Strategic Alliance Director

Profile

Brightcove is looking to hire a

Strategic Alliance Director

At Brightcove, we know that effective partnerships are a critical element of our success. As we grow and expand our business, partners have an even bigger role to play, and we need to formalize and mature our Strategic Alliance strategy to increase revenue contribution from partners.

The Global Strategic Alliances Director is a new role within a new partner organization. In this key, individual contributor position, you will have responsibility to drive accelerated revenue growth for Brightcove by creating go to market partnerships with leaders in our industries. You will be chartered with identifying, recruiting, and aligning key strategic partnerships with our sales teams, and implementing joint go to market and sales activities in the field. Reporting directly to the SVP, Global Head of Partners, you will be playing a key role in shaping the future of partnerships at Brightcove.

Job Responsibilities

Identify and recruit the key strategic alliance partners that will grow Brightcove revenue and market share across the geographies we conduct business in.

Manage multiple strategic partner relationships, defining the value of each “GTM play”, and articulating the value proposition of each partnership.

Develop and own the Annual Strategic Partner Plan that will orchestrate and steer all partner engagement, solution development, GTM motions and revenue plans for each partner. This plan will be reviewed and updated on a rolling, quarterly basis and socialized and vetted with executives of both companies.

Be the single point of ownership for all key relationships at the partner at all levels. Use creative marketing approaches to build mindshare for Brightcove and the partnership within the partner’s organization. Navigate the partner’s sales, marketing and executive ranks and cultivate ongoing, meaningful business relationships.

Responsible for managing and ensuring execution of joint marketing, sales activities, and joint development activities. Execute quickly on GTM efforts for all solutions, delivering substantial incremental revenue. Track, measure and report on the impact of the partnership via sell with, sell thru and sell to revenue and ROI.

Work with sales executives and sales leadership at Brightcove and Strategic partners to coordinate selling teams for joint sales (co-sell) and co-marketing activities..

Take input from Field Sales, Product Management, Solution Engineering and Business Development to identify and develop strategic partner strategies, programs and metrics for success that are aligned to the company's business priorities worldwide.

Provide thought leadership to guide program development and execution plans inclusive of strategic partners that cover tactical product/solution launches as well as span beyond to areas such as global campaigns.

Support the development and implementation of business strategies by building and maintaining an awareness of potential partners, their key technologies, product portfolio, target markets and capabilities.

Qualifications/Experience

The successful candidate will demonstrate business, industry, and partnering knowledge and experience in building new Strategic Alliance partnerships with specific focus on proven business development skills.

5 years of experience in enterprise software and/or streaming media, Specific industry experience with media and/or marketing tech, sales/ e-commerce software technologies preferred. Partnership and/or work experience with any of the following is preferred:. AWS, Salesforce, Sitecore, 6Sense, Hubspot, Roku, Shopify, Akamai, Wordpress.

Minimum of 7 years of Strategic Alliance experience, with at least 3 years working in a rapid-growth software company.

You love to win business and have sales experience with proven quota attainment and successfully achieving annual revenue results with a track record of growth.

Deep knowledge of GTM models, including sell with, sell to, sell through, co-branding, and OEM

You can multitask, you're self-motivated and driven with in-depth, hands-on execution skills.. You're highly organized and seek business impact with a track record of successful project management, especially the ability to manage multiple projects simultaneously.

You’re a clear and genuine communicator with executive presence and excellent relationship building skills who inspires trust and credibility with all levels of individuals, both inside and outside the company. Highly skilled at developing executive-level relationships.

You are skilled at collaboratively engaging field and sales management.

You have excellent communication and presentation skills with demonstrated strength in public speaking, specifically at leadership and industry conferences.

Analytical and data-driven. Demonstrated past success in meeting demanding schedules and making trade off decisions when needed.

Adept at addressing cultural and geographic differences in global strategy implementation.

Please note, we support 100% remote work for applicants who reside in the following states: Arizona, California, Colorado, Connecticut, District of Columbia, Florida, Georgia, Idaho, Illinois, Indiana, Kansas, Kentucky, Massachusetts, Maine, Maryland, Michigan, Minnesota, Missouri, North Carolina, New Hampshire, New Jersey, New York, Ohio, Oregon, Pennsylvania, Rhode Island, South Carolina, Tennessee, Texas, Utah, Virginia, Washington, and Wisconsin.

Targeted Base Salary Range: $

112,800 -$169,200

The base salary range listed above is across locations in the US. Actual salaries will vary depending on factors including but not limited to an applicant's experience, specialized skills, internal alignment and an applicant's work location.

At Brightcove, we believe that providing comprehensive and competitive compensation and benefits packages across the globe are essential to our employees. Base salary is just one component of Brightcove’s total rewards program. We offer a wide range of benefits and perks that may include bonus or commission, Brightcove stock, unlimited paid time off, 401(K) matching, generous employer Health Savings Account (HSA) contributions, tuition reimbursement, 100% paid parental leave, and more.

WORKING AT BRIGHTCOVE

As the undisputed global leader in powering premium video for our customers, Brightcove recruits and retains highly qualified and motivated individuals, creating an environment where people can innovate and achieve their best, and we reward them for their performance by giving them the opportunity to share in the company’s success.

Brightcove offers a variety of perks dependent upon where you live, such as competitive compensation, restricted stock units, 401k matching, and tuition reimbursement, as well as unlimited PTO, and more! Brightcove has brand new office space in downtown Boston, Guadalajara (Mexico), and soon London. We have more offices in Funchal (Portugal), Tokyo (Japan), Singapore, Sydney (Australia), Mumbai and Chennai (India). Employees enjoy access to fully-stocked kitchens and social activities in any of our 14 offices globally.

We recognize that no candidate is perfect and Brightcove would love to have the chance to get to know you. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status.

Brightcove embraces diversity and seeks candidates who support persons of all identities and backgrounds. We strongly encourage individuals from underrepresented and/or marginalized identities to apply.

If you need any accommodations for your interview, please email

recruiting@brightcove.com

Brightcove is headquartered in Boston with offices in Lon

don, G

uadalajara, Funchal, Tokyo, Singapore, Sydney, Mumbai and Chennai. This position is being offered as a fully remote role and, while you won’t get to experience the in-office culture, you will feel it remotely and be able to participate actively. We have plenty of opportunities to meet your colleagues around the globe and we also 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!

Company info

Brightcove Inc.
Website : http://www.brightcove.com