Position Overview
We are looking for an exceptional sales professional to take on the position of Sales and Partner Director on our team as Brightcove continues to build on its leadership in the online video sector in the ASEAN region. This is a quota-carrying sales role based in Singapore responsible for selling product solutions to media, and enterprise customers in Singapore, Thailand, the Philippines, Vietnam, etc. and countries across ASEAN region.
We are looking for someone who is passionate about technology and is looking to help new and existing companies build and expand their businesses.
You must have a proven track record for delivering on or exceeding revenue goals, ideally from within the media/enterprise SaaS platform sales industry in this region. You must be highly motivated, extremely organized, team-oriented, creative, and possess outstanding communication and negotiating skills.
Job Responsibilities:
- Create, implement and own a sales pipeline to manage customer lead intake, outbound activity, prioritization, and metrics for measurement of deal status.
- Develop and maintain strong relationships with partners, and work closely with them to achieve mutual goals. Provide support and guidance to partners on product and solution offerings.
- Win new high-value partnerships via strong relationship-building and successful commercial negotiations.
- Identify, recruit, and onboard VAR and OEM partners with specific expertise and market coverage that will grow our revenue and market share in APAC.
- Meet or exceed sales goals each quarter.
- Continuously develop an extensive set of relationships at the business-unit lead level, across companies and across industry categories.
- Create & articulate compelling value propositions around the use of the our platform.
- Leverage and collaborate with virtual territory teams to execute against sales strategies.
- Prepare territory plans, deal overviews, and contract summaries for key stakeholders.
Qualifications/Experience Required:
- 8+ years experience in sales, ideally for a leading software or enterprise platform sales company, with experience in media/enterprise/streaming SAAS platform.
- Possess a strong sales background that enables you to drive an engagement at the CXO level as well as with software developers and IT architects.
- Experience with partners in SEA, India and Australia is a plus
- Strong product and company presentation and demonstration skills
- Domain expertise in ad-supported Media/Video use cases is preferred.
- Proven track record of successful six-figure sales and exceeding revenue goals.
- Demonstrated ability to instigate, carry through, and close deals.
- Deep knowledge of GTM models, including sell with, sell to, sell through, co-branding, and OEM
- 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.
- Experience with Salesforce preferred
Excellent written, oral, and interpersonal communication skills.
**Special Conditions
- This is a quota-carrying individual contributor role
- This role may involve domestic and some overseas travel, up to 25%
- Remote-role based in Singapore
MUST HAVES:
- 8+ years experience in direct sales, ideally for a leading software or enterprise platform sales company, with experience in media/enterprise/streaming SAAS platform.
- Experience in managing Channel partners & Channel sales
- Domain expertise in ad-supported Media/Video use cases
- Experience selling in APAC (mainly SEA)
