Account Manager
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!
Qualifications/Experience
- BA/BS in Business, Marketing, or a related field
- 3+ years of direct sales experience in a SaaS environment, 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 are 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.
Special Conditions
- This is a quota-carrying role
- This role does involve domestic travel, up to 30%
About Brightcove
Brightcove is a diverse, global team of smart, passionate people who are revolutionizing the way organizations deliver video. We’re hyped up about storytelling, and about helping organizations reach their audiences in bold and innovative ways. When video is done right, it can have a powerful and lasting effect. Hearts open. Minds change.
Since 2004, Brightcove has been supporting customers that 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 we have built a culture that values authenticity, individual empowerment, excellence and collaboration. This culture enables us to harness the incredible power of video and create an environment where you will want to grow, stay and thrive. Bottom line: We take our video seriously, and we take great pride in doing it as #oneteam.
WORKING AT BRIGHTCOVE
We strive to provide our employees with an environment where they can do their best work and be their best selves. This includes a focus on our employees’ work experience, actively creating a culture where inclusion and growth are at the center, and hiring, recognizing, promoting employees who are committed to living and breathing these same ideals.
While remote work arrangements are available for most positions we also offer hybrid or on-site working options in our Boston office, located in beautiful Fort Point harbor. Employees enjoy access to fully-stocked kitchens and social activities including: happy hours, trivia, ping pong tournaments, and events and celebrations of all kinds. You will have plenty of opportunities to meet your colleagues around the globe as we also celebrate a variety of personal interests with organized groups and clubs including an Employee Action Committee, Women of Brightcove, Pride of Brightcove, Parents of Brightcove … and more!
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 recruiting@brightcove.com.
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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, health insurance (medical, dental, and vision), generous employer Health Savings Account (HSA) contributions, tuition reimbursement, 100% paid parental leave and more.
USA Brightcove Base Salary Range
$63,200—$94,800 USD