Gabung tim kami di Pragmatic Play

Pragmatic Play is a leading multi-product content provider to the iGaming industry, offering innovative, regulated and mobile-focused gaming products. We want you to be part of the team.

SC

Head of Sales & Commercial (Sportsbook)

Locations

Malta
Gibraltar
UAE

Keahlian

Emotional intelligence
Analytical
Persuasive
Sportsbook product

Location: Gibraltar, Malta or UAE preferred (relocation offered)

Reports to: VP of Sports

Type of Position: Full Time

Introduction

Pragmatic Play is one of the world’s leading suppliers of online slots, casino, live dealer and bingo games with new and exciting products and verticals added on a continuous basis. Pragmatic Play currently employs over 2,800 people in over 12 locations and has seen consistent, triple digit growth year on year. Our award-winning slots portfolio contains unique in-house content consisting of over 200 proven HTML5 games, available in many currencies, 31 languages and all major certified markets. Our fast-expanding Live Casino product now boasts over 150 tables and features all major games (Roulette, Blackjack, Baccarat) as well as unique Gameshows and Asian games such as SicBo and Andar Bahar.

Millions of players play our games every day across hundreds of operators such as Flutter (Pokerstars), 888, Bet365, Entain, Kindred, Superbet and many others. We are a team of passionate individuals with the mission to succeed and create industry leading games that players love.

We have recently added Sportsbook to our product offering and are scheduled to go live in 2023.

The Role

Reporting to the VP of Sports, you will own the management of a portfolio of commercial agreements & contracts pertaining to sports trading services and product solutions that are expected to deliver sustained commercial growth to the Sportsbook product. You will work closely with internal business development teams acting as the key contact across the Sportsbook team for all sales leads, being involved in discovery through pre-empting and identifying the needs of each operator and supporting and arranging ongoing product presentations & demonstrations.

You will initiate the sales process, discuss pricing, and handle all negotiation through to signature. Finally, you will initiate the working relationship and onboarding through the internal Customer Onboarding Manager always ensuring a successful product launch.

Role overview

The Sportsbook product is reliant on a host of service providers required to enhance the quality and competitiveness of the product on an ongoing basis. The role acts as the initial contact point for internal Product Managers to open commercial discussions with numerous service providers, handles all commercial negotiations through to contract signature and acts as an important conduit between internal legal teams and the service provider during the contracting process. The role also handles the contract renewal process end-to-end and manages all contract addendums for additional services provided by existing service providers.

The internal Business Development & Account Management teams manage the ongoing relationships with our operators for the provision of our casino products. These teams are heavily responsible for lead generation and the sales of additional products which may include the Sportsbook product. The role interacts with such teams ongoing and acts as the subsequent contact point for any sales lead considering the integration of the Pragmatic Play sportsbook. The role is responsible for the initial interaction with the operator on high-level requirements and actively leads all Sportsbook presentations and demos of the Sportsbook front-end, facilitating any other platform demos required including back-end Trading, CMS & Marketing platforms etc.

The role handles all subsequent questions from operators, initiates the commercial and contracting process, objection handling through to resolution with a view to contract closure. Throughout the contracting process, responsibilities include involving all stakeholders required to sign off on the deal and constant communication with internal Legal teams.

Congrats, the contract has been closed! The role is now responsible for the successful onboarding of the operator through handover to the internal Customer Onboarding Manager who manages the onboarding journey end-to-end. You will arrange frequent check-ins to monitor the progress of the onboarding journey and facilitate the handover of the account to the dedicated Account Management team upon go-live.

The role monitors all ongoing resourcing needed into the Sportsbook Sales & Commercial team, establishes an org design to facilitate ways of working and actively participates in the hiring process for all roles connected to the team.

The role will always work closely with the VP of Sports informing and consulting on discussions around all new and existing service providers, new operator leads and ongoing decision making.

Key Responsibilities

  • Define the needs of a recruitment process and org design and subsequently actively participate in the hiring process of all resources connected to the Sportsbook Sales & Commercial team, assess candidates, and finalise appointments.
  • Coach, mentor and then supervise a Sportsbook Sales & Commercial team establishing a culture of high performance and one where high performance is rewarded and poor performance managed accordingly.
  • Interact with internal Product Managers to get updates on all ongoing service providers evaluation and open commercial talks when needed.
  • Lead service provider negotiations, benefiting the business and our operators.
  • Conduct tenders/negotiations, maintaining relationships with key strategic suppliers and all operators receiving the Sportsbook product.
  • Interacts with Trading, BI & Finance teams to access revenue share reports and ensures the accuracy of monthly invoicing with service providers.
  • Provide input and assistance to internal legal teams detailing the requirements of the service provider on all commercial contracts.
  • Plan and deliver for all upcoming contract renewals and sourcing opportunities.
  • Build relationships across the business, specifically business development & account management teams, ensuring they have a dedicated Sportsbook expert they can approach on behalf of sales leads.
  • Pitch, present and demo the Pragmatic Play Sportsbook product to all sales leads.
  • Facilitate and arrange other platform demos where required.
  • Have a broad understanding of typical Sportsbook operator requirements, understanding the potential needs of each individual operator based on their target market.
  • Lead, manage and collaborate with Customer Onboarding Managers to ensure successful product deliveries.
  • Ensures thorough handover of operators to internal Account Management team upon successful product launch.

Key Skills

  • Excellent communication skills with an ability to engage in discussions with other negotiators and work toward an agreeable solution across all service providers & operators.
  • Strong interpersonal & emotional intelligence skills with the ability to effectively communicate, interact, and work with internal colleagues and external stakeholders.
  • Sound planning & time management skills with a clear idea of what you hope to achieve and where your boundaries lie throughout all ongoing commercial discussions.
  • Persuasive with an ability to influence others during contract negotiations.
  • Outstanding attention to detail to be able to focus on contractual details, ensuring thoroughness throughout the contracting phase.
  • Commercial awareness & analytical skills possessing an understanding of market rates and ability to use financial analysis and cost modelling to drive ROI.
  • Excellent presentation skills to present the Sportsbook product professionally, motivating the operator to act in favor of the Sportsbook product.
  • Deep, intensive knowledge of a Sportsbook product possessing enough knowledge about Sportsbook products and services to suggest a solution to every potential operator, and tailor products/services to their needs.
  • Flexible approach to working hours. The role will require working with internal teams, service providers & operators in various locations across different time zones.
  • Availability to travel as the role will require frequent travel to global iGaming conferences.

The Application Process

  • Apply and your CV will be reviewed by our recruitment team and the VP of Sports.
  • The 1st stage will be a 60-90mins competency & technical interview with the VP of Sports.
  • 2nd stage will involve a 30min presentation of a Sportsbook Product to the VP of Sports, Head of Sportsbook Product & Head of Trading Ops plus 15-30mins of Q&A.
  • Final stage will be an in-person meeting with the COO and/or CEO of Pragmatic Play

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