Senior Licensing Sales Account Manager - TV, STB, CE

Dolby View all jobs

  • Futian, Shenzhen, Guangdong
  • Permanent
  • Full-time
  • 1 month ago
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.Dolby China is seeking a dynamic and strategic Senior Licensing Sales Manager to lead our engagement with key TV, STB, and Consumer Electronics OEMs in one of the most critical markets for global technology adoption.You will own the full lifecycle of licensing relationships - from technical engagement and design-in support to contract negotiation, renewal, and revenue growth. This is not just a sales role; it's a strategic leadership position at the intersection of technology, business, and customer insight.You'll be the primary voice of Dolby to major OEMs - and the voice of the customer within Dolby - shaping product strategy, influencing global design decisions, and driving market penetration of Dolby's premium audio and video technologies.Key Responsibilities
  • Own end-to-end licensing relationships with key TV, STB, and CE OEMs - from initial technical engagement through contract negotiation, renewal, and long-term growth.
  • Develop and execute strategic account plans that drive design wins, expand technology adoption, and deliver consistent revenue growth.
  • Serve as the trusted advisor and primary liaison across engineering, product, and executive teams at customer organizations - building deep, lasting relationships.
  • Align internal Dolby resources (engineering, marketing, legal, finance) to deliver customer value and accelerate time-to-market for Dolby-enabled products.
  • Identify and close new licensing opportunities, including expansion into adjacent product lines and emerging technologies.
  • Act as Dolby's on-the-ground advocate in Shenzhen, representing the brand at industry events, trade shows, and customer sites to strengthen market presence and drive technology preference.
  • Gather and share competitive intelligence and customer feedback to inform Dolby's product roadmap, pricing models, and go-to-market strategies.
  • Partner with global sales teams to influence multinational OEMs' worldwide product planning committees through regional engagement.
  • Forecast pipeline accurately, manage deal execution, and deliver quarter-over-quarter growth against ambitious targets.
  • Contribute to licensing strategy, including pricing models, royalty structures, and commercial terms - in collaboration with leadership, legal, and finance.
Qualifications & Experience
  • 7-10 years of proven sales, business development, or licensing experience in the broadcast, consumer electronics, semiconductor, or IP/technology sectors - ideally with a B2B tech provider.
  • Strong track record of revenue growth, design wins, and complex deal closure in technical environments.
  • Deep understanding of the TV, STB, and CE ecosystems - including key players, decision-making dynamics, and integration workflows.
  • Technical fluency in audio/video technologies: codecs, SoCs, system integration, and media delivery platforms. Ability to engage confidently with engineering teams.
  • Strategic thinker with commercial acumen - equally comfortable presenting to C-suite executives or diving into technical validation with system architects.
  • Self-starter with strong organizational skills, capable of operating independently in a fast-paced, matrixed environment.
  • Excellent communication, presentation, and interpersonal skills - with the ability to influence across cultures and functions.
  • Bachelor's degree in Engineering (BSEE preferred) or related field. MBA is a plus.
  • Fluency in English and Mandarin Chinese - written and spoken.
  • 20-30% travel required, including international trips to key industry events and customer sites.
What Sets You Apart
  • A genuine passion for audio, video, entertainment, and innovation - whether in film, music, gaming, or next-gen media.
  • A history of driving technology adoption in competitive markets, not just closing deals.
  • The ability to translate customer needs into product strategy - acting as a bridge between market and engineering.
  • Experience influencing global OEMs' worldwide design decisions through regional relationships.
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