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 grow Dolby’s 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) expanding the 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. 

• Identify automotive ecosystem partners, including streaming service partners, Tier 1s, SoC partners, and connectivity partners, to strengthen Dolby’s market relevance. Engage collaboratively with other internal teams to accomplish success. 

• Partner with Product Management to shape the appropriate go-to-market approach across product, pricing, and communications. 

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

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

• Support Field Engineering in scoping customer projects and facilitating effective communication between customers and Dolby’s 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. in Economics, Engineering or equivalent related experience; Advanced degree(s) in business or technical disciplines a plus. 

• Proven track record in 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 to identify and gain the support of internal stakeholders across an organization to assemble, drive and 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 of persistence, urgency, a willingness to take risks, and quickly learn/pivot when necessary. 

• Strong negotiation skills with a track record of 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 their initial perspectives 

• Strong analytical skills to define target accounts and appropriate 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 existing network in the automotive industry is a 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.