Head of Sales Engineering – Gracenote Division

🔥 4 minutes ago

🇲🇽 Mexico – Remote

💵 $251k - $467k / year

⏰ Full Time

🔴 Lead

💸 Sales Engineer

👻 Ghost score 0%

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Nielsen

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1923

📱 Media

📣 Marketing

💰 Post-IPO Debt on 2023-02

Media • Data Analytics • Marketing

Nielsen is a global measurement and data analytics company that provides audience measurement and media metrics solutions across various platforms. They offer cross-media measurement services spanning TV, digital, streaming, and audio for more precise media planning and marketing optimization. Nielsen's flagship product, Nielsen ONE, integrates these services to deliver a comprehensive view of audience habits and preferences. Additionally, they offer insights and tools for understanding consumer behavior and optimizing marketing strategies, backed by a robust data infrastructure including big data and panel methodologies. Nielsen also champions diversity and inclusion, emphasizing a culture supported by a diverse workforce and numerous business resource groups.

📋 Description

• Build and lead a team of sales engineers while directly leading strategic engagements • Partner with Global Account Leads to generate a pipeline of opportunities based on customer vision • Jointly develop roadmaps with clients, strategic industry partners, and internal stakeholders • Own technical discovery and solutioning phases of the sales cycle and deliver technical-win criteria to close deals • Identify new areas and relationships within complex customers’ businesses that could benefit from Gracenote data, products, and services • Own and champion the pre-sales technical strategy and solution roadmap for Gracenote products • Transition technical ownership to the Customer Success Manager team after deal closure while ensuring successful execution • Collaborate with Product and post-sales CSM teams to ensure sold solutions are achievable and enable seamless technical handoffs • Act as the primary customer advocate for Consumer Electronic, Digital, and Pay TV clients • Provide the technical foundation and vision for strategic 2–5 year account plans • Collaborate with Product Owners, Engineering, Sales, Marketing, and Video Product teams on integrated solutions • Inform new product go-to-market strategy, messaging, and value proposition development • Author client documentation covering product implementation and best practices, including possible onsite technical implementations • Translate client needs into requirements, epics, and user stories for Product Owners and Engineering • Define and analyze product success metrics to inform priorities and future iterations • Drive partnership growth, qualified sales pipeline, multi-year technical partnership roadmaps, solution integrity, and seamless post-contract handoffs • Build the Sales Engineering operating model, coach and develop the team, partner with Sales on strategic deals, plan team scaling in 2027, and define strong technical pre-sales at Gracenote

🎯 Requirements

• 10 years of experience leading a technical sales engineering team, with a proven track record of managing B2B data clients as an individual contributor sales engineer and leader • Deep domain experience in Communications, Media Entertainment and Gaming, including relevant industries such as OTT, streaming, Connected TV (CTV), or broadcast media • Passion for and knowledge of the TV, Movie, and Sports media landscape • Ability to write detailed product requirements, user stories, and comprehensive product documentation (MRDs, PRDs) • Strong understanding of complex metadata data structures and integration with video metadata • Experience developing solutions for content discovery challenges or engaging user experiences on media platforms • Exceptional communication and presentation skills for small client groups and larger audiences • Strategic thinking, market analysis, and identifying product differentiation opportunities • Experience with sales methodologies including pipeline, ROH, and Salesforce • Experience translating client needs into product requirements • Leadership, professionalism, and temperament to influence company direction and drive client partnerships • Willingness and ability to travel for client meetings, industry events, and team collaboration • Bachelor’s degree or higher in computer science or another technical field is preferred • Supplementary business-related education or experience is a plus • Familiarity with Agile/Scrum methodologies, APIs, and large-scale datasets • Familiarity with JSON, XML, APIs, and SQL • Development experience with Gracenote, TMS, ROVI, or other structured entertainment or sports data companies is a plus • Understanding of media-specific data supply chains, including ingestion, taxonomy, rights and licensing, and API, batch, or MCP delivery patterns • Experience personally scoping and pricing a technical POC or pilot • Experience engaging engineering-level buyers and defending architecture choices • Experience hiring and developing pre-sales talent • Ability to work onsite or remotely with customers at least twice per month

🏖️ Benefits

• Comprehensive health and wellness plans • 401(k) with a Nielsen company match • Generous paid time off policy • Company-provided vehicle (depending on the role) • Discretionary incentive/bonus eligibility (depending on the role) • Potential eligibility for bonuses, equity, or other incentives