Sales Director - EMEA

Success in this role is primarily defined by new business wins, building a sales funnel and identification of key opportunities within European market.  

We are looking for a results-driven and strategic Sales Director to lead the growth of our streaming solution - Irdeto Experience - business across the Europe region. This is a high-impact sales leadership role with clear performance and revenue targets. 

You will be responsible for managing the entire sales cycle—from business development and opportunity qualification to contract closure—while working closely with internal stakeholders, regional sales teams, partners, and intermediaries.  

This role requires an entrepreneurial mindset and a passion for building relationships and closing large deals in dynamic, competitive markets. 

Success in this role is primarily defined by new business wins and identification of key opportunities to widen our product portfolio into existing key accounts. 

What you'll do:

Sales Strategy & Planning 

• Analyze market, customer, and regulatory trends across Europe to identify growth opportunities for Irdeto Experience streaming solution 

• Develop tailored commercial models and pricing strategies encompassing internal solutions, outsourced development, and third-party resale. 

• Create and maintain engagement plans for strategic account and prospects  

• Design and execute go-to-market strategies including direct sales, channel partnerships, and technology alliances. 

Demand Generation & Marketing 

• Lead demand generation efforts through tradeshows, roadshows, seminars, and bespoke customer events. 

• Identify high-value accounts and lead Account-Based Marketing (ABM) efforts with customized messaging in collaboration with internal marketing teams 

• Collaborate with marketing and partners to develop impactful sales collateral and customer engagement campaigns. 

Internal Collaboration 

• Coordinate with regional sales, product, delivery, legal, finance, and executive teams to support deal execution.  

• Provide commercial and contractual guidance to internal teams and secure necessary approvals for non-standard deals. 

• Translate technical solutions into business language for stakeholders at all levels. 

• Regularly share updates on sales opportunities, challenges, and forecasts.  

Customer Engagement & Negotiation 

• Build strong relationships with key customer stakeholders and speak their business language. 

• Understand and translate customers’ business objectives and their pain points into strategic opportunities. 

• Use consultative selling techniques to develop and present solutions that align with customer needs. 

• Lead large scale & complex contract negotiations and secure agreements that align with Irdeto’s strategic and financial objectives.

• Act as a trusted advisor by guiding customers toward optimal business outcomes. 

What you bring:

• Domain Knowledge
  • Deep knowledge of Pay TV, Broadcasting, Streaming including advertisement and hybrid video services landscape across the European market.
  • Familiarity with Irdeto’s offerings, strategic positioning, and competitive differentiation.
  • Proven track record in complex solution selling with long sale cycle 
  • Established network of senior decision-makers across relevant verticals across the European market. 

• Strong commercial acumen through demonstrated success in achieving revenue targets and driving business growth
• Technical Proficiency through your broad knowledge of video delivery and monetization architecture: backend systems, video headend, content protection, CDN, apps, UI/UX, search & discovery, recommendation, advertising, and SMS/billing
• Strong leadership skills for decision making and problem solving as well as leading cross-functional initiatives
• Strong communication and influencing skills with stakeholders at a C-level

Ideally you willl have:

• Bachelor’s degree in Business, Engineering, or related field (Master’s preferred). 

• Many years experience in sales, presales, business development, or product/solution management within the Pay TV, streaming and advertisement media sectors. 

• Experience with digital transformation projects and managing cross-functional teams and partner/vendor ecosystems. 

• Formal training in consultative solution selling and leadership development is an advantage.