Senior Manager- Sales

Profile

About Brightcove
Brightcove is a team of smart, passionate people who are revolutionising the way organisations 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 done right, 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 organisations 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. This culture enables us to develop technologies once thought impossible, provide customer support without parallel or excuses, and leverage the expertise and resources of a global infrastructure. We take our video seriously, and we take great pride in doing it as one team.
Position Overview
We are searching for an exceptional person to take a
mid-senior position
in our team as Brightcove seeks to build on it’s leadership in the online video sector in India. We are looking for someone who is passionate about technology and is looking to help new and existing companies build and expand their businesses. This individual will be self motivated and keen to take responsibility for developing and managing relationships with our enterprise customers.
This person must have a proven track record for delivering on or exceeding revenue goals, ideally from within the media/enterprise SaaS platform sales industry in the south India region (states included Karnataka/Tamil Nadu/Telangana/AP and Kerela ) .
The candidate must be highly motivated, extremely organised, team-oriented, creative, and possess outstanding communication and negotiating skills. This position will be responsible for driving revenue, guiding video projects to introduce new features to the market, and overall, ensure that users are making the most out of Brightcove
Job Responsibilities
Create, implement and own a sales pipeline to manage customer lead intake, outbound activity, prioritisation and metrics for measurement of deal status.
Build and execute against a territory plan.
Ensure monthly renewal of customers by means of a high level of proactive, value-add customer service
Continuously develop an extensive set of relationships at C-level, VP and Director-levels across companies and across industry categories.
Create & articulate compelling value propositions around the use of the Brightcove platform.
Invest time in the customer to help them overcome a new and evolving business model.
Leverage a virtual territory team to execute against sales goals.
Prepare deal overviews and contract summaries for key stakeholders.
Manage all customer communications for your accounts and ensure that all customer issues are dealt with in an efficient and timely manner
Communicate the customer’s goals and represent their interests to the team and the company as a whole
Build relationships with customers to encourage new and repeat business
Understand Brightcove’s capabilities and service and effectively communicate offerings to the customers
Maintain extensive knowledge of Brightcove products and how they serve our customer's needs, including features, advantages, and benefits, and key examples of usage
Qualifications/Experience
BE, BA/BS in sales, business management or related field.
8 -10 years experience in the media & enterprise domain in South India- preferably in the video streaming domain. A strong hunter by nature should be able to leverage past contacts in the above domains, as well as, bring in new accounts and logos on to Brightcove platform.
The candidate should possess good technical knowledge to be able to take a strong consultative approach
Possess both a sales and technical background that enables you to drive an engagement at the CXO level as well as with software developers and IT architects.
Proven track record of successful six figure sales.
Demonstrated ability to instigate, carry through and close deals.
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.
A proven track record delivering on or exceeding revenue goals.
Hands-on approach to tackling tactical as well as strategic work.
Strong technical knowledge and appreciation.
Proven ability to operate effectively in a fast-paced, entrepreneurial startup in which cross-functional teamwork and initiative is a must.
Excellent written, oral and interpersonal communication skills.
Domain expertise in ad-supported Media/Video use cases will be preferred.
Special Conditions
This is a quota-carrying role
This role does involve travel, up to 50%
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 benefits and compensation packages.
Brightcove is headquartered in Boston and while we are currently remote due to Covid-19, this role is designated to be located in our Mumbai work space at Peninsula Business Park is located in Central Mumbai. Working at Brightcove affords you unparalleled access to scale, distribution and operational maturity while maintaining a small, agile and entrepreneurial culture. We recruit and retain highly qualified and motivated individuals, create an environment where they can innovate and achieve their best, and reward them for their performance by giving them the opportunity to share in the company’s success.
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 recognise 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!
**Please submit your resume in English to be considered for this role.**

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