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Director of Business Development

BidSwitch / New York / Sales & Sales Support
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Job Overview

Programmatic technology is quickly changing the framework for operating in the advertising space and IPONWEB (IOW) is a world leader and key enabler of this ecosystem. With a long and unique history of pioneering innovation in developing online advertising platforms globally–we enable leading digital and enterprise companies to take advantage of (RTB) and programmatic buying by engineering intelligent, machine learning based, and scalable media trading systems.

In keeping with the continued growth and maturity of our business, IOW seeks an experienced business development professional to establish and develop incremental commercial engagements with new businesses within our target market and to collaborate on upsell and cross-sell opportunities across a group of roughly 300 existing clients.

The Director of Business Development will play a vital role in the continued growth of our innovative business. Serving as the commercial point of contact for prospects in the assigned vertical and/or territory, this role is responsible for identifying, developing, and closing new engagements within a substantial portion of both the North American region and globally.

This role will deeply leverage a proven combination of industry networking, solution, and commercial expertise in order to ensure the delivery of high-performing, deeply integrated solutions that meet and exceed a client’s goals and expectations.

The role will engage with leaders and decision makers across verticals to evangelize IOW’s products and services, including The MediaGrid, BidCore, BidSwitch, and where applicable, custom solutions. The role will also require collaboration across internal teams across different business units and functions. The person in this role is expected to lead and manage deal execution from proposal to activation, before handing over to the client services team for ongoing management.

The ability to grasp and translate deep technical concepts and capabilities into clear product and business propositions is critical to this role. As is the ability to professionally structure, manage, and communicate all aspects of this project with internal and external stakeholders.

Primary Responsibilities:

  • Own and deliver on individually assigned quarterly goals–including revenue targets across ABG vertical.
  • Build and maintain strong relationships with decision-makers across our market segment; be the voice of IOW at these partners and ensure IOW is top of mind.
  • Develop solution strategy, business cases, proposals, pricing, and contracts with support of the IOW commercial team.
  • Prepare and facilitate pre-sales client workshops, as necessary, to define detailed business requirements and processes.
  • Maintain senior relationships and serve as a point of escalation for clients throughout the engagement.
  • Determine upsell and/or cross-sell opportunities within an established client base.
  • Represent portfolio in business operations, including: weekly pipeline review, monthly forecasting, quarterly planning, and annual planning.
  • Manage opportunities and revenue outlook in internal tools (Salesforce, Jira, Google Docs, etc).
  • Provide input on market requirements for new products and product innovation.
  • Represent IOW at relevant industry summits and networking events to develop/mature pipeline.
  • Reinforce IOW’s brand positioning and reputation through market facing thought leadership, speaking engagements, and trade pieces.

Skills & Experience:

  • 7+ years of professional experience selling platform solutions in the Advertising Technology space; experience working at a DSP or SSP preferred.
  • Minimum 5 years of experience working with Programmatic Advertising Technologies (Ad Exchanges, Deal IDs, RTB, DSPs, DMPs, SSPs, etc.) with a strong preference for candidates who have experience selling solutions to DSP and/or SSP clients.
  • Effective “quarterback” with experience leading and coordinating with internal/external stakeholders throughout the client acquisition life cycle, including: qualification, solution development, proposal and pricing, negotiations, contacting, establishment, and renewal.
  • Strong qualitative and quantitative background with experience developing winning solution strategies and supporting business cases.
  • Extensive exposure to and curiosity about the advertising industry, online media trading, advertising technology solutions, and ad network business models, together with industry relationships commensurate with the seniority of this position.
  • Outstanding communication and presentation skills who can convert our capabilities into clear, concise and compelling benefits for prospective customers.
  • Self-starter with ability to produce under client deadlines.
  • Demonstrable passion for learning new technologies.

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BidSwitch Overview

BidSwitch is focused on continually pushing the boundaries on what programmatic advertising can do. Engineered by IPONWEB, BidSwitch was created to help programmatic technology companies meet the challenges and redundancies produced by the rapidly expanding global real-time ecosystem. As a company, BidSwitch is completely neutral and never takes a position on media. We are focused on solving the underlying technical complexities and inefficiencies that hamper platform interconnectivity and trading at the infrastructure level.

Today, BidSwitch facilitates more than 350 supply and demand technology partners globally to connect and trade media across the display, mobile, native, video, TV, DOOH and VR ecosystems — all via a single standardised integration. By integrating with BidSwitch, partners* can instantly access hundreds of platforms through normalised protocols. The unique myBidSwitch UI includes features that make maintaining, optimizing and customizing relationships between supply and demand fast and easy.

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