Senior Regional Channel Director

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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 has the power to inform, inspire, challenge, amuse, and connect. And we’re here for it.
As the industry leader in this space, we empower our customers to deliver top-notch video experiences to audiences on every screen. Our customers are some of the largest media companies, enterprises, events, and non-profit organizations in the world. There are over 600 Brightcovers globally, each of us representing our unique talents and passions and we have built a culture that values individual empowerment, excellence and collaboration.
Position Overview
We are searching for an exceptional person to take a position as a member of our growing channel sales team. The Senior Regional Channel Director will help to drive incremental Brightcove revenues through prioritized partners aligned to regional needs.
This person must have a proven track record in channel sales, and superb relationship management skills. In this role, you will also be responsible for onboarding, integrating and training partners teams once they’ve been successfully recruited into the channel program. We’re looking for a motivated, hungry self-starter who is excited about the potential of scaling this function.
Job Responsibilities
Identifies the best revenue opportunity partners regionally or within a market segment.
Identify gaps to support business needs and provide recommended solutions.
This position aligns closely with regional sales leadership for key priorities.
Create positive and productive relationships with marketing to drive regional partner marketing.
Deliver against growth targets for each partner.
Delivers credible forecast to predict business impacts upon request.
Delivers recommendations on how to proceed with partner relationships
Negotiates standard contract elements with assistance and understands nonnegotiables.
Identifies and escalates issues related to partner contracts
Manages possible channel conflict to a positive outcome
Secure and execute partner plans for each key partner to deliver revenue growth.
Craft improvements in BCV partner program.
Other duties as assigned.
Qualifications/Experience
10 years experience in successful partnering sales.
Ability to prioritize workload of a full landscape of partners across several countries and time zones.
Proven track record of developing Enterprise partners for software or technology sales.
Solid presentation skills. Primary resource to sales leadership in an assigned region.
Highly collaborative communicator and team member. Leads by example.
Ability to disarm conflict situations both internally and externally.
Prioritizes tactical efforts aligned to corporate goals.
Avoids distractions and stays on course.
Has a solid understanding of macro business impact of tactical actions.
Prioritizes business impact over compensation plan. Escalates deviations.
University degree.
Special Conditions
This is a quota-carrying role
This role does involve travel, up to 30 %
Primary responsibilities North America
Latam partnering experience a plus
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. We offer competitive compensation, stock options, 401k matching, and tuition reimbursement, as well as unlimited PTO - and we expect you to use it!
We are currently all working remotely due to Covid-19, this role would be fully remote.
If you've gotten all the way to the bottom of this description, thank you for your interest in Brightcove! If this role sounds like something that is exciting to you please don't hesitate to apply, even if you don't meet all of our qualifications. 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. We are proud to be an equal opportunity workplace.
Send us your resume if you are interested and want to learn more!

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