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Channel Partner Development Manager

4 weeks ago

London, Greater London, United Kingdom Brightcove Full time

Job Summary

At Brightcove, we are seeking a highly skilled Channel Partner Manager to drive accelerated revenue growth through the recruitment and management of VAR and OEM channel partnerships in the EMEA region, with a focus on the DACH region. As a key individual contributor, you will be responsible for building and nurturing relationships with partners, identifying new business opportunities, and developing strategies to increase revenue contribution from partners.

Key Responsibilities

  • Win new high-value partnerships via strong relationship-building and successful commercial negotiations.
  • Manage multiple partner relationships, defining the value of each GTM play, and articulating the value proposition of each partnership.
  • Develop and own the Annual Channel Partner Plan that will orchestrate and steer all partner engagement, GTM motions, and revenue plans for each partner.
  • Develop and maintain strong relationships with partners, and work closely with them to achieve mutual goals.
  • Develop and implement channel partner programs, such as training, marketing, and incentives to ensure the partner's success.
  • Build and maintain partner competence by working with Brightcove's Partner Enablement resources to ensure partner's staff is well trained and certified on Brightcove's solutions.
  • Manage and ensure each partner executes marketing and sales activities that incorporate Brightcove solutions in order to build pipeline and achieve their revenue targets for Brightcove solutions.
  • Manage the performance of partners, and develop strategies to ensure they achieve their sales and revenue goals.
  • Enable support of partner's sellers to ensure success, including opportunity qualification, opportunity registration, pricing, contract negotiations, tracking, and closing orders.
  • Create and manage partner forecasts: pipeline and revenue.
  • Work with Brightcove direct sales teams as appropriate to ensure channel sales alignment, deal progression, partner engagement, and overall sales alignment model.
  • Be the single point of ownership for all key relationships at the partner at all levels, navigating the partner's sales, marketing, and executive ranks, and cultivating ongoing, meaningful business relationships.

Qualifications

  • The successful candidate will demonstrate business, industry, and partnering knowledge and experience in building new VAR and OEM partnerships, with a focus on proven business development skills.
  • Multi-lingual fluency required: English and German.
  • You have 5+ years of experience in enterprise software and/or streaming media, with specific experience with marketing automation tech preferred.
  • You are a channel professional with a minimum of 7 years of experience working with VARs and/or OEMs, with at least 3 years working in a rapid-growth software company.
  • You love to win business and have sales experience with proven quota attainment and successfully achieving annual revenue results with a track record of growth.
  • Deep knowledge of GTM models, including sell with, sell to, sell through, co-branding, and OEM.
  • You can multi-task, are self-motivated and driven, with in-depth, hands-on execution skills, highly organized, and seek business impact with a track record of successful project management, especially the ability to manage multiple projects simultaneously.
  • You're a clear and genuine communicator with executive presence and excellent relationship-building skills who inspires trust and credibility with all levels of individuals, both inside and outside the company, highly skilled at developing executive-level relationships.
  • You have excellent communication and presentation skills with demonstrated strength in public speaking.
  • You are skilled at collaboratively engaging field and sales management.
  • Analytical and data-driven, you can demonstrate past success in meeting demanding schedules and making trade-off decisions when needed.
  • Adept at addressing cultural and geographic differences in strategy implementation.