Director Agency Development

The Agency Solutions Team focuses on establishing SambaTV as an indispensable partner to the largest agency holding companies and developing strategic, long-term partnerships with our agency partners. We also collaborate as a cross-functional partner with members from sales, product, and marketing on all aspects of go-to-market, sales strategy, and account planning.

The Director, Agency Solutions is responsible for driving profitable growth through sales execution and strategic planning with assigned Holding Companies and Strategic Agencies. This position reports to the VP, Head of Brand and Agency Sales. They will own and nurture relationships with Executive-level Holdco leaders across the Data, Analytic, Product, Investment, Programmatic and Ad Tech sectors to 1) develop Enterprise-level Data Licensing agreements at the Holdco Data Platform/Product level; and 2) will partner with SambaTV’s Verticalized Sales Team to drive SambaTV Audience & Measurement solutions growth for Client Teams within assigned Holding Companies and Strategic Agencies. This highly visible role will partner cross functionally with Vertical Brand & Agency Sales, Platform & Publisher Sales, Business Development, Client Success, Product, Marketing and the Executive Team.

The successful candidate will have a demonstrated record of responsibility and accomplishments leading Holding Company and Agency growth within the Data and Ad Tech ecosystem. They will have strong knowledge of all facets of the Ad Tech, Data and Holding Company landscape.

Responsibilities

• Own and nurture top-down relationships with Executive-level Holdco leaders across the Data, Analytic, Product, Investment, Programmatic and Ad Tech sectors
• Work with Samba internal teams to increase awareness of Samba products & services, at the Holdco leadership level and with large, cross-client & cross-functional Agency and Programmatic teams. 
• Drive strategic Holding Company and Strategic Agency wide initiatives from inception to delivery by prioritizing, analyzing, designing and deploying appropriate solutions with a focus on revenue growth, and increased sales productivity.
• Develop and execute a GTM strategy for long-term growth with assigned Holding Companies and Strategic Agencies including close collaboration with internal SambaTV stakeholders and leadership.
• Develop and implement agency account plans focused on providing education, go-to-market support, driving demand, establishing partnerships, and ensuring advocacy and trust.
• Accountable for meeting and exceeding Samba data revenue targets of assigned Holding Companies and Strategic Agencies.
• Host business reviews with external and internal leadership (QBR's, etc.)
• Own agency contact mapping, business reviews, education & enablement, and communication on a cross-client, cross-functional basis for Holding Companies and Agencies, both internally and externally.
• Own the organizational/administrative elements of Programmatic Grassroots projects.
• Develop and Implement Enterprise-level Data Licensing agreements at the Holdco Data Platform/Product level (Epsilon, Choreograph, Acxiom, OMNI, dentsu’s Merkury/M1, Horizon blu, Havas Converged, etc.)
• Work closely with B&A sales to leverage DAAS deals with individual agency client teams.
• Partner with SambaTV’s Verticalized Sales Team to drive SambaTV Audience & Measurement solutions growth for Client Teams within assigned Holding Companies and Strategic Agencies.
• Identify and coordinate with Vertical B&A Sales on new business opportunities across accounts, including a tailored list of high-potential growth advertisers and group action plan to close.
• Working closely with B&A sales on driving demand, identification and introduction/passing off of leads to B&A sales leaders
• Structure and negotiate deals designed to drive an equitable partnership for Samba and the Holding Companies and Strategic Agencies.
• Establish Rate Cards/Agency level Deals - pricing level deals to give greater value to agency holdcos & their clients, drive spend levels with Samba.
• Be ready to wear many hats to build our business and jump in to help your broader teammates when the need arises
• Maintain a deep understanding of market competitors, trends, including evolving technologies, client needs, expectations, and opportunities in the competitive landscape, operational efficiencies, and opportunities.
• Employ critical thinking and creative problem-solving skills to navigate relationships and difficult partner conversations
• Partner with external Agency/Holdco stakeholders and leadership across key functions in support of our mutual business
• Partner with Samba Sales and Functional leadership to deliver on client needs & established revenue targets
• Deliver product feedback to Samba Product leads and Cross-Functional teams to ensure the voice of the Holding Company and Agency is recognized internally at Samba
• Report on revenue trends, spending patterns and new clients specific to our partners.

Qualifications

• 7+ years of relevant experience in Agency, Holding Company and/or Agency Sales, Business Development, Partnerships within Ad Tech or Data.
• Extensive high-level relationships within Holding Companies and Strategic Agencies.
• Able to effectively prospect, qualify, and sell to the senior decision makers as well as day to day specialist teams within agency/holdcos.
• Intellectual strategic thinker who can evangelize and sell products that may be new to clients.
• Experience working cross functionally within adtech or data organizations to exceed revenue goals.
• Demonstrated strategic, consultative, and analytical sales approach with focus on building partnerships with Holding Companies and Strategic Agencies.
• Demonstrated ability to set, manage and track against a set of diverse, strategic KPIs.
• Past experience with deal making in the advertising and adtech space particularly around data partnerships, media agencies or trading desks that meet strategic revenue goals.
• Expert communication and presentation skills.
• Ability to work in complex or ambiguous situations around data partnerships and audience onboarding/targeting.
• Proven track record of building and managing a multi-million dollar advertising business, with emphasis on agency partnerships
• Salesforce proficiency highly preferred
• Proven track record of building and managing a multi-million dollar advertising business
• Previous experience working with agency leadership to establish partnership plans and grow business/ demand
• Previous experience working with cross-functional teams on go-to-market opportunities (sales, product, marketing, measurement)
• Creative storyteller with the ability to use data to quantify opportunities and influence decision makers
• You're an advocate for progress, you lean into diversity and have extended yourself to advance our industry
• You demonstrate a passion for leading and motivating others