Sales Manager - Live/ Staging EMEA

Disguise sits at the heart of the most inspiring live and virtual experiences in the world, leading the market in building a software and hardware solution that designs, sequences and controls the most spectacular productions across film and TV, broadcast, live and corporate events.

Sales Manager Live  Touring / Staging  

Reports to: VP Sales EMEA (based in London)
Office location: London 

ABOUT THE ROLE

Disguise is looking for a dynamic and experienced Sales Manager to lead our sales efforts within the rental staging and live events space. This is an exciting vertical and the primary conduit to 90% of the worlds best and biggest concert tours throughout the globe for examples, Taylor Swift ERAs tour, Ed Sheeran, Kings of Leon, Glastonbury, Middle Beast, Adele as well as the upcoming Oasis and Beyonce tours.

The ideal candidate will have a large b2b end-to-end sales experience in A/V equipment, live concert OR staging. You will be responsible for driving sales growth, building strong relationships with customers, and managing a pipeline of sales, as well as closing deals.

WHAT YOU WILL DO: 

• Work as an individual contributor role within a collaborative team
• Work in Disguises' largest key accounts selling hardware, software & professional services ranging from $250K-$1M+ within A/V equipment, live concert and staging industry
• Design and implement a strategic business plan to increase market share of Disguise within the Staging/Live sector
• Produce accurate monthly forecasts for sales of both products and services within Salesforce/Clari
• Collaborate with marketing and product teams to develop targeted campaigns and promotional materials for new prospects 
• Collaborate with the Customer Success Manager, and the Live Business Development Representative to invigorate the existing user base and drive new business growth
• Prepare and deliver sales presentations, proposals, and demonstrations to potential customers
• Negotiate pricing, terms, and contracts with customers to maximize profitability 
• Attend 2 major industry networking events per year, as a thought leader in the Live Community for Disguise who is comfortable with public speaking 
• Be able to travel 25% of the time outside of the UK (including events)

EXPERIENCE: 

• Experience upselling technical equipment in large key accounts
• 5 years+ end-to-end b2b sales experience, preferably within the A/V equipment, live concert OR staging
• Solid experience closing and managing large complex technical deals ranging from $250K-1M+
• Demonstrable ability to communicate, present and influence credibly and effectively at all levels of an organization (including C-Level)
• Following thorough sales processes, preferably BANT / MEDPICC
• Proven experience building in-depth relationships across multiple stakeholders within an organization
• Experience forecasting sales for 3months-1+year

BEHAVIOURS & VALUES:

• High level of attention to detail: able to keep reports and documentation up to date
• Winning mindset: being brave, bold and striving for growth
• Driven: being proactive and passionate in seeking what might not immediately be apparent
• Dependable: being both a team player and autonomous agent to drive results
• Dynamic: being able to pivot quickly with an abundance of energy and resilience
• No Ego: being approachable, authentic and humble

About Disguise

Disguise is the industry-leading platform sitting at the heart of a new era of visual experiences. One powerful integrated system of software, hardware and services to help create the next dimension of real-time spectacle.
We partner with the biggest entertainment brands and companies in the world to deliver the A-list of live music events, live TV broadcasts, immersive experiences, installations, theatre, film and TV production, corporate communications and brand product launches. Working with Disney, Snapchat, Netflix, ESPN, the Burj Khalifa, and Adele, Disguise is the number one partner delivering the next dimension of entertainment. 

Don’t Disguise your differences.

Innovation comes from everyone. We strive to create a workplace that reflects our diverse audience. We celebrate our people for their full authentic selves, and embrace uniqueness. Inclusion and Equity matter at Disguise. We create together and we create everywhere. 

Our values

• Honest. We are real with ourselves and our clients and share our ideas with openness and transparency. 
• Evolutionary. We innovate using our user’s ever-changing needs so our technology remains ahead-of-the-game.
• Fearless. We take the best path, not the easiest, and innovate where it’s right, not where it’s simplest.
• Resilience. We don’t give up until we find the right solution, even if it means going outside our remit.
• Belong.  We create an environment where everyone feels like they belong and is empowered to do their best work.

Our benefits

• We have a suite of globally relevant competitive benefits packages as we want to make sure we retain the best talent out there. Our benefits for every perm hire, globally include:
• Unlimited Paid Time Off - with minimum time you must take set at 20% above statutory
• Hybrid working between home and our offices (dependent on role and location)
• Mental health and wellbeing support - subscription to the Calm app, weekly desk-yoga, mental health first-aid buddies, employee assistance programmes
• Gig allowance - £400 (or local equivalent) to spend on tickets every year to immerse yourself in our industries
• Belonging policies -  including (but not limited to) support for Parental, Fertility, Miscarriage, Menopause and Transitioning
• Training, coaching & mentoring