Driving Managed Services Growth with a Strategic US Sales Leader

The Challenge:

The business was undergoing a strategic transformation from a legacy technology provider to a managed services partner across the full media supply chain. To support this shift, it required a senior sales leader capable of driving new business across US broadcasters, platforms and regional sports networks. The role demanded proven experience selling managed services within media, alongside deep knowledge of IP distribution and live sports. Balancing this highly specific background with budget parameters and aligning two senior stakeholders with differing expectations added further complexity.

Our Solution:

The search focused on identifying sales leaders from systems integrators and managed service providers with demonstrable success across the media supply chain. Close collaboration with US and European leadership ensured alignment on candidate profile, balancing seniority, network strength and long term growth potential within budget. Throughout the process, market feedback was shared in real time, refining the brief as conversations progressed and stakeholder expectations evolved.

• Conducted targeted research across systems integrators and managed service providers with strong US media networks.
• Leveraged established relationships and sector databases to access proven sales leaders with complex service experience.
• Acted as a consultative bridge between US and European stakeholders to align expectations and refine the brief.

The Outcome:

A US based sales leader with extensive systems integration experience was successfully appointed. The individual brought a strong record of exceeding revenue targets, a nationwide network across broadcasters and platforms, and hands on expertise selling managed services across IP and live sports environments.

With experience spanning both legacy broadcast technologies and emerging supply chain solutions, the hire provided immediate strategic value. The individual combined complex service based sales expertise with deep knowledge of the US media ecosystem, navigated cross regional leadership expectations with credibility and professionalism, and quickly began driving new opportunities aligned with the organisation’s managed services growth strategy.