Director, Licensing Sales Automotive

Role Summary

Join the leader in entertainment innovation and help us design the future. At Dolby, science meets art, and high tech means more than computer code. As a member of the Dolby team, you'll see and hear the results of your work everywhere, from movie theaters to smartphones. We continue to revolutionize how people create, deliver, and enjoy entertainment worldwide. To do that, we need the absolute best talent. We're 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. We offer a collegial culture, challenging projects, and excellent compensation and benefits, not to mention a Flex Work approach that is truly flexible to support where, when, and how you do your best work.

We are seeking a relationship-oriented leader with proven aptitude of closing deals for significant business opportunities. This person wakes up every day to drive revenue growth with our key automotive partners in China at Dolby.

Location: Beijing or Shenzhen

Responsibilities

Revenue & business development

• Develop the Vision of the Automotive business opportunities for Dolby in China, quantify our revenue ambition and detail a strategy on how we will get there.
• Drive licensing revenue growth and manage complex deals by developing strategic sales plans with automotive OEMs, Tier 1 suppliers, and technology partners.
• Lead complex business negotiations for key deals.
• Establish and strengthen relationships with C-level executives and decision-makers, serving as a trusted advisor and aligning solutions with partners' strategic business outcomes.
• Manage existing partnershipsto ensure partner success and satisfaction and identify expansion opportunities and recognized as a thought leader within the area of expertise.
• Provide feedback on market evolution, business needs and opportunity to the Automotive business and executive sales leaders

Team leadership & operations

• Provide sales leadership to the China automotive team. Directly manage a team of 3-5 automotive account managers responsible for driving Dolby's licensing revenue.
• Build a scalable team and sales organization by developing talent, strengthening cross-functional collaboration, and creating sustainable customer coverage models.
• Regularly review and validate forecast, own sales pipeline, and direct reports as they develop sales plans, and account plans.
• Partner with Dolby's technical teams to assist our partners in their integration of our solutions into their products
• AI fluency including role-specific agent building, multi-agent chains, and operationalization experiences.

Strategic Planning & Market Analysis

• Monitor industry trends and analyze market opportunities to develop go-to-market strategies for automotive technologies.
• Collaborate across product and business teams to shape technology roadmaps and expand into diverse vehicle segments and regions.

Leadership Attributes

• Dot connector and relationship builder - Fostering long-term partnerships with automotive OEMs, Tier 1 suppliers, and technology integrators and cultivating multi-year, high-value commercial relationships with sophisticated automotive buyers.
• Change Leader - Actively promotes change, and is brave, courageous enough to actively lean into it. Takes calculated risks to propel the organization forward. Creates the WIFM (what's in it for me") for stakeholders and brings others along.
• Strategic Prioritization - Demonstrates disciplined focus by aligning resources to high-impact initiatives. Makes tough trade-offs to maximize strategic and revenue outcomes, ensuring the team executes what matters most.
• Boundaryless - form strong relations with peers, comfortable collaborating with people on other teams to deliver results.
• Demonstrates integrity, transparency and a One Dolby mindset through open communication and cross-functional collaboration.
• Mobilization Excellence - Builds and leads high-performing teams with collaboration and alignment.

Desired Sales Experience

• B.A or B.S. in Economics, Humanities, Engineering, or equivalent related experience; Advanced degree(s) in business a plus
• Automotive Ecosystem Knowledge - Understanding the automotive supply chain, development cycles, and regulatory requirements and managing relationships across different automotive markets.
• Market Intelligence - Understanding automotive technology trends, including in-vehicle entertainment, software-defined vehicles and connected car ecosystems.
• 15+ years' experience in sales jobs, 10+ years' industry experience with relevant sales and global leadership experience managing field sales team
• Deep knowledge of the licensing sales and automotive industry

About the Company

We're a leading company in video streaming, dedicated to providing exceptional solutions to enhance audio, video, and real-time communication experiences, empowering our clients to engage their audiences in meaningful ways. From the leading industry player to innovative advertising solutions, our mission is to create immersive, video experiences that invite everyone to engage and interact. As we grow, we are seeking a Strategic Customer Success Manager to be the bridge between our technology and our customers, ensuring they maximize the value of our products.