Anthony Sullivan
Whitestone,USA
Summary
Senior Director of Licensing at Jukin Media with expertise in B2B sales strategy and revenue generation. Demonstrated success in negotiating high-value contracts and leading teams to consistently exceed sales targets. Proficient in SaaS sales and client relationship management, driving partnerships that promote growth.
Overview
25
25
years of professional experience
Work History
Senior Director of Licensing
Jukin Media, TMB Trusted Media Brands
NEW YORK, NY
02.2025 - Current
- Built and maintained high-level relationships with brands, creative agencies, and production companies to enhance licensing of premium video content.
- Serve as a senior individual contributor working directly with BDRs to drive lead generation and conversion from advertising clients across the East Coast.
- Develop tailored licensing solutions that emphasize the value of the UGC video content library to meet specific client needs.
- Negotiated large-scale "Umbrella" licensing agreements and network agency contracts, securing TMB's position as preferred vendor for UGC video and clearance services.
- TMB (Trusted Media Brands) | New York, NY
- Senior Director, Licensing Sales | February 2025 – Present
- Functioned as an industry thought leader and 'UGC Evangelist,' educating brands and agencies on the value of UGC.
Senior Client Partner, Enterprise, Global Team Lead
Pond5, a Shutterstock Company
New York, NY
03.2023 - 04.2024
- Developed, deployed, trained, and executed a custom-built multi-faceted sales strategy adopted by a team of 10 Client Partners for SaaS to realize substantial revenue growth.
- Drafted and negotiated six-figure committed spend contracts with various large multi-billion dollar corporations.
- Proven track record of growing and expanding Enterprise Accounts within an assigned book of business.
- Developed process enabling team of 10 Client Partners to generate referrals for new business accounts through synthetic warm leads.
- Analyzed data points and evolving client needs to identify pain points and deliver tailored solutions, capturing growth and upsell opportunities.
- Managed individual target of $4M+ while overseeing group target of $19M+.
Senior Client Partner Enterprise, North America
Pond5, a Shutterstock Company
New York, NY
03.2022 - 03.2023
- Negotiated Enterprise preferred contracts, rates, and terms within the media, entertainment, educational, finance, corporate, technology, and advertising industries with an average deal size of $250,000.
- Forged relationships with senior executives, C-suite, and procurement officers to enhance collaboration and drive strategic initiatives.
- Executed custom sales strategies that achieved 30% YoY growth through targeted account plans.
- Steered digital marketing efforts as product specialist, ensuring alignment with client objectives and market trends.
Business Development Manager
Alamy
New York, NY
12.2020 - 01.2022
- Negotiated terms & rates for client's brand assets, exceeding $3M individual target.
- Negotiated enterprise preferred contracts, rates, and terms with media agencies and corporations, including Deloitte, Amazon, Disney, Apple, FCB, Warner Brothers, Bank of America, and many others.
- Architected, recruited, trained, and coached a sales team of three Account Executives, developing market segment expertise to manage and prospect high-value media and entertainment clients, contributing 60% of broader team's revenue target in the first year.
Senior Account Manager
Alamy
New York, NY
01.2018 - 12.2020
- Negotiated and licensed contract terms for brand assets on multimedia platforms, enhancing brand visibility and engagement.
- Successfully drafted & executed sales strategy, including high-value custom deals, bulk agreements & subscription contracts (SaaS).
- Identified high-revenue upsell opportunities through client research and market analysis, driving revenue growth.
- Achieved new business conversion of 113%.
Founding Account Manager
Alamy
Brooklyn, NY
10.2009 - 12.2017
- Selected as one of 5 Account Managers to launch Alamy's US office in Brooklyn, NY, contributing to successful market entry.
- Grew Alamy's media and entertainment market from under $50K to over $800K within 12 months, significantly exceeding yearly sales target.
- Exceeded $2.5 Million in revenue growth through successfully executing a personally crafted sales strategy.
- Negotiated and executed high-value custom product and service deals, enhancing revenue through committed spending and subscription contracts (SaaS).
Business Development Director
Jupiter Images
New York, NY
01.2008 - 01.2009
- Exceeded $1.5 million in revenue growth by implementing sales strategies and negotiating high-value custom deals and subscription agreements for an array of Enterprise product offerings.
- Cultivated strategic partnerships with Fortune 500 companies, enhancing collaboration and driving mutual growth.
- Managed client accounts, reinforcing relationships with key stakeholders and contributors to ensure satisfaction and retention.
- Identified high-revenue opportunities for client conversion, contributing to overall business development efforts.
Senior Account Executive
Getty Images
New York, NY
01.2002 - 12.2005
- Expanded client base by targeting high-growth lead opportunities, driving revenue potential.
- Negotiated and licensed contracts for clients' brand assets, enhancing their visibility in the media marketplace.
- Trained and provided ongoing sales coaching for over 30 Sales Representatives in the Chicago & LA Office.
- Contributed to Core Testing Team, launching new e-commerce website based on client feedback.
Market Development Executive
Getty Images
New York, NY
01.2006 - 12.2001
- Identified high-potential revenue opportunities through client research and market analysis to achieve a conversion rate of over 35%.
- Drafted pricing agreements for a wide array of products and services, including emerging new media platforms, and subscription services (SaaS).
- Negotiation and licensing of contract terms within the creative marketplace, including entertainment, advertising, finance, corporate, and technology market sectors.
Account Executive
Corbis
New York, NY
12.2000 - 12.2001
- Negotiated and licensed intellectual property terms across various industries, enhancing client satisfaction and protecting company interests.
- Liaised to oversee and clarify client rights and clearance requirements, ensuring compliance and streamlining processes.
Education
Executive MBA Candidate -
Kellogg School of Management, Northwestern University
New York, NY01.2026
Bachelor of Fine Arts Degree -
Long Island University
Glen Head, NYCertificate - Intellectual Property Law
NYU
New York, NYSkills
- B2B sales strategy development
- New business revenue generation
- Client assessment and solution proposal
- Committed revenue deals
- SaaS sales expertise
- Market analysis and opportunity identification
- Pipeline management
- Enterprise contract negotiation
- Salesforce proficiency
- CRM systems knowledge
- Apollo platform experience
- Outreach strategies
- Lead generation and conversion
- Sales coaching and negotiation training
- Team leadership oversight
- Digital marketing campaigns
Timeline
Senior Director of Licensing
Jukin Media, TMB Trusted Media Brands
02.2025 - Current
Senior Client Partner, Enterprise, Global Team Lead
Pond5, a Shutterstock Company
03.2023 - 04.2024
Senior Client Partner Enterprise, North America
Pond5, a Shutterstock Company
03.2022 - 03.2023
Business Development Manager
Alamy
12.2020 - 01.2022
Senior Account Manager
Alamy
01.2018 - 12.2020
Founding Account Manager
Alamy
10.2009 - 12.2017
Business Development Director
Jupiter Images
01.2008 - 01.2009
Market Development Executive
Getty Images
01.2006 - 12.2001
Senior Account Executive
Getty Images
01.2002 - 12.2005
Account Executive
Corbis
12.2000 - 12.2001
Executive MBA Candidate -
Kellogg School of Management, Northwestern University
Bachelor of Fine Arts Degree -
Long Island University
Certificate - Intellectual Property Law
NYU