Director, Alliances and Channels – Eastern US Brightcove

Director, Alliances and Channels â€" Eastern US
Sales | Boston or New York, United States
Req ID:
Solution Partner Development: Director, Alliances and Channels â€" Eastern US Description
Brightcove is a leading cloud based content services company headquartered in Cambridge, MA with a mission to publish and distribute the world's professional digital media. Brightcove is focused on building an Alliance and Channel network of key industry partnerships including agencies, video producers, value added resellers, system integrators, consulting, technology and marketing service providers.
Brightcove has an opening for a Director, Alliances and Channels position that will be focused on outbound sales and partnership development activities with key solution partners located in the Eastern US. The primary goal of the position is to maximize indirect sales growth and solution partner success with Brightcove Video Cloud and App Cloud products. Relocation is not offered with this position and up to 50% overnight travel is required.
The purpose of this position is to identify, recruit, train and enable qualified solution partners. Key activities include: developing new partners and customers, manage existing business relationships, generate predictable and scalable revenues, coordinate with internal teams to service and support partners, ensure performance goals are achieved and accurate information/reporting is maintained in our CRM database. The successful candidate will be expected to build their personal knowledge of the Brightcove business and related critical competencies in order to grow and develop as a key leader within the overall sales organization.
Working at Brightcove will provide you with a unique opportunity to join a fast growing, industry leading, privately held company and play an integral role in building products and services that will change the way people communicate all over the world.
Responsibilities

• Serve as the primary point of contact for North American Solution Partners within the Eastern US.
• Identify, Qualify, Recruit, Enable, Train, Manage and Service Solution Partners and their clients as needed.
• Achieve revenue targets and related objectives within assigned territory, including reporting and forecasting.
• Build and manage relationships with Direct Sales Team to encourage and promote Solution Partner engagement.
• Build and manage relationships with Solution Partners to build Brightcove competencies and develop related software/services business.
• Ensure Brightcove is represented in a professional and positive manner directly and through all partner relationships.
• Lead and mentor team members in context of pre-established goals, partner development best practices and processes.
• Create, develop, execute and maintain multiple partner and territory business plans.
• Conduct internal/external quarterly business reviews, territory planning sessions and executive road shows.

Qualifications

• BA/BS degree, 10+ years experience in SAAS/Cloud or Enterprise Software Sales, Alliance, Business Development or Channel Management.
• Experience selling marketing technology platforms and related services to Agencies, Consultants, Developers and Systems Integrators.
• Proven track record of success as a team leader, consistently exceeding goals, quota and overall performance expectations.
• Skilled in developing C-level relationships, business strategy and planning, coaching/mentoring and adapting to industry trends.
• Excellent verbal and written communication skills.
• Excellent interpersonal and organizational skills.
• Excellent presentation and public speaking skills.
• Ability to provide accurate sales forecasts, professional feedback and business insights.
• Ability to work in a team environment as well as individually, self starter.
• Ability to multi-task and prioritize well in a fast paced, dynamic work environment.
• Ability to collaborate and liaise with all levels and departments within an organization.
• Proficient in Excel, PowerPoint, Gmail, Salesforce.com.
• Travel within assigned geographic territory.

Location:
Eastern US, New York, NY or Boston, MA strongly preferred. Why you want to work for Brightcove:
Brightcove is the leading cloud content services company. Media companies, businesses, and organizations worldwide use Brightcove to publish and distribute content that reaches more than 135 million unique viewers every month. We've worked hard to create a company where talented, passionate people can thrive in a culture that values individual empowerment, excellence, and collaboration. Working at Brightcove gives you the chance to reshape how media is published and consumed worldwide while you develop your skills, grow your career, and have fun.
Applications:
To apply for this position, please visit our website at http://www.brightcove.com/ and complete the easy-to-use on-line application process in the Careers section of our website. EOE
<< Back to Current Openings

Location:	multiple, multiple United States