Job Description

Must-Haves

1

Must have experience selling directly to media industry (OTT, Broadcasting, Sports, etc.)

2

Must be in a quota carrying role, with proven success meeting or exceeding sales targets

3

Much have experience selling software/technical solutions

4

Strong ability to negotiate contract renewals and upsell/add-on opportunities

5

Must be able to go into our Tokyo office 4-5 days per week

Nice-To-Haves

1

Experience selling SaaS solutions

2

Pre-established relationships with media industry contacts/accounts

This role is split compensation (70/30) the salary listed in just base. It also has commission potential with Total On Target Earnings being 11,412,000 JPY

We are looking for an exceptional person to join us as a Senior Account Manager as a member of our growing media sales team in Tokyo and help Brightcove achieve breakout growth. This person must have a proactive attitude and a proven track record for delivering on or exceeding revenue 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 mainly focused on bringing in new business and cross-selling and upselling into a base of existing customers and requires relationship building, extensive pipeline generation and prospecting. This role requires working in close partnership with sales engineering and customer Success team to ultimately ensure complete customer satisfaction and maximum value return from Brightcove products & services.

Job Responsibilities New business:

Responsible for bringing in new business and expanding revenue growth in media market Develop and execute a sales plan focused on quota and revenue targets Build a strong metrics-driven sales pipeline of new accounts. Become a domain and industry expert. Close deals and achieve or exceed sales targets.

Existing business:

Develop an in-depth understanding of the customers' business, challenges and requirements and explain how the Brightcove platform could benefit them. Build relationships with key contact person of Partners to encourage/upgrade new and repeat business. Work with project champions at clients and within organization to make sure needs are met. Interact both internally with product team, finance team and professional services and externally with customers. Manage existing clients including renewing the contract, and analyzing monthly usage and business contribution etc. Negotiate contract renewals and upsell/add-on opportunities Recruit new Partners and conduct promotional activity.

Qualifications/Experience

5+ years of Sales experience in the IT industry (Cloud, SaaS, PaaS preferred). Media industry experience a must Demonstrated ability to multi-task across a wide range of accounts. Demonstrated ability to present to technical and non-technical audiences and be able to handle objections on the fly. An ability to listen to customer needs, assess these needs effectively and address them through new products and services. Excellent presentation and communication skills. High level of comfort and experience working with all levels of professionals both internally and externally. A proven track record delivering on or exceeding goals. Proven ability to operate effectively in a fast-paced, entrepreneurial young company in which cross-functional teamwork and initiative is a must.

**Special Conditions

Japanese native with business level English skills Travel needs: When necessary. This is a quota-carrying role Fully work from office Tokyo office is located at PMO Tamachi 9th floor, 5-31-17 Shiba, Minato-ku, Tokyo 108-0014, within a 3 minute walking distance from JR TAMACHI station and Toei Mita/Asakusa line MITA station.