We are searching for an energetic, motivated and self-sufficient person to join us as an Account Manager in London. This person must have a proven track record for delivering on or exceeding personal targets as well as executing flawlessly on assigned projects or tasks.

The role will be focused on finding growth opportunities in some of our long tail accounts, so will require an approach that balances the entrepreneurial with the systematic to unearth gems within our client portfolio.

The candidate should be highly self-motivated, extremely organized, team-oriented, creative and possess outstanding communication skills. This role's primary responsibility is retaining, upselling and cross-selling into a base of existing customers and requires relationship building, extensive pipeline generation and prospecting. This role also requires a close partnership with the Customer Success team to ultimately ensure complete customer satisfaction and maximum value return from Brightcove products & services.

Job Responsibilities

Segment large portfolio of accounts to drive focus and prioritisation on growth accounts, and drive sustained repeat business on less productive accounts.
Develop an in-depth understanding of growth customers' business, challenges and requirements to:
- Drive upsell by explaining how the Brightcove platform could add value.
- Drive cross-sell by finding new business units that could benefit from Brightcove products and services (or new use cases for existing teams).
Build relationships with customers to encourage new and repeat business.
Work with project champions at clients and act as the voice of the customer with internal Brightcove teams to make sure needs are met.
Manage existing clients including analyzing monthly usage etc.
Respond to support requests, while working with Technical Support to resolve.
Negotiate contract renewals and all commercials.

Qualifications/Experience

2+ years of Account Manager or BDR experience (Cloud, SaaS, PaaS preferred).
A proven track record delivering on or exceeding goals.
Demonstrated ability to multi-task across a wide range of projects and tasks.
Able to prioritise to drive focus and results.
Demonstrated ability to present to technical and non-technical audiences and be able to handle objections on the fly.
Comfortable with ambiguity and able to add own structure where there is none.
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.
Proven ability to operate effectively in a fast-paced, entrepreneurial young company in which cross-functional teamwork and initiative is a must.
Familiarity with HTML, CSS and JavaScript is a plus.
Familiarity working with APIs and SDKs is a plus.
Experience developing technical solutions is a plus.

**Special Conditions

Hybrid role with at least 2 days per week in the London office.
Domestic and International travel as and when required.
This is a quota-carrying role.

About Brightcove

Brightcove is a diverse, global team of smart, passionate people who are revolutionizing the way organizations deliver video. We're hyped up about storytelling, and about helping organizations reach their audiences in bold and innovative ways. When video is done right, it can have a powerful and lasting effect. Hearts open. Minds change.

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 we have built a culture that values authenticity, individual empowerment, excellence and collaboration. This culture enables us to harness the incredible power of video and create an environment where you will want to grow, stay and thrive. Bottom line: We take our video seriously, and we take great pride in doing it as #oneteam.

WORKING AT BRIGHTCOVE

We strive to provide our employees with an environment where they can do their best work and be their best selves. This includes a focus on our employees' work experience, actively creating a culture where inclusion and growth are at the center, and hiring, recognizing, promoting employees who are committed to living and breathing these same ideals. We value collaboration, creativity, work/life balance, professional growth and creating an empowering space for open communication. Whether you're in one of our offices around the world or working remotely you have plenty of opportunities to meet colleagues and 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!

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. Brightcove embraces diversity and seeks candidates who support persons of all identities and backgrounds. We strongly encourage individuals from underrepresented and/or marginalized identities to apply. If you need any accommodations for your interview, please email recruiting@brightcove.com.

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Account Manager