Sales Director

About the role:

We are searching for an exceptional person to take a position as a Sr. Sales Director for our growing Enterprise sales team in Japan 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 closing deals with new customers through outreach, which requires relationship building, negotiating, and closing the deal with extensive pipeline generation and prospecting. 

Job Responsibilities:

• Create, implement and own a sales pipeline to manage customer lead intake, outbound activity, prioritization, and metrics for measurement of deal status.
• Develop an in-depth understanding of the customers’ business, issues/challenges and requirements and explain how the Brightcove platform could benefit them.
• Create & articulate compelling value propositions around the use of the Brightcove platform.
• Build relationships with new customers  at all levels to encourage new business. 
• Identify, negotiate and close deals with new customers. 
• Leverage and collaborate with virtual teams to execute against sales strategies.
• Prepare territory plans, deal overviews, and contract summaries for key stakeholders.
• Meet or exceed sales goals each quarter.
• Work with project champions at clients and within organizations to make sure needs are met. Interact both internally with the product team, and professional services and externally with customers.
• Recruit new Partners through outreach, connections,  and promotional activity.

Qualifications/Experience:

• 8+ years of Sales and/or Account Management experience in the IT industry (Cloud, SaaS, PaaS preferred).
• Strong network and connection with the  Enterprise customers.
• Demonstrated ability to multi-task across a wide range of accounts.
• Possess a strong sales background that enables you to drive an engagement at the CXO level as well as with software developers and IT architects.
• Demonstrated ability to present to technical and non-technical audiences and be able to handle objections on the fly.
• Proven track record of successful six-figure sales and exceeding revenue goals.
• 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.
• Demonstrated ability to initiate, carry through, and close deals with a proven track record delivering on or exceeding targets.
• Proven ability to operate effectively in a fast-paced, entrepreneurial young company in which cross-functional teamwork and initiative is a must.
• Demonstrated ability to be creative and think outside the box in terms of deal structure and framework.
• An ability to assess client needs effectively and address needs through new products and services.
• Experience with Salesforce preferred
• Excellent written, oral, and interpersonal communication skills.
• Strong product and company presentation and demonstration skills

**Special Conditions:

• Native Japanese and business level English is required.
• This is a quota-carrying role
• Business travel as and when needed
• 100% work from office

About Brightcove 

Brightcove is a team of smart, passionate people who are revolutionizing the way organizations deliver video. We’re hyped up about storytelling, and about helping people connect, share experiences, and view the world. Bottom line: video is the world’s most compelling, exciting medium, and Brightcove exists to demonstrate that video means business.

As the industry leader in this space, we empower our customers to deliver top-notch video experiences to audiences on every screen in bold and innovative ways. When video is done right, it can have a powerful and lasting effect. Hearts open. Minds change. Creativity thrives. Since 2004, Brightcove has been supporting customers that are some of the largest media companies, enterprises, events, and non-profit organizations in the world. There are over 600 Brightcovers globally, each of us representing our unique talents and passions and we have built a culture that values individual empowerment, excellence and collaboration. This culture enables us to develop technologies once thought impossible, provide customer support without parallel or excuses, and leverage the expertise and resources of a global infrastructure. We take our video seriously, and we take great pride in doing it as one team.

Working at Brightcove

As the undisputed global leader in powering premium video for our customers, Brightcove recruits and retains highly qualified and motivated individuals, creating an environment where people can innovate and achieve their best, and we reward them for their performance by giving them the opportunity to share in the company’s success. We offer competitive benefits and compensation packages. 

We offer flexible options to work in our Tokyo office, remotely or in a hybrid set up (only exceptions are the roles that MUST work a certain way which we are finalizing soon). If you choose to work in the office, our 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. Whichever option you choose, we have plenty of opportunities to meet your colleagues around the globe and we also celebrate a variety of personal interests with organized groups and clubs including an Employee Action Committee, Women of Brightcove, Pride of Brightcove, Parents of Brightcove … and more to come!

If you've gotten all the way to the bottom of this description, thank you for your interest in Brightcove!  If this role sounds like something that is exciting to you please don't hesitate to apply, even if you don't meet all of our qualifications.  We recognize that no candidate is perfect and Brightcove would love to have the chance to get to know you. 

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal opportunity workplace.

Send us your resume if you are interested and want to learn more!

**Please submit your resume in English to be considered for this role.**