Sr. Video Sales Specialist, Adapt

Amazon; London; Hybrid; GBP 40,000 - 80,000

Job description

Amazon Adapt is hiring a Sr. Video Sales Specialist to service Amazon Ads’ Global Video Advertising & Partnerships organisation. This position can be located in London, Munich, Berlin, Hamburg, Dusseldorf or Remote (UK/DE). This person will flex to provide coverage for employee leaves of absence across Video Sales Specialist roles in the EU.

The Video Sales Specialist (VSS) is an established industry specialist across streaming and video and a crucial contributor to the success of Amazon's video advertising solutions - spanning Prime Video and Live Sport, Twitch, OLV and 3P Video.

The VSS team is part of the Global Video Advertising and Partnership Team (GVAP). Its goal is to deliver video revenue targets through the support of vertical sales teams by promoting Amazon’s video products to drive adoption. As domain specialists, VSS is responsible for providing scalable insight, case studies, and strategic pitches tailored to the unique needs of UK customers. VSS is a customer facing unit (70% of time), not as end-to-end front-line sellers, but as specialists equipped to address complex objections empowering sales through expert knowledge and strategies. This approach fosters a universally deeper understanding of Amazon video products, and through collaboration with the GTM team, it ensures that our go-to-market strategies are fine-tuned to the nuances of EU locales, accelerating product adoption and establishing Amazon as video thought-leaders and a centre of excellence.

Key job responsibilities

This Adapt VSS role will live within the Amazon Adapt sales team, reporting to Head of Adapt Global Sales and partnering with Adapt peers who are deployed across the Amazon Ads organisation. The VSS is primarily a customer facing role tasked with driving revenue through specialist knowledge and strategic initiatives. Working with multiple stakeholders including GTM, Large Customer Sales, Product and Finance they are sought after partners who enable the closing of business with high value customers against specific accounts. They are also ambassadors for Amazon Ads Video representing Amazon at industry events.

A day in the life

1. Act as a video ambassador and expert to customers and the Amazon Ads sales team
2. Deliver pitches and strategic work to drive revenue and exceed goals
3. Work with internal stakeholders to innovate on behalf of customers
4. Utilize Sales CRM and other mechanisms to track pertinent account information and sales progress
5. Drive the overall vision of Amazon video products.
6. Work with GTM to develop the end-to-end strategy for positioning, pricing, packaging, and planning of video advertising offerings
7. Capture customer and partner feedback to drive video solutions
8. Engage with internal cross-functional teams including product, GTM, AEs and AMs to execute successfully on the needs of our customers.
9. Represent Amazon at one-to-many events
10. Deliver training initiatives to raise sales competency

Minimum Qualifications

1. Proven experience in Streaming TV sales and/or business development
2. Experience managing internal and external relationships with senior stakeholders, including Sales, Account Management, and Product groups
3. Experience building and deploying GTM strategies, with an emphasis on packaging, positioning and messaging
4. Demonstrated ability to close sales and generate revenue, with a focus on delivering long term customer driven outcomes
5. Manage customer objection handling and suggest alternative solutions as necessary to maximize the partnership opportunity
6. Excellent communication skills (written & verbal), including the ability to present complex topics both in person, over the phone, and through concise document writing
7. Demonstrated analytical abilities and confidence in the use of data
8. Bachelor's degree or equivalent
9. Experience in working in product facing role or working directly with product teams
10. Develop product and sales strategies that uniquely position products in market
11. Experience selling nascent products and/or services
12. Experience dealing with results, metrics and data management and a desire to create and build new processes
13. Experience and success in negotiating complex deals with customers and partners
14. Experience in generating and delivering big ideas that deliver new ad revenue streams
15. Demonstrated ability to drive simpler and scaled workflows for internal teams
16. Demonstrated ability to operate autonomously while defining and delivering priorities amidst ambiguity