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Career Story: Senior Vice President Of Sales For An Internet Ad Network

Senior Vice President Of Sales For An Internet Ad Network

Job Title: Senior Vice President Of Technology Sales

Type of Company: I work for an Internet advertising network that sells and places advertising across thousands of web sites, and sells the technology and services that enable branded media companies to build and manage similar businesses.

Education: BA in Economics and Accounting, College of the Holy Cross

Previous Experience: I started my career in public accounting as an auditor for five years. I then went to work in the corporate finance department of a large magazine publishing company. After several years in various financial roles, I became the first VP of Operations for the company's Internet division handling Internet advertising, e-mail newsletters, and web analytics.

Job Tasks: I am responsible for finding media companies (like an online magazines or newspapers) that are interested in building and managing online advertising networks using our tools and services. In most cases, I'm helping traditional media companies grow and scale their online presence, and aggregate larger audiences than they are able to attract to their single branded web site. The tools are complex and ever changing, the marketplace is crowded with many players, the sales cycle can be very slow, but I'm working with great brands to build new and substantial Internet advertising businesses, and building strong and lasting relationships.

When I'm not working directly with customers and prospects, I am managing, mentoring, and training my team, working with the technology development team on product enhancements, and working with the marketing team on constantly crafting, changing, and delivering our market message.

Best and Worst Parts of the Job: The best part is helping people form a strategy for a new business line from inception, then watching the new business grow from an idea to reality. The worst parts are keeping the message simple and easy, not getting bogged down into very small and technically challenging details, and figuring out who the true champion of the business proposition is within the target organization.

Job Tips:
1. Anyone interested in selling Internet advertising technology should first spend some time trying to either sell, plan or manage Internet advertising themselves. Understanding the landscape from a publisher's, marketer's or ad operations professional's perspective will prove to be tremendously valuable when delivering your message in the market.

2. One should also recognize that every client situation is different, and there are no "cookie cutter" approaches. Each technology sales situation is like a consulting engagement. Your customers will be an idea, a vision, and a business strategy and solution - not a list of technical specifications.

Additional Thoughts: Always learn something new every day. If you are not learning and challenging yourself, you are not growing and not improving. Work as hard as you can in the job that you have today, and constantly try to improve what you do and the value you bring to your organization. If you do these things, you won't have to worry about the future, because it will take care of itself.

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