Senior Account Manager (Broadcast Media)

• Senior Account Manager is required for our growing media sales team in Tokyo to help us in achieving 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 our products & services.
• 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.

• Must have experience selling directly to media industry (OTT, Broadcasting, Sports, etc.).
• Must be in a quota carrying role, with proven success meeting or exceeding sales targets.
• Much have experience selling software/technical solutions.
• Strong ability to negotiate contract renewals and upsell/add-on opportunities.
• Must be able to go into our Tokyo office 4-5 days per week.

• Experience selling SaaS solutions.
• Pre-established relationships with media industry contacts/accounts.

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.

• 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.