Dolby Careers Sr. Licensing Sales Manager, Automotive

The Commercial Partnerships team seeks the absolute best talent to foster and grow our engagement with key customers in the automotive sector. Dolby is big enough to give you all the resources you need and small enough so you can make a real difference and earn recognition for your work.

The ideal candidate will have both a sales and technical background that enables them to drive an engagement at the executive level and with product and technology leaders. We seek a self-starter who sees the big picture and strifes to make the most significant impact possible. Success requires the ability to establish new cross-organizational partner relationships and to uncover new collaboration opportunities.

Location: Beijing or Shenzhen

Responsibilities:

• Depending on business needs and candidate background this role may focus on either New Energy Vehicle (NEV) manufacturers or traditional automotive OEMs in China.

• Own and growDolbys relationship with selected Automotive OEMs and Tier 1s in China.

• Identify develop and manage all relevant intersection points between Dolby and accounts prioritize and drive the engagements and eradicate any barriers to closure and commitments.

• Craft and drive creative selling strategies.

• Drive internal global teams to help execute your overall account vision(s)expandingthe business relationships and creating value for our partners.

• Serve as the voice of the partner and marketplace within Dolby to influence a) the development of new products services and licensing programs b) strategic direction of Dolby key initiatives.

• Take an active business development and industry networking approach to position Dolby as the leader in entertainment technologies in Automotive.

• Participate in tradeshows industry conferences and other relevant events to build a strong network of supporters and partners.

• Identifyautomotive ecosystempartners including streaming service partners Tier 1s SoC partners and connectivity partners to strengthen Dolbys market collaboratively with other internal teams toaccomplishsuccess.

• Partner with Product Management to shape theappropriate go-to-marketapproach across product pricing and communications.

• Provide Product Management with feedback on market and customer dynamics that are relevant to Dolbys success.

• Actively support the innovation process based on customer requirements and feedback.

• Support Field Engineering in scoping customer projects andfacilitatingeffective communication between customers and Dolbys engineering teams.

• Stay aligned with Field Engineering to manage customer expectations and project delivery.

Requirements:

• 7 years of technology sales and/or business development experience preferably with a focus on the Automotive industry.

• B.A or B.S. inEconomicsEngineeringor equivalent related experience; Advanced degree(s) in business or technical disciplines a plus.

• Proventrack recordin developing relationships with key decision-makers and influencers (technical and business) to progress and close large technology commercial deals or partnerships.

• Experience in building long-term account strategies in rapidly evolving markets.

• Ability toidentifyand gain the support of internal stakeholders across an organization to assembledriveand motivate virtual teams to achieve results.

• Strong understanding and passion for: Cars Car Audio Digital Media Consumer Electronics Home Theater PC and Mobile ecosystems: how manufacturers developers streaming services are structured and make money: related trends development cycles and decision-making criteria(s).

• Track-record ofpersistence urgency a willingness to take risks and quickly learn/pivot when necessary.

• Strong negotiation skills witha track recordof achieving mutually agreeable outcomes.

• Must have executive presence and clear communication skills with the capability of persuading others to accept innovative product/solution concepts that may differ from theirinitialperspectives

• Strong analytical skills to define target accounts andappropriate sales strategies.

• Advanced presentation and multi-level selling skills to advance opportunities through the sales process.

• Ability to influence decision-making through a deep understanding of customer requirements and decision criteria.

• AI fluency including role-specific agent building multi-agent chains and operationalization experiences.

• Strong existingnetworkin the automotive industryisa strong advantage.

• Fluent in English.

• For NEV: Experience working with fast-moving technology-driven automotive companies is highly valued.

• For Traditional: Experience navigating complex organizations and building long-term relationships with traditional automotive OEMs is highly valued.