Director of Sales, Americas

The Big Picture

Inside DivX, we?re known as the Ox team. We focus on the partner licensing side of the business, and ensure the integration of DivX into a wide variety of products and platforms. The Sales Director for the Americas will be responsible for DivX business operations in the Americas, including P&L and management of the DivX Americas sales team (includes offices in Canada, New Jersey, San Diego and Brazil). DivX licenses its proprietary video compression technology to worldwide software, Consumer Electronics (CE) companies, and video content providers to integrate into their products for retail, online and OEM bundled sales. DivX customers include all the top CE companies and the Americas is a significant and growing market for DivX. The position is based in San Diego and reports to the head of the DivX worldwide sales organization.


The Everyday View
Prioritize and direct DivX sales operations in the Americas
Manage the Americas sales team and develop a recruiting plan to grow the business and exceed revenue targets
Manage the Americas P&L to efficiently utilize DivX resources
Build and nurture strong relationships with key customer executives
Analyze product opportunities and provide feedback on product direction to product management
Solicit business by presenting new products and solutions to key potential and existing customers
Analyze customers' business models to identify opportunities and create engagement proposals
Develop financial models and proposals based on analyzing perceived value, realized value, volume, timing, pricing and strategic value
Forecast and track against quarterly and annual revenue goals and budget
Coordinate with geography managers for APAC, EMEA and Japan on cross-regional activities and initiatives
Provide ongoing reports on deal status, revenue status, gap analysis, product dependencies, customer feedback and pertinent business and marketplace issues
Travel to customer locations throughout the Americas on an as-needed basis
Work with personnel at San Diego headquarters to support customer needs and product requirements
The Kind of Person We're Looking For

The ideal candidate for the Sales Director, Americas position will be a highly motivated sales professional with demonstrated ability to execute the sales process. You must understand U.S. and LATAM corporate culture and be comfortable working in a multinational environment. Strong organizational and multitasking skills, a high degree of integrity and creativity, and the ability to be effective in a fast-paced, fluid and high growth environment are essential.
12+ years of sales or account management experience in a consumer electronics company, Integrated Circuit (IC) company (Sony, Matsushita, Toshiba, Pioneer, JVC, Renesas, NECEL, etc.), or relevant hardware or multimedia software company (Roxio, InterVideo, Ulead, CyberLink, SourceNext, Holon etc.)
Experience managing a sales team and regional revenue forecasts and quota plans
Extensive knowledge of DivX powered technologies and products including CE devices such as DVD players, DVD-Recorders, Portable Video Players, Portable Media Centers, Digital Media Adapters, Digital Still Cameras, Digital Video Cameras, TV tuners and video graphics cards (ATi, nVidia, AGP)
Knowledge of MPEG-2, MPEG-4, Digital Rights Management (DRM), video compression, MP3 (or other) audio and general multimedia technologies is desired
Exceptional market knowledge, particularly as it pertains to the consumer electronics technology licensing business is a plus
Established contacts with CE, IC and multimedia software companies in the region
Understanding of customer business, technology and product requirements, and the ability to appropriately match DivX solutions to customer needs
Ability to process complex requirements and business situations into opportunities to generate revenue and drive strategic objectives
Field Applications Engineering experience or experience working directly with customer?s engineering group is a plus
Exceptional management and communication skills are required; candidates must be able to establish and grow executive level relationships with clients
Excellent written and verbal communication skills with a demonstrated ability to develop and present highly professional, effective presentations for both business and technical audiences
Ability to work remotely, coordinate with business teams in distributed locations and escalate visibility of key issues as required
Proficient in assessing customer needs and managing multiple, simultaneous complex negotiations
Ability to conduct financial analysis and planning
Ability to penetrate and coordinate engagement with numerous divisions and product groups in large CE companies to gain traction and attention for DivX technologies
Proven track record of sales experience with outstanding success relative to goals and objectives
Ability to create high level strategic objectives while executing the strategy and paying attention to the smaller details
Established contacts with major Americas retailers a plus.
Experience with SalesForce a plus
A bachelor's degree in Engineering, Business, Marketing, Computer Science or related field is required. MBA a plus.
About DivX

DivX is a community rich with culture and informed by creativity, intelligence and passion for all that is possible with digital media. DivX is an open space, figuratively and literally. No one has an office here, not even the CEO, and our ?business casual? means flip flops and jeans.



We?ve found that work can be better, brighter, more spontaneous and fun. We have Wednesday ?(Surf)Board Meetings? and ?Smackdown,? our weekly basketball games. With four weeks of PTO, we work hard and play hard. DivX has a competitive compensation package including salary and stock options, not to mention we often rent movie theaters to watch popular films on opening night. We are digital artisans working together; a tightly knit team bound by the vision of what our technology can bring to the world?a better media future.



When you're here, you find it's not about the 9 to 5, or whittling away the hours in the confines of a tiny grey cube. Dare to peek over the edge? Give us a call.


Go here to learn more about our company.

How to Apply

Please follow this link to apply: http://tbe.taleo.net/NA1/ats/careers/requisition.jsp?org=DIVX&cws=1&rid=195