Strategic Account Manager

Profile

We are searching for an exceptional person to take a position as a member of our growing Enterprise Account Management team and help Brightcove achieve breakout growth. This person must have a proven track record for delivering on or exceeding revenue retention and bookings goals, and take pride in getting it done.
The candidate we will hire will be highly self-motivated, extremely organized, team-oriented, creative, and possess outstanding communication and negotiating skills. This role’s primary responsibility is cross-selling and upselling their book of business, as well as renewing their current agreements. This role requires relationship building, extensive pipeline generation and prospecting through a deep understanding of clients' objectives and desired business outcomes. The candidate must have a relentless focus on ensuring we've delivered value and a passion for uncovering future areas of client collaboration.
Job Responsibilities
Develop and execute a territory plan focused on retention and revenue generation
Build a metrics-driven sales pipeline of new opportunities within the account base
Become a domain and industry expert in order to become that trusted client advisor.
Maintain competitive knowledge & focus
Close growth opportunities and exceed quota!
Special Conditions
This is a quota-carrying role
This role does involve domestic travel, up to 30%
Qualifications/Experience Required
5 years direct sales experience in a SaaS environment, preferably selling into enterprise and marketing clientele, specifically Director and C-Level executives.
A proven track record delivering on or exceeding retention and revenue goals and quota.
Demonstrated ability to develop, manage, and carry through complex deals to closure.
Demonstrated ability to qualify opportunities and interact with other team members to work toward closing deals.
An ability to assess and uncover client needs and pain points effectively and provide solutions through new products and services.
Ensure the ongoing renewal of customers by means of a high level of proactive, value-added customer service.
Detailed understanding of client business strategy, drivers, goals and initiatives and translating these into Brightcove selling opportunities.
Proven ability to operate effectively in a fast-paced, entrepreneurial environment in which cross-functional teamwork and initiative is a must.
Possess excellent communication skills to customize communication to the customer’s needs with confidence; effectively deliver “memorable” presentations leveraging “why video” storytelling skills.
Demonstrate excellent networking skills to identify the right customer stakeholders and build connections quickly to drive consensus for deals; drive communications with internal cross functional teams for deal success.
Retain a customer-first attitude while still exhibiting excellent negotiation skills.
BA/BS in Business, Marketing or a related field.
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:
$116,800-$175,200
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
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