Head of Strategic Alliances

Bitmovin is a 180 people strong Series C scale-up that provides API-based software that powers the world's largest OTT online video providers with video developer tools, built by industry experts.

Come join the team building innovative online video software for developers and content owners worldwide! 

We’re looking for talented, passionate, and inspired people who believe in the possibilities of video to tell compelling stories and want to enable video creation as well as consumption. Join us to innovate and lead the market for video encoding, playback on mobile and other devices, and analytics around user experiences. 

Bitmovin is looking for a motivated Head of Strategic Partners (Alliances) who will own our go-to-market strategy that heavily influences our Media & Entertainment strategy, 

As the Head of Strategic Partners will build relationships with our top 10 partners and determine shared business plans to ensure mutual business success. This role will also manage our Regional Channel Partners in the Americas. The successful candidate is a results-oriented and self-motivated individual with an outgoing personality and comfortable with both technical and business concepts. In addition, we are searching for an energetic and organized self-starter who understands sales processes and can build relationships with the right decision-makers. You will be a key driver of revenue growth for the company and on the front lines for evangelizing our product to prospective users. 

In this position, you will be working closely with Bitmovin Leadership to develop targeted strategies and messaging in order to drive opportunities for new business. Outstanding communication skills are required, a willingness to go above and beyond both for Bitmovin as well as our customers. 

As a Head of Strategic Partners in our Revenue department, you will... 

• Determine and execute both our Strategic Partners and Regional Channel Strategy in key sectors and regions to achieve business revenue targets 
• Strategies may include true reseller and referral partners, but also including Solution Partners, Platform Providers, and Marketplaces. 
• Recruit, onboard, and develop committed, loyal, scalable partners regionally. Gather market data and identify market opportunities
• Continually assess, clarify, and validate partner needs. Track, measure, and report-out on channel effectiveness and targets, and adjust actions as necessary, 
• Understand our channel partners OKR, goals and develop strategies, business cases and incentives to make them successful through partnership. 
• Craft plans with Partners including but not limited to account mapping, go to market strategy, generation of pipeline plans, and partner and sales rep incentivization initiatives 
• Interface with Regional Stakeholders and Sales Rep Stakeholders across partners internally and externally 
• Provide Partner training including ensuring accreditation, local trainings, and customer partner training needs 
• Support partner-specific marketing needs and generate partner-specific campaigns Support deal work including deal closure (close with and close through partners) and non-core deals with sellers 
• Work closely with Solution Partners to ensure quality delivery of our software.

It would be great if you have 

• 10+ years Channel and/or SaaS sales experience in a revenue closing sales executive role 
• Experience in selling streaming media solutions and/or video infrastructure to the major broadcasters 
• Ability to understand the Bitmovin Platform and not only build great relationships with Technical and Business buyers, but transform the platform into Business Value for the customers 
• Results-driven while able to try new processes and iterate to scale a global sales engine - including lead generation, presentation, negotiation, and more 
• Strong analytical, critical thinking and problem-solving skills. 
• Exceptional communication skills – written and verbal 
• Passion for technology and aptitude to learn new technologies 
• Knowledge of technologies and applications such as Salesforce, Github, etc ● Bachelor’s degree 

Bitmovin’s Worldwide Benefits

• Working with an innovative, fast-growing and international team with low hierarchy
• Opportunity to make an impact on the multimedia industry, with target markets EU, US and APAC
• Competitive salary
• Pension
• Flexible working hours
• Home Office bonus
• Investment in growth and education
• Subscription to one of our customer’s streaming services 
• No routines, but new challenging projects with global impact
• Regular and fun company events and team activities (hackathons, seasonal parties, and more)
• Free choice of hardware
• Company holidays
• Volunteering Time Off 
• Seasonal gift package (swag)
• The opportunity to work for an exciting start-up, building innovative video solutions
  
  

We also have a range of country-specific benefits too! 

At Bitmovin we sincerely believe in the value that true diversity brings to a company. We diligently ensure our business, our people, our language and our actions do not discriminate against differences in race, religion, colour, origin, gender, sexual orientation, education, age, marital status, veteran status, disability and neurodiversity. Diversity is a part of our company character, thus we strive for the inclusion of diverse thought leadership to enhance the capability and uniqueness of our company proposition and culture. We launched our DEI group, the Tiger Team, to enhance our Diversity, Equality & Inclusivity agenda; bringing individuality to the forefront of our culture.

About Bitmovin

Bitmovin, a YCombinator company,  is a fast-growing privately owned technology leader, located in San Francisco, CA and Klagenfurt, Austria.

The company was founded by the co-creators of international media standards like MPEG-DASH, which is used today by Netflix, Youtube, and others. Bitmovin is the technology leader in online video technologies such as cloud-based encoding, adaptive streaming players, 360°/VR streaming and performance analytics. Bitmovin is backed by top investors such as Atomico as well as industry leaders like the former VP Engineering of Netflix, former CTO of Cisco, founder of Unity3D, and many others. Bitmovin’s customers include the top media and technology companies worldwide, including Ooyala, RTL, Pro7Sat1, Bouygues Telecom, Cloudflare, Technicolor, Televisa, Zattoo, and many others.

Working at Bitmovin is fast-paced, fun and challenging with colleagues and customers worldwide.

STARTING TIME: Immediately

Empower your future and join us now!

Bitmovin does not accept unsolicited referrals or resumes from any source other than directly from candidates. The submission of referrals or resumes by anyone other than a candidate directly to Bitmovin will be deemed gratuitous, and the company will not be obligated or bound in any way to pay any fee if the candidate is hired.