Market Maker, Strategic Enterprise Solution Sales

4 weeks ago

New York, New York, United States Digimarc Full time

THE CHALLENGE...

We are looking to strengthen our team with the addition of a dynamic Market Maker who will collaborate closely with Digimarc Executives, reporting directly to our Chief Revenue Officer (CRO). This new position is a key component of our strategy to drive growth in specific markets. The ideal candidate will be driven by both curiosity and results and will possess exceptional client engagement and relationship skills. Their commitment to understanding industry trends, regulations, and associated challenges will lead to the collaborative development of solutions that address the fundamental needs of the client in these new markets, all enabled by Digimarc technology. Additionally, this person will have proven track record of navigating complex, enterprise-level procurement negotiations to secure multi-million-dollar ARR deals. This role will carry the responsibility for achieving a new booking target while also secure critical customer reference wins as we open new markets.

WHAT WE ARE LOOKING FOR ...

  • Minimum 5 years of Enterprise selling experience with a proven track record for developing and then navigating complex sales cycles & enterprise-level procurement negotiations to secure multi-million-dollar ARR deals.
  • Strategic Thinking: Ability to develop sales strategies that align with both the customer's and the company's goals.
  • Business Acumen: Deep understanding of the business landscape, including market dynamics, competitive analysis, and financial modeling.
  • Relationship Building: Exceptional interpersonal skills to build and maintain relationships with key stakeholders, decision-makers, and influencers within large organizations.
  • Complex Negotiation: Skills in navigating complex sales negotiations and contracts, often involving multiple stakeholders with varying interests.
  • Solution Selling: Ability to understand and articulate how our product solves specific business problems (need for consultative/evangelism, sales proficiency)
  • Project Management: Proficiency in managing long sales cycles, coordinating with multiple departments internally, and navigating the customer's buying process.
  • Technical Proficiency: Solid understanding of the technical aspects of the products and the solutions we have delivered.
  • Problem-Solving Ability: Capacity to identify, analyze, and solve complex problems that may arise during the sales process.
  • Adaptability: Flexibility in adapting strategies and approaches in response to market changes or feedback from potential customers.
  • Emotional Intelligence (EQ): High EQ is crucial for understanding and managing emotions in oneself and others, facilitating better communication and relationship-building.
  • Curiosity and Learning Orientation: Eagerness to continually learn about new products, technologies, industries, and sales methodologies.
  • Strategic Vision: Cognitive ability to see the larger picture and how individual sales efforts fit into the company's broader strategic goals.

WHAT YOU'LL DO ...

  • Deeply understand the market trends, and the regulations driving the need for our solution, and execute a tactical playbook to drive significant revenue for the company focus on the North American market(s) we seek to unlock
  • Proactively seek new business opportunities in the market(s) we seek to unlock
  • Extensively understand our product capabilities and our customers' existing solutions
  • Work closely with the enterprise team to strategize, identify, and map target accounts and participate directly in sales cycles for key "must-win" opportunities.
  • Provide key input and feedback to the Product team to help inform the company's platform and product direction and roadmap.
  • Provide onboarding support and customer service to new and existing clients
  • Review and approve marketing and sales assets and enablement plans
  • Up to 25% travel required. Attend and present at events as needed

Our Culture:

We are a team of problem-solvers united by our company's immense potential to help solve complex challenges.

We align to the following Digimarc core values:

Collaborative – Stronger together

We embrace diverse perspectives and harness our collective talent to realize our full potential.

Curious – Listen and look forward

We think differently and seek out opportunities for growth to exceed our stakeholders' expectations.

Courageous – Innovate with integrity

We challenge each other and do the right thing – even when it's difficult – to deliver wins for our customers.

Join our team and work in support of a technology platform that can transform how consumer goods are made, bought, sold, and recycled around the globe. Digimarc is committed to the health and safety of our employees and their families. We are dedicated to diversity, professional development, and the success of our employees. For more information, visit us at

Benefits:

· Comprehensive Benefits Including Medical, Dental, Vision, & Retirement Savings Plan

· Restricted Stock Units

· Flexible Paid Time Off & Holidays

· Life Insurance

· Tuition Reimbursement

· Mentorship Opportunities

· Training & Development

· Remote Work

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