Cox Enterprises · 1 day ago
Sr Director Enterprise Marketing Partnerships - CAI
United States
Full-time
Remote
Director/Executive
$169K/yr - $282K/yr
12+ years expCox Automotive is a leading company in the automotive industry, and they are seeking a Senior Director for Enterprise Marketing Partnerships. This role involves providing leadership and oversight to sales teams, developing omni-channel solutions for OEMs, and implementing strategies to achieve sales and revenue targets.
AdvertisingBroadcastingDigital MediaTelecommunications
No H1B
Responsibilities
Ensure team-wide understanding and focus on achieving sales and revenue targets/quotas and team-wide adoption of the Challenger Sales Methodology
Manage or ensure effective management of complex deal structures, contracts, and terms of agreement
Serves as a “go-to” source for managing issues and challenges associated with initiative planning, execution, and ongoing operation
Attain or surpass revenue goals and sales quotas by supporting direct reports in proposal development, internal vetting, pitching, legal review, SOW creation, and execution through renewed, revised, or new contracts and agreements reached with assigned OEM clients
Manage a regional team to create, strategize, and execute on a client media budgets up to $10M per client for up to 10 clients
Engage with C-Level leadership at the OEM Client and Intermediaries as needed to promote adoption of new retail strategies that drive performance and consumer experiences shoppers value through thought leadership and strategic client-centric insights
Inspire and challenge our clients to create a strategy that drives performance and an experience Dealers value through thought leadership and strategic client-centric insights
Oversee analysis of performance data against targets to identify opportunities for improvement, adjusting strategy to maximize performance
Reinforce adoption of the Challenge Sales Methodologies with direct reports to ensure proposals are built upon data-driven insights that challenge our clients’ assumptions about their position in the marketplace and catalyze them to think differently about Cox Automotive and the solutions we are able to provide
Partner with cross-functional business leaders, leveraging all corporate resources and services available, to develop tailored program solutions that create new business opportunities to sell into our clients to hit sales targets or quotas and increase market share and differentiate Cox Automotive in the marketplace
Monitor clients, the competition, and the industry for trends, challenges, and opportunities, developing strategies for assigned OEM accounts to head-off potential issues and ensure these are included in Business Development strategy and tactic development
Influence definition of Sales Targets, Performance Quotas, and general indicators of success through the contribute data-driven insights and understanding of the conditions of the marketplace to Sales Leadership and Finance
Engage and collaborate with Product Management, Marketing, Sales, Engineering, Finance and Legal teams to ensure appropriate and effective alignment on the goals and expectations defined within client contracts are met for execution
Engage with Executive Suite and major decision makers within assigned OEM accounts to identity and establish a strategic roadmap by providing customer, business, and industry insights to influence strategic decision making and position Cox Automotive as the partner to help them achieve their vision
Foster innovation and ongoing dialogue with the OEM client on the value proposition, scoping, pricing, and execution of proposed programs, leveraging data and insights to challenge the client’s assumptions and find new paths to retain or grow client investment
Partner with the OEM Account Management team to ensure we deliver against terms outlined in OEM agreements to drive client satisfaction and execution
Maintain and build close, multi-level relationships at the OEM and Intermediary. Promote Cox Automotive as a values partner through proactive, clear and convincing communication of our value propositions, solutions, insights, performance data and research
Provide input and present Cox Automotive end-to-end vision, including Dealer.com, Dealertrack, Mobility, Autotrader, and KBB solutions to ensure Cox Automotive maintains a top-of-mind position within multiple departments in your existing OEM(s)
Oversee the teams’ communication with the OEM client on the value of the program with results on a quarterly basis (or more frequently if necessary)
Prioritize opportunities for assigned account and collaborate with Program Management and Dealer Sales strategy teams to validate supportability of plan goals based on multiple factors including our operational bandwidth, engineering capacity, and Dealer Sales capabilities
Remain current on industry trends or news, watching for impacts to OEM business, and be an industry expert to inform both client-facing and internal strategies
Develop Account Directors and Account Executives – Leadership, Mentorship, and Education
Deliver weekly status report on all assigned accounts and programs, keeping pipeline and revenue documents up to date
Qualification
Required
Bachelor's degree in a related discipline and 12 years' experience in a related field. The right candidate could also have a different combination, such as a master's degree and 10 years' experience; a Ph.D. and 7 years' experience in a related field; or 16 years' experience in a related field
7+ years' experience in management or leadership role
7-9 years of executive sales with a successful track record of meeting and exceeding target performance through the utilization of Account Portfolio Management, Account Planning, and effective prioritization and management of opportunities
Strong leadership and management skills
5-7 years of Leadership Experience within a large, matrixed organization
Ability to properly prepare for complex negotiations that deliver a win/win outcome
Demonstrated history of achievement and discipline at managing the sale of intangible software solutions to large corporations
Strong communication and interpersonal skills sufficient for conversing with and managing opportunities at all levels of the OEM organization, including C-Suite, and the ability to effectively navigate and mediate conflict and foster honest dialogue to keep clients happy and convert sales opportunities
Demonstrated expertise and experience managing large, complex accounts at the most senior business levels and other major Dealer Group executives
Must understand Cross-Cox product sets and the interconnection between the different tiers within the automotive industry in order to survive this role
Skilled at using remote presentation software and account planning tools and building/maintaining relationships both virtually and in-person
Must be highly skilled at cross-team collaboration including the ability to solicit buy-in and influence cross-team collaboration to drive solutions
Up to 30% overnight travel
Benefits
Flexibility to take as much vacation with pay as they deem consistent with their duties, the company’s needs, and its obligations
Seven paid holidays throughout the calendar year
Up to 160 hours of paid wellness annually for their own wellness or that of family members
Bereavement leave
Time off to vote
Jury duty leave
Volunteer time off
Military leave
Parental leave
Health care insurance (medical, dental, vision)
Retirement planning (401(k))
Paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO)
Company
Cox Enterprises
Cox Enterprises is a communications, media, and automotive services company.
10001+ employees
Funding
Current Stage
Late StageTotal Funding
$1.7M2014-12-15Grant· $1.7M
Leadership Team
Alexander Taylor
Chairman and Chief Executive Officer
Patrick O'Boyle
Senior Vice President of Corporate Development
Recent News
2026-01-07
Dayton Daily News
2025-12-11
Company data provided by crunchbase