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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 Sales Engineer to drive the future of
our relationship with our largest customers. This role will be key in strategically positioning
Gracenote to support our major clients and enhancing our collective knowledge of our
organizations and business direction. As a critical team member, you will partner with our Global
Account Leads to generate a pipeline of opportunities based on the customers vision. Jointly
developing a roadmap with clients, strategic industry partners, and internal stakeholders.

You will be at the heart of our technical solutioning strategy, owning the technical partnership
roadmap for our product suite in close collaboration with the rest of the team focused on our
most strategic customers. Measurements of success will include leads, pipeline, and ultimately
revenue. This role thrives on understanding complex user problems, leveraging unique data
assets, and working cross-functionally to build products that level-up our business & partnership
with identified key clients..

Responsibilities

● Partner with Global Account Leads to own the technical discovery and solutioning phase
of the sales cycle, and deliver all technical-win criteria necessary to close deals
● Help uncover new areas and relationships within these 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 with the customer, transitioning to the CSM team upon deal
closure for post-sales execution, but retaining ownership to ensure successful execution.

● Work in extremely close collaboration with Product and Post-Sales Customer Success
Manager (CSM) teams to ensure the technical solution sold is fully achievable and to
execute a seamless technical handoff upon contract signing.
● Act as the primary customer advocate, deeply understanding the challenges of our
Consumer Electronic, Digital, and Pay TV clients.
● Work with Global Account Leads to provide the technical foundation and vision for the
strategic 2-5 year account plans, ensuring proposed solutions align with Gracenote’s
product roadmap and technical capacity
● 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 and Product Marketing to help inform new product GTM strategy,
messaging and value prop development for our most strategic customers
● Author clear and comprehensive documentation for the client on product implementation
and best implementation methods based on personal experience, may include on- site
technical implementations.
● Translate client needs into detailed requirements, epics, and user stories for our Product
Owners and Engineering teams.
● Define and analyze success metrics to measure the impact of our products, using data
to inform priorities and future iterations.
● 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
● Strategic Revenue Growth: Targeting 15%+ revenue growth each year from Superserve
Accounts
● Pipeline Velocity and Quality: Generate a high volume of technically qualified opportunities
(leads) and significantly accelerate the speed at which these opportunities progress
through the technical discovery and solutioning stages of the sales cycle (pipeline)..
● Technical Partnership Roadmap: Successfully collaborate with clients and internal
stakeholders to develop and secure agreement on a multi-year technical partnership
roadmap that ensures deep, long-term adoption of the Gracenote product suite.
● Solution Integrity & Seamless Handoff: Ensure all proposed technical solutions are fully
achievable and aligned with Gracenote product roadmap, culminating in a seamless,
well-documented technical transition to the Customer Success Management (CSM)
team post-contract signing

LI-NS1

Desired Skills & Experience

● 10-20 years of experience in client services, with a proven track record of managing B2B
data clients.
● A genuine passion for and knowledge of the TV, Movie, and Sports media landscape.
● Proven ability to write detailed product requirements, user stories, and comprehensive
product documentation (MRDs, PRDs) that drive clarity and execution for technical and
non-technical teams.
● 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.
● Demonstrated experience in developing solutions that solve content discovery
challenges or create engaging user experiences on media platforms.
● 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.
● Experience in sales methodologies including pipeline, ROH, and Salesforce.
● Experience working directly with clients to translate their needs into product
requirements.
● 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 in computer science, preferably in a technical or business-
related field.
● Experience in relevant industries such as OTT, streaming, Connected TV (CTV), or
broadcast media..
● Familiarity with modern product development, including Agile/Scrum methodologies and
working with technical teams on APIs or large-scale datasets.
● Familiarity with JSON, XML and APIs and SQL knowledge.
● Development experience with Gracenote, TMS, ROVI, or other structured entertainment
or Sports data companies is a plus.

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