About Brightcove
Brightcove is a team of smart, passionate people who are revolutionizing the way organizations deliver video. We’re hyped up about storytelling, and about helping people connect, share experiences, and view the world. Bottom line: video is the world’s most compelling, exciting medium, and Brightcove exists to demonstrate that video means business.
As the industry leader in this space, we empower our customers to deliver top-notch video experiences to audiences on every screen in bold and innovative ways. When video is executed correctly, it can have a powerful and lasting effect. Hearts open. Minds change. Creativity thrives. Since 2004, Brightcove has been supporting customers that are some of the largest media companies, enterprises, events, and non-profit organizations in the world. There are over 700 Brightcovers globally, each of us representing our unique talents and passions and we have built a culture that values individual empowerment, excellence, and collaboration. This culture enables us to develop technologies once thought impossible, provide customer support without parallel or excuses, and leverage the expertise and resources of global infrastructure. We take our video seriously, and we take great pride in doing it as one team.
Position Overview
We are looking for an exceptional sales professional to take on the position of Sales & Partner Director on our team as Brightcove continues to build on its leadership in the online video sector in the ASEAN region. This is a quota-carrying sales role based in Singapore responsible for selling Brightcove solutions to media, and enterprise customers in Singapore, Thailand, the Philippines, Vietnam etc countries across ASEAN region
We are looking for someone who is passionate about technology and is looking to help new and existing companies build and expand their businesses.
You must have a proven track record for delivering on or exceeding revenue goals, ideally from within the media/enterprise SaaS platform sales industry in this region. You must be highly motivated, extremely organized, team-oriented, creative, and possess outstanding communication and negotiating skills.
Job Responsibilities:
- Create, implement and own a sales pipeline to manage customer lead intake, outbound activity, prioritization, and metrics for measurement of deal status.
- Develop and maintain strong relationships with partners, and work closely with them to achieve mutual goals. Provide support and guidance to partners on product and solution offerings.
- Win new high-value partnerships via strong relationship-building and successful commercial negotiations. Identify, recruit, and onboard VAR and OEM partners with specific expertise and market coverage that will grow Brightcove revenue and market share in APAC
- Meet or exceed sales goals each quarter.
- Continuously develop an extensive set of relationships at the business-unit lead level, across companies and across industry categories.
- Create & articulate compelling value propositions around the use of the Brightcove platform.
- Leverage and collaborate with virtual territory teams to execute against sales strategies.
- Prepare territory plans, deal overviews, and contract summaries for key stakeholders.
Qualifications/Experience Required:
- 8+ years experience in sales, ideally for a leading software or enterprise platform sales company, with experience in media/enterprise/streaming SAAS platform.
- Possess a strong sales background that enables you to drive an engagement at the CXO level as well as with software developers and IT architects.
- Experience with partners in SEA, India and Australia is a plus
- Strong product and company presentation and demonstration skills
- Domain expertise in ad-supported Media/Video use cases is preferred
- Proven track record of successful six-figure sales and exceeding revenue goals.
- Demonstrated ability to instigate, carry through, and close deals.
- Deep knowledge of GTM models, including sell with, sell to, sell through, co-branding, and OEM
- Demonstrated ability to be creative and think outside the box in terms of deal structure and framework.
- An ability to assess client needs effectively and address needs through new products and services.
- Experience with Salesforce preferred
- Excellent written, oral, and interpersonal communication skills.
**Special Conditions
- This is a quota-carrying individual contributor role
- This role may involve domestic and some overseas travel, up to 25%
- Remote-role based in Singapore
WORKING AT BRIGHTCOVE
We strive to provide our employees with an environment where they can do their best work and be their best selves. This includes a focus on our employees’ work experience, actively creating a culture where inclusion and growth are at the center, and hiring, recognizing, promoting employees who are committed to living and breathing these same ideals. We value collaboration, creativity, work/life balance, professional growth and creating an empowering space for open communication. Whether you’re in one of our offices around the world or working remotely you have plenty of opportunities to meet colleagues and celebrate a variety of personal interests with organized groups and clubs including an Employee Action Committee, Women of Brightcove, Pride of Brightcove, Parents of Brightcove … and more to come!
