Director, Sales

Job Description

Job Description

Role Summary

We are seeking a Director, Strategic Sales to grow a portfolio of important Global Connected Solutions accounts and major opportunities. This role will focus on expanding existing strategic relationships, developing new opportunities with global and multi-region clients, improving coordination across regional business units, and helping convert complex opportunities into long-term, profitable business.

Key Responsibilities

• Lead strategic sales efforts for a focused portfolio of Global Connected Solutions accounts and major opportunities, that may include large streamers, leagues, platforms, and/or multi-region media companies.
• Identify, develop, and convert new revenue opportunities within existing strategic accounts.
• Lead new business development for complex opportunities aligned to the Global Connected Solutions growth strategy.
• Build trusted relationships with 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.

• Serve as the commercial lead for pre-sale activity on assigned strategic accounts and opportunities.
• Bring the right internal experts into the sales process, including Solutions Architecture, Engineering, Technical Operations, Production Services, Business Affairs, Commercial Finance, and regional leaders.
• Ensure client needs are clearly understood, translated into 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 support, executive relationship management, and major commercial escalations.

• Serve as the opportunity lead for complex, multi-region and cross-business unit deals, helping NEP present one coordinated, cohesive solution to the client.
• Partner proactively with regional sales teams, business unit leaders, specialized business units, and functional leaders across NEP to identify the right capabilities, resources, facilities, and service components required for each opportunity.
• 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 easier for strategic clients to partner with NEP by simplifying internal complexity, aligning stakeholders, clarifying ownership, and helping the client experience 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.
• Operate as a partner to regional and specialized teams, ensuring global opportunities support local ownership, regional execution, and appropriate revenue recognition.

• 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.
• Create disciplined account plans, opportunity plans, and pursuit strategies for assigned accounts and complex deals.
• Partner with Revenue Operations, Commercial Finance, and Business Affairs to support forecasting quality, deal tracking, and reporting.
• Bring structure and consistency to how assigned opportunities are identified, qualified, proposed, negotiated, and handed off.
• Participate in regular pipeline reviews and provide accurate updates on assigned opportunities.

• Lead commercial strategy for assigned growth opportunities, renewals, and multi-year agreements in partnership with Strategic Accounts leadership and the broader account squad.
• Partner with Business Affairs and Commercial Finance on pricing, deal structure, margin analysis, contract strategy, and approval requirements.
• Lead 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 support renewal readiness, including early identification of risks, expansion opportunities, client satisfaction issues, and executive engagement needs.
• Ensure opportunities are structured in a way that can be successfully delivered by Operations, Engineering, Production Services, and regional teams.

• Improve coordination across regions for assigned Global Connected Solutions clients, helping NEP present 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 trust with regional teams by operating as an enabler of growth, not a central bottleneck.
• Ensure assigned 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.

• Contribute to Connected Solutions packaging, value propositions, pitch materials, account plans, and commercial narratives.
• Partner with marketing, solutions architecture, product, 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

• 8+ years of progressive sales, business development, strategic accounts, partnerships, or commercial experience.
• Proven experience selling complex enterprise solutions for media, technology, sports, entertainment, streaming, production, managed services, or related clients.
• Strong background in strategic account growth, client relationship management, expansion sales, renewals support, and multi-year deal development.
• Experience working with global or multi-region customers, ideally including streamers, sports leagues, broadcasters, platforms, or major media companies.
• Understanding of live production, centralized production, cloud / hybrid workflows, connectivity, transmission, managed services, or related technical media services preferred.
• Experience managing pipeline, forecasts, account plans, and CRM discipline in a structured sales environment.
• 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.