Sales Executive
Resume:
Stephen Goldsmith
Sherman Oaks, CA ***** adnxb9@r.postjobfree.com
SUMMARY
Imaginative but pragmatic sales and marketing executive immersed in the media & entertainment vertical. Successful in delivering substantial revenue with the ability to analyze complex situations and offer attractive solutions. An excellent communicator with superior oral, writing and presentation skills.
• Media and Entertainment is my beat.
• Deep vertical knowledge and contacts.
• Looks past the “as is” to see the possibilities.
• Builds excitement for new technologies.
• Consultative and product sales.
• Natural leader and team focused.
PROFESSIONAL EXPERIENCE
THREE MEDIA: Global Head of Marketing and Business Development 2/2020 – Present
• Develop sales model and take company’s product XEN:Pipleline to market. XEN:Pipeline is a unified video distribution platform that helps ingest, test, operate, optimize, evaluate, localize and deliver content and its associated files throughout any distribution enterprise, delivering across the globe.
• Create all marketing messages and collateral for XEN:Pipeline and other Consultancy Services. DI’IMAGE DIGITAL IMAGE CORPORATION: VP Sales & Marketing 2/2018 – 12/2019
• Responsible for all sales and marketing activity with new start-up focusing on optimizing and securing at-rest and streaming digital media files.
• Created all messaging and collateral materials used in presentations. L&T INFOTECH: Director, Sales 8/2014 – 12/2017
• Hunter and client partner for IT outsourcing company, focused on media and entertainment.
• Opened several logos including Sony Pictures, Warner Bros. and Lionsgate.
• Sold at 120% of sales quota and managed process for multiple RFPs. ACTIVE STORAGE: Director, Sales 1/2014 – 6/2014
• Sold high-performance, high availability RAID storage to media professionals. PROSPERO DIGITAL MEDIA: Director, Sales 6/2011 – 11/2013
• Prospero provided clients with digital media management, professional services and delivery solutions to monetize and deliver their digital assets.
• Sold Asset Management/workflow system, including a SaaS offering, to Media customers.
• Created $14M pipeline with customers including; HBO, Disney/ABC, Sony and NBC/Comcast. Achieved all MBOs for reaching pipeline and sales goals. BRITISH TELECOM/TATA COMMUNICATIONS: Director, Sales 8/2008 – 5/2011
• Introduced SaaS-based asset management and workflow system, Mosaic, to Media customers.
• Provided customers with insights and practical implementation strategies for acquiring and optimizing a digital asset management system for their enterprise.
• Sales and marketing coach to U.S. sales teams for entertainment vertical.
• Created $12M pipeline with customers including: Fox, Fremantle Media, Paramount and Sony.
• Top achiever in company for product line receiving all available quarterly bonuses. NATIONAL LAMPOON: Director, Feature Film Marketing 5/2006 – 7/2008
• Conceived and delivered entire post-production/distribution strategy for company for producing four feature films and deliver eight negative pick-ups annually, with forecasted gross revenues of $150M.
• Organized and executed feature film releases in 25 domestic markets as a prelude to DVD release; DVDs sales averaged 600,000 units per title.
Stephen Goldsmith
adnxb9@r.postjobfree.com
EXANET, INC: Director, Sales 1/2005 – 4/2006
• Sold Linux-based, Network Attached Storage software/hardware configurations into media and entertainment market. Business sold to Dell.
• Established Western Regional reseller/distribution network.
• In direct sales role, sold at 115% of budget for new product just coming to market. LIGHTWORKS UK, LTD: VP, Sales & Operations 11/1998 – 8/2000 and 4/2003 – 12/2004
• Successfully re-launched brand after company was transitioned to new ownership.
• Established operations in the Americas and Asia-Pacific. Instituted new sales initiatives working with international reseller network.
• Created new, ongoing revenue stream by developing a support offering and pricing.
• Achieved 133% sales against quota, primarily with product offering I developed. THE GOLDSMITH GROUP: Business Strategist for Digital and Streaming Media 9/2000 – 3/2003 Clients included: cineFLOW, Digital Fountain, Eye Candy Post, pingAUDIO, Cyberworld International, RareGold Productions and Reliacast, Inc.
• Specialist in developing and writing innovative sales/marketing plans and business strategies for emerging software and hardware-based products targeting the entertainment and Internet markets.
• Leveraged extensive industry contacts to elevate products from obscurity to prominence.
• Clients included streaming media pioneers and early-to-market innovators.
• Expertise included product design, valuation and cross-over market expansion. ENCORE NONLINEAR: VP, General Manager 5/1997 – 10/1998
• Directed sales, marketing, strategic relationships, technical support and staffing for independent subsidiary of major Hollywood postproduction facility.
• Had P&L responsibility for business unit.
• Sold $4.7M on a quota of $4M for 119% of target in an extremely competitive market. AVID TECHNOLOGY, INC: Manager, Motion Picture Marketing 8/1992 – 4/1997 Sales Manager, Motion Picture and Television Division
• Initiated and conducted awards campaigns, resulting in 2 Emmy and 2 Academy Awards.
• Launched rollout of the most successful and dominant product in company history, Avid Multicam.
• Developed long-term relationships, with strategically significant organizations, e.g., The Sundance Institute, AMPAS, ATAS, ACE and ASC.
• Successfully acquired and negotiated key software patents from a major competitor.
• Top sales executive worldwide, with sales exceeding 180% of quota two consecutive years.
• Expanded vertical market share from 0 to 60% in television and from 0 to 35% in feature films. BACKGROUND
• Product development from concept to market.
• Developed and managed customer
support organization.
• Video and digital editor for entertainment
and news.
• Entertainment and news producer.
EDUCATION
UNIVERSITY OF CALIFORNIA, BERKELEY
B.A. Architecture
PROFESSIONAL AFFILIATIONS
Academy of Television Arts and Sciences, Society of Motion Picture and Television Engineers, American Cinema Editors (Associate)
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