Regional Channel Partner Director, APAC

• 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 APAC
• Develop and own the Annual Channel Partner Plan that will orchestrate and steer all partner engagement, GTM motions and revenue plans for each partner. This plan will be reviewed and updated on a rolling, quarterly basis and socialized and vetted with executives of both companies.
• 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.
• Identify gaps to support business needs and provide recommended solutions.
• Deliver against growth targets for each partner.
• Delivers credible forecasts to predict business impacts upon request.
• Identifies and escalates issues related to partner contracts
• Manages possible channel conflict to a positive outcome
• Secures and executes partner plans for each key partner to deliver revenue growth

• Bachelor's/Masters's degree in Business, Marketing, Technology or related fields
• Minimum of 8 years of experience working with VARs and/or OEMs, with at least 3 years working in a rapid-growth software/SaaS company.
• Proven experience with partners in India, SEA and ANZ.
• 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.
• Ability to prioritize workload of a full landscape of partners across several countries and time zones.
• Proven track record of developing Enterprise partners for software and Saas sales within a designated geographic region.
• Solid presentation skills. Highly collaborative communicator and team member.
• Ability to disarm conflict situations both internally and externally.
• Prioritizes tactical efforts aligned to corporate goals.
• 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.
• Comfortable in matrixed and highly distributed organizations.
• 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.
• Video industry experience is highly desired.

• 20-30% travel
• Quota-carrying role
• Occasional off hours meetings

Bright Cove