Channel Partner Development Manager

1 week ago

London, Greater London, United Kingdom Brightcove Full time

At Brightcove, we are seeking a skilled Channel Partner Development Manager to drive accelerated revenue growth through the recruitment and management of VAR and OEM channel partnerships in the EMEA region. As a key individual contributor, you will be responsible for building and nurturing partnerships that provide Brightcove with new routes to market.

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 articulate 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.

Qualifications:

  • The successful candidate will demonstrate business, industry, and partnering knowledge and experience in building new VAR and OEM partnerships with specific 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, 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. You're self-motivated and driven with in-depth, hands-on execution skills.. You're 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.

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