Sales Engineer

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.

Position Overview

Our Sales Engineers act as key members of the customer-facing team and are responsible for aligning Brightcove products and services with customer objectives. Sales Engineers drive customer conversations to uncover, scope, and define customer business objectives addressable by Brightcove capabilities while demonstrating the ability to influence the sales process effectively to overcome customer objections.

An ideal candidate can learn new technologies quickly and incorporate them into our sales motion, stay informed of the competitive landscape of video, and provide the development of technology solutions that help customers accelerate their business initiatives.

The role will consist of providing customers and sales reps with products and/or solutions advice and guidance during pre-sales discussions. You will be asked to maintain working knowledge of engineering and complex aspects of our products; answer complex questions on function and usage; and solve sales support problems. You'll also prepare and perform detailed product demonstrations and product prototypes for prospects; and may provide installation support and post-sales consulting. We're seeking candidates who are able to work proficiently under general supervision on product driven sales opportunities.

Job Responsibilities

• Own the technical side of sales engagements with clients and prospects
• Understand customer's requirements and develop technical solutions for client-specific use cases
• Create clear, detailed solution documentation outlining our recommended solutions.
• Build and present customized demos of Brightcove products
• Respond effectively to RFPs
• Collaborate with the Brightcove Global Services team to provide enhancements and custom solutions to clients
• Work closely with product development to maintain the feedback loop from customers
• Work with existing customers to assist their adoption and expansion of Brightcove solutions including product demonstrations, answering questions, designing workflow architecture and best practice advice, both over the phone and onsite.

**Special Conditions

• The compensation structure for this role consists of a base salary and a sales incentive plan
• Travel when necessary to meet customers - up to 30% travel. **Please note that while we are currently not traveling due to COVID-19, this is subject to change.

Qualifications/Experience

• 2+ years to senior experience in a Technical Sales role, or an implementation or technical Digital Marketing/Media role
• Demonstrated ability to multi-task across a wide range of tasks and clients
• Demonstrated ability to present to technical audiences and be able to handle objections on the fly
• A proven track record delivering on or exceeding goals
• Demonstrated experience with web technologies (HTML5, CSS, JavaScript, etc.), or iOS and/or Android native development
• Experience working with REST APIs with server-side languages (Python, Node, PHP, etc.) strongly preferred
• Hands-on approach to tackling tactical as well as strategic work
• Excellent written, oral, and interpersonal communication skills
• Fluent English, with an additional European language being advantageous
• Experience developing technical solutions
• Experience in streaming media or video space preferred

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