Channel Partner Manager

At Brightcove, we know that effective partnerships are a critical element of our success. As we grow and expand our business, partners have an even bigger role to play, and we need to grow our EMEA partner community to increase revenue contribution from partners. The EMEA Partner Manager is a new role within the global partner organization. In this key, individual contributor position you will have responsibility to drive accelerated revenue growth for Brightcove through the recruitment and management of VAR (Value Added Reseller) and OEM channel partnerships that operate in EMEA - most especially in the DACH region (Germany, Austria, Switzerland). You will be recruiting, onboarding, building and nurturing VAR and OEM partnerships focused on Streaming Media and Enterprise marketing segments to provide Brightcove with new routes to market. Reporting directly to the SVP, Global Head of Partner Channels, you will be playing a key role in shaping the future of partnerships at Brightcove.

Responsibilities

• 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 Brightcove revenue and market share in the EMEA / DACH regions.
• 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.
• Provide support and guidance to partners on product and solution offerings.
• 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.
• Ensure partner’s projections are accurate, leads are followed up, promotions and incentives are executed, and customers are happy with Brightcove solutions.
• 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.
• Navigate the partner’s sales, marketing and executive ranks and cultivate ongoing, meaningful business relationships.
• Support the development and implementation of business strategies by building and maintaining an awareness of potential partners, their key technologies, product portfolio, target markets and capabilities.

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, 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.
• 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.