Job Description
Principal Objectives:
Reporting to the Chief of Strategy & Partnerships, Director Strategy & Partnerships (North America) is responsible for leading in-region growth of Annual Recurring Revenue (ARR). In this role you will board clients to our Exhibitor Platform, predominantly through migration of our existing client base. To be successful in this role, you should build strong relationships with clients and prospective clients, demonstrate a deep understanding of client goals and challenges, and then seek to match these to the platform value proposition, ultimately culminating a deal. In this role you will also build ARR by retaining, growing, and enriching, our partnerships.
Key Responsibilities:
Drive ARR growth by leading new Cloud and Payment deals.
Build ARR through global partnerships that create regional opportunities without conflicts.
Collaborate with Business Operations, Finance, and Legal to create client-aligned deals.
Educate clients on platform value, demonstrating high-level functionality and coordinating detailed demos.
Develop strong ties with Client Success to align on sales and client retention accountability.
Provide market insights to Product team from client feedback and industry trends to enhance product roadmap.
Represent Vista Group as a senior leader at industry events, media, and client interactions.
Champion client-centricity by advocating for client needs in all activities.
Manage junior regional S&P team members, fostering expertise, strategic engagement, and leadership, including performance and salary reviews.
5+ years in sales leadership, preferably in technology or entertainment.
Strong exhibitor relationships across North America.
Strategic thinker leveraging internal relationships to achieve goals.
Highly organized and able to work independently.
Effective oral and written communication skills with diverse audiences.
Ability to foster a positive, collaborative team environment.
Proficient in Microsoft Office; Microsoft Dynamics CRM is a plus.
Strong client understanding to align needs with technology solutions.
Proven track record in business development, cross-selling, upselling, and complex negotiations in North America.
Team player who builds trust through genuine care and contribution.
Open, honest, and constructive communicator.
Innovative, continuously improving work processes and challenging norms.
Experience taking intelligent risks and prioritizing key initiatives.
Advisor mindset with understanding of the broader business and industry.
Mentor who motivates and inspires others aligned with company values.
Culture-driven leader who manages change and strategy while preserving company culture.
Willingness to travel nationally and internationally as required.
Benefits and Perks
Hybrid working (home/office-based split, requiring regular twice a week attendance in the Los Angeles office)
Medical, dental, vision, life insurance, FSA, EAP
Vacation, sick leave, volunteer day, enhanced paid parental leave
401(k) matching
Salary range is $120K - $160K per year
