnership, ensuring complex opportunities create value for the client, the originating business unit, participating regional teams, and NEP’s broader global ecosystem.

4. Pipeline, Forecasting & Sales Discipline

• Own pipeline development, forecast accuracy, and Salesforce hygiene for assigned accounts and opportunities.
• Maintain clear visibility into opportunity status, next steps, risks, decision-makers, timelines, and revenue potential.
• Lead regular pipeline reviews for assigned accounts and support broader Connected Solutions sales cadence as the team grows.
• Ensure pipeline coverage is sufficient to support assigned growth targets and global account objectives.
• Create disciplined account plans, opportunity plans, and pursuit strategies for major clients and complex deals.
• Partner with Revenue Operations, Commercial Finance, and Business Affairs to improve forecasting quality, deal tracking, and reporting.
• Bring structure and consistency to how major Connected Solutions opportunities are identified, qualified, proposed, negotiated, and handed off.

5. Deal Strategy, Renewals & Commercial Execution

• Lead commercial strategy for major growth opportunities, renewals, and multi-year agreements in partnership with the broader account squad.
• Partner with Business Affairs and Commercial Finance on pricing, deal structure, margin analysis, contract strategy, and approval requirements.
• Support high-value negotiations with sophisticated global customers while ensuring commercial discipline and alignment with NEP’s risk standards.
• Drive conversion of strategic opportunities into multi-year, scalable, and profitable agreements.
• Partner with Client Services to ensure renewal readiness, including early identification of risks, expansion opportunities, client satisfaction issues, and executive engagement needs.
• Ensure deals are structured in a way that can be successfully delivered by Operations, Engineering, Production Services, and regional teams.
• Support the transition from bespoke opportunities toward more repeatable commercial models, packaging, and value propositions where appropriate.

6. Global Account Coordination & Regional Partnership

• Improve ongoing coordination across regions for Global Connected Solutions clients, ensuring NEP presents one aligned, professional, and globally capable face to the customer.
• Partner closely with regional business leaders and local sales teams to ensure global account strategies support regional execution, local client relationships, and market-specific requirements.
• Build strong trust with regional teams by operating as an enabler of growth, not a central bottleneck.
• Ensure global account activity is coordinated clearly, with defined ownership, communication paths, escalation points, and visibility across participating regions and business units.
• Support the development of global account plans that define client priorities, growth potential, decision-makers, competitive landscape, risks, regional touchpoints, and required internal support.

7. Market Positioning, Packaging & Sales Enablement

• Contribute to Connected Solutions packaging, value propositions, pitch materials, account plans, and commercial narratives.
• Partner with marketing, product, solutions architecture, and leadership teams to help translate NEP’s capabilities into clear client-facing messages.
• Provide market feedback on client needs, buying patterns, competitive threats, pricing expectations, and emerging service opportunities.
• Help identify where custom client requests may indicate a repeatable commercial opportunity or future service offering.
• Represent NEP at client meetings, facility visits, industry events, conferences, and executive engagements.

Qualifications

• 12+ years of progressive sales, business development, strategic accounts, partnerships, or commercial leadership experience.
• Proven success selling complex enterprise solutions to major media, technology, sports, entertainment, streaming, or managed services clients.
• Strong background in strategic account growth, executive relationship management, renewals, expansion sales, and multi-year deal development.
• Experience working with global or multi-region customers, ideally including streamers, sports leagues, broadcasters, platforms, or major media companies.
• Strong understanding of live production, centralized production, cloud / hybrid workflows, connectivity, transmission, managed services, or related technical media services.
• New York, Los Angeles, or Miami strongly preferred, with regular in-person presence expected with Global Connected Solutions leadership, clients, and key internal partners.
• Willingness to travel approximately 25%, including client meetings, facility visits, industry events, and regional / global coordination.

Company Overview

You might not know our name, but you’ve probably seen our work – on stage, on screen or on the field. Our technology solutions and unique Global Production Ecosystem empower content creators and rights holders to tell their stories in breakthrough ways. We’ve supported some of the world’s most watched productions and live events in sports, entertainment, concerts, festivals, film, TV and more. For over 35 years our clients have trusted us to deliver live production, live events, and virtual production solutions for them, anytime, anywhere. Put simply, we bring content to life.