Head of Sales Engineering - London, United Kingdom - V-Nova

Description

Overview:

V-Nova has contributed part of its IP to drive standardization of two video codec formats, MPEG-5 Part 2 (LCEVC, Low Complexity Enhancement Video Coding), a low-complexity enhancement video and imaging codec, and SMPTE VC-6 (ST-2117), a high-performance AI-based video and imaging codec.

V-Nova has developed multiple award-winning software products to kickstart the ecosystems for its technologies and allow their immediate deployment, addressing use cases in TV, media, entertainment, social networks, eCommerce, ad-tech, security, aerospace, defence, automotive and gaming.

We are committed to the extraordinary and rely on the talent of our high-performing diverse teams to provide innovative solutions and deliver what we promise.

We have worked hard to create a company where talented, passionate people can thrive in a culture that values individual empowerment and excellence and achieves through teamwork.

We are constantly on the lookout for exceptional individuals who thrive off solving challenging problems and want to make an impact.

With ground-breaking technology, a fast-paced collaborative environment and major growth plans, there has never been a more exciting time to join us.

- __________________________________________

This is a key role, reporting to the CCO, you will lead the Sales Engineering Team which represents and embodies V-Nova's technologies for our clients.

Working closely with our diverse and talented colleagues in Product, Engineering & Sales, you and your team will deliver high-quality solutions, design and documentation based on V-Nova's existing software suite delivering to video service providers, manufacturers and ecosystem vendors.

The ideal profile is an experienced hands-on manager who knows when to lead by coaching, but also when to lead by example.

You are structured, detail-oriented and a documentation-oriented practitioner.

As you will have direct contact with video service providers, manufacturers and platform enablers, you have excellent communication skills to effectively communicate technical information to a heterogeneous technical and non-technical audience.

The Sales Engineering Team you will lead focuses on these two core areas:

Video Service

Provider

• Qualify
• Understand the client video service, their video delivery workflow and its needs

• Add Value

• Demonstrate the benefit V-Nova's technologies, prioritizing problems that the current level of productization is already able to address

• Scaleup

• Drive the journey from Evaluation to PoC to eventual full deployment

Ecosystem

• Qualify
• Understand the Ecosystem Player product suite, its architecture and the correct integration points

• Add Value

• Demonstrate V-Nova's technologies benefits to facilitate their adoption

• Scaleup

• Drive the journey from pilot to full integration

The role will also require an element of regular global travel.


Responsibilities:

• Lead the Sales Engineering team
• Define and implement team level metrics, process and best practices
• Work closely with the Sales team to support technical presentations
• Work closely with the Product team, maintaining an expert level of product knowledge and sharing this with the Sales team
• Collaborate with Product Managers to prioritize customer requirements, advocating for the customer
• Assist the Marketing team with the production of user stories and case studies
• Partner with Marketing in demand generation activities through events and tradeshows supporting event preparation and delivery as required
• Communicate with Sales and Product Management regarding customer needs, priorities and regional trends and business cases for adaption of the gotomarket plans
• Produce documents and specifications for new features and improvements as requested by customers and ecosystem players
• Verify implemented product features and test multiproduct customer project workflows
• Discuss the product definition with customer's project managers and technical owners to understand requirements and translate their needs into quality technical documentation
• Convey a compelling and convincing case for V-Nova technologies vs. the competition and translate use cases to clarify operational, technical and commercial benefits to a range of creative, technical and business audiences
• Identify and troubleshoot customer queries and problems
• Lead Proof of Concept (POC) engagements, working with the client, sales, and various functional groups to document, coordinate and successfully deploy and track the success of solution trials
• Prepare and deliver product/solution demonstrations to customers/prospects either onsite, at tradeshows, events, user groups, meetings, or inperson to audiences
• Participate in supporting pretender/tender responses (RFI/RFPs) when applicable, supporting review of client requirements and ensuring proactive communication with customers and internal stakeholders
• Identify and/or develop sales opportun