Strategic Sales Hire for US Expansion in Niche Media Technology Market

The Challenge

A European media technology vendor, faced significant hurdles in their ambition to expand into the US market. They needed a Senior Sales Manager with a robust network within Tier 1 media companies, expertise in IP networking solutions, and a proven sales record, all while working with a constrained budget. Despite advertising the role for some time, the client struggled to find suitable candidates due to the niche nature of the industry and fierce competition for qualified talent. This critical hire was pivotal to their US growth strategy and future team-building plans, making it a vital placement for their long-term success.

Our Solution

We used a comprehensive and agile approach.

• Mapped the Market: Ran in-depth competitor and market research to pinpoint the limited pool and broaden criteria where it made sense.
• Leveraged Networks: Activated existing relationships to find people with complex solutions experience beyond the classic media list.
• Applied Tailored Strategies: Shared salary insights and targeted high-potential wildcard candidates with strong technical adaptability and sales success.

The Outcome

The successful placement was a strategic match, blending technical proficiency and sector-specific expertise with the client’s cultural values and business ambitions.

The placed individual possessed strong IP solutions sales experience, an ability to grasp new technologies rapidly, and a decade-long track record of high-performance sales. The candidate’s collaborative nature and passion for the client’s vision ensured a seamless integration into the company’s team-oriented culture. The timing of the hire allowed the candidate to attend NAB, immediately supporting the client’s push into the US market with a credible industry presence and accelerating new business opportunities.