Senior Vice President Global Head of Partners - CLevelCrossing

Senior Vice President Global Head of Partners

Posted on
Aug 29, 2022

Apply for this job

Profile

Position Overview
Brightcove is looking to hire a Senior Vice President, Global Head of Partners who is accountable to drive strategic and tactical direction for one of Brightcove’s largest and fastest growing business units. This leader will drive revenue and margin growth for both Brightcove and for a large, sophisticated, and growing portfolio of clients selling through indirect sales channels. Further, the ideal candidate for the role will take pride in developing sales leaders at all levels, enjoy creating and nurturing client relationships, and find satisfaction in exceeding financial objectives by driving highly effective sales teams on behalf of Brightcove clients.
This position has a worldwide scope, and the selected candidate will have the experience required to successfully understand the nuances of delivering services in multiple geographies and channel models. The leader must also have an understanding of client products and services being sold which currently span a wide variety of IT and high-tech products as well as key industrial products. The ideal candidate will understand and be able to deploy sales strategies for customers ranging from SMB to large enterprise, including public sector, healthcare, manufacturing, retail, and other verticals.
We are looking for a strategic sales leader that has proven experience leading diverse teams, delivering through a dispersed workforce, and in producing outsized results for our clients. Our most successful leaders are candid visionaries with deep partner channel sales experience who can leverage talented teams and creativity to build out-of-the-box solutions for clients.

Job Responsibilities
Establish and maintain professional executive business relations with clients, analyze client business needs and design solutions that will grow revenue and market share while maximizing their Brightcove engagement.
Oversee the implementation of effective business practices and ensure operational excellence at all levels to further enhance client satisfaction.
Work cross functionally to drive new revenue, margin, and growth opportunities within existing client relationships.
Develop and implement effective sales channel and go-to-market strategies to capture attractive market opportunities and drive profitable growth for our clients.
Develop strategic and tactical goals and objectives, review revenues and costs, and coordinate operations throughout accounts.
Mentor and develop leaders, creating a pipeline of new leaders supported by detailed development and succession plans.
Work cross functionally to optimize client results, retain and develop employees, improve processes, and effectively use tools and technology to enable sales team performance.
Effectively negotiate new and renewal client agreements, effectively representing Brightcove objectives while ensuring win/win scenarios and strengthened client relationships through the contracting process.
Regularly report to senior leadership on KPIs, risks, opportunities and new developments.
Facilitate activities with related department heads and stakeholders, provide leadership to subordinate employees, and ensure client advocacy at all levels of operations.
Develop management protocols and accountabilities to ensure the timely and thorough execution of sales strategies and ensure coordination and integration with broader corporate goals and objectives.

Qualifications/Experience
10 or more years leading scaled inside B2B sales teams. Channel and Indirect sales background required for at least 5 years. Enterprise and highly technical product sales strongly encouraged.
Bachelor’s degree in business, sales or closely related business field or an equivalent combination of professional, directly related experience and directly related education.
Expertise in the utilization of marketing automation, digital demand generation and social selling into the sales process.
Proven thought leader in go-to-market strategies, practices, and insights, specifically in the Channel and Indirect sales space.
Prior experience with or in BPO, customer care, or B2B marketing agencies.
Strong understanding of the capture and utilization of data to drive increased sales rep performance and revenue attainment.
Proven ability to successfully manage sales teams with an emphasis on sales tools, techniques, methodologies and metrics.
Demonstrated track record of driving consistent lead generation, lead management, sales forecasting, and revenue growth.
Experience managing profit and loss statements and overall department budgets.
Proven experience in sales automation, lead generation, CRM, and implementing sales enablement tools.
Experience leading global and geographically dispersed sales organizations.
Proven characteristics of a motivated, self-driven leader who leads by example, driving high performance culture in the organization.
Contract negotiation experience with ability to set performance and execution expectations with clients.
Superior written and oral communication skills, with the ability to persuasively present and communicate.
Excellent work ethic, leadership skills, interpersonal communication, and organizational skills.
Travel up to 30%, as needed, to support business objectives.

Work Arrangement
Remote, On-site, or Hybrid.
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.

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. Please apply and if you are not a fit, we would love to keep you in our talent community. We encourage you to OPT into text messaging or the Talent Community at any time.
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. If you need any accommodations for your interview, please email.