Global Account Leader - Gracenote presso The Nielsen Company

Company Description

At Nielsen, we are passionate about our work to power a better media future for all people by providing powerful insights that drive client decisions and deliver extraordinary results. Our talented, global workforce is dedicated to capturing audience engagement with content - wherever and whenever it’s consumed. Together, we are proudly rooted in our deep legacy as we stand at the forefront of the media revolution. When you join Nielsen, you will join a dynamic team committed to excellence, perseverance, and the ambition to make an impact together. We champion you, because when you succeed, we do too. We enable your best to power our future.

Gracenote, a Nielsen company, is on a mission to “Superserve” its top clients. The objective of this approach is to grow our partnerships across five major clients that are leaders in CTV, Search & AI, Phones & Apps, Streaming Services, eCommerce, and Global Pay TV. 

We believe these clients will increasingly dominate the global entertainment ecosystem and will continue to be some of Gracenote’s largest sources of growth for years to come. 

In order to grow these partnerships, Gracenote is committing to a deeper, more consultative sales cycle that identifies these clients’ needs and then rallies our organization to develop solutions that make technical and economic sense (for the client and Gracenote).

We are moving beyond the traditional “build and sell” model with these clients to a partnership model that thrives on greater depth and transparency and going to market together to solve tomorrow’s biggest consumer problems. 

We are seeking a strategic and passionate Global Account Lead to drive the future of our largest partnerships. This is an individual contributor role based in one of three regions, West Coast, East Coast, and Korea, strategically located to support our key clients. As the quarterback of the Superserve team (Global Account Lead, Customer Success Manager, Sales Engineer) you will set a multi-year strategic plan for your customer and leverage a team of team members to look across all areas of their business for new opportunities and needs. 

You and your team will create opportunities and uncover client needs that can be served with Gracenote’s current products, future product roadmap or custom solutions. You will nurture and develop a pipeline of opportunities based on the customer's vision, jointly developing a roadmap with clients, strategic industry partners, and internal stakeholders. You own the growth of the partnership, as measured by leads, pipeline, and ultimately revenue. 

Job Description

Responsibilities

• Own and champion the customer vision, strategy, and roadmap for Gracenote's  products, directly creating pipeline based on customer use cases.

• Act as the primary customer advocate, deeply understanding the challenges of our Consumer Electronics, Digital, and Pay TV clients.

• Guide the superserve team to create a strategic 2-5 year plan that results in increased revenue and increased the value of the Gracenote partnership. 

• Continually hunt for new parts of these massive global customer organizations, developing new relationships and surfacing new needs that Gracenote can solve.

• Collaborate with teams across the organization—including Product Owners, Engineering, Sales, Marketing, and Video Product counterparts—to create a tightly integrated, differentiated solution that leverages Gracenote's unique combination of technology & metadata.

• Partner with Product Marketing, Customer Success and Sales to support the go-to-market strategy, create compelling messaging, and enable the sales team to effectively communicate our value proposition.

• Translate client needs into detailed sales opportunities, and work with your Sales Engineer to translate requirements into a specification that can be developed by Product Owners and Engineering teams.

• Collect and organize customer feedback to better direct company resources and roadmaps to align with customer needs.

• Must have the ability and willingness to travel for client meetings, industry events, and team collaboration. Expectation is to be onsite or remote with the customer 2x per month at a minimum.

Measures of Success

• Revenue Acceleration: Targeting 15%+ growth of customers each year 

• Exploited Whitespace: 100% sell through of existing Gracenote products into different parts of customer organization 

• Geographic Expansion: Continual expansion of Gracenote offerings into key customer geographies 

• New Product Introduction: Soliciting of valuable feedback on upcoming Gracenote products and development of new product pipeline 

• Customer/Product Innovation: Identification of new solutions Gracenote can develop on behalf of the customer (and potentially syndicate to others)

• Depth of Relationship: Greatly expanded understanding of complex customer organizations and development of senior level decisionmaker relationships 

• Co-Marketing: Developing testimonials, PR and co-marketing moments that improve Gracenote’s perception and momentum across the wider market.

Qualifications

Desired Skills/Experience

• 10+ years of experience in client services with Fortune 100 clients, with a proven track record of managing B2B data sales.

• A genuine passion for and knowledge of the TV, Movie, and Sports media landscape.

• Proven sales contribution across key KPIs: quota attainment, pipeline generation .

• A strong understanding of the complex data structures inherent in metadata and the ability to envision how they integrate with video metadata to create compelling user experiences.

• An exceptional and dynamic communicator, comfortable and skilled in presenting to both small client groups and larger audiences. You are an open, collaborative, and enthusiastic influencer who builds relationships and consensus with ease.

• A strategic thinker with experience in market analysis and identifying opportunities for product differentiation beyond competing on price.

• A world-class cross functional collaborator, capable of influencing and motivating the wider company to solve complex customer needs or fulfill a supersized opportunity

• Experience in sales methodologies including pipeline, ROH, and Salesforce.

• The leadership, professionalism, and temperament required to motivate a company to go a direction they hadn’t planned on, or resourced for, in effort to drive the client partnership to the next level or fulfil a supersized opportunity.

Preferred Skills/Experience

• Bachelor’s degree or higher, preferably in a business-related field.

• Experience in relevant industries such as OTT, streaming, Connected TV (CTV), or broadcast media.

• Familiarity with solution and consultative selling approaches. 

• C-level selling and comfort around top to top selling environments.

Additional Information

Enabling your best to power a better media future. Our comprehensive benefits package (including health & wellness plans, 401(k) retirement coupled with a Nielsen match, a generous paid time off policy, company provided car for those who qualify, and if eligible, a discretionary incentive/bonus) is designed to be inclusive for all employees and families, and we take pride in ensuring that employees are rewarded holistically for the role they are doing and their performance.

A reasonable estimated salary range for a new employee has been provided. It would be adjusted based on each employee's geographic location. The position of each employee within a compensation range at Nielsen is dependent on several individual circumstances, such as experience, training, certifications and other business requirements/needs.

Nielsen makes hiring decisions without regard to disability status, protected veteran status, or membership in any other protected class.

Please be aware that job-seekers may be at risk of targeting by scammers seeking personal data or money. Nielsen recruiters will only contact you through official job boards, LinkedIn, or email with a nielsen.com domain. Be cautious of any outreach claiming to be from Nielsen via other messaging platforms or personal email addresses. Always verify that email communications come from an @nielsen.com address. If you're unsure about the authenticity of a job offer or communication, please contact Nielsen directly through our official website or verified social media channels.