Available Locations:  Lisbon, Portugal;  London, UK

About the Role

As the Vice President, Partner Sales, you will define the vision, strategy and lead the partner sales organization. You will be responsible for building partner revenue growth, market expansion, and enhancing partner relationships to drive customer adoption in the EMEA theater.    

Key Responsibilities:

• Develop and implement a comprehensive partner sales strategy that aligns with the company's business objectives.
• Cultivate and nurture executive relationships with strategic partners (distributors, resellers, service providers, alliance partners, managed service providers, global systems integrators, etc.)
• Identify and pursue new partner-initiated opportunities and strategic partnerships to expand market presence.
• Lead, inspire and motivate the partner organization to grow and develop professionally and achieve individual and team goals.
• Oversee the performance of partners, ensuring they meet sales targets and adhere to company standards.
• Foster a collaborative and high-performance culture within the team.
• Forecast partner business and achieve revenue goals.
• Track the partner organizations key performance indicators (KPIs) including growth in partner initiated opportunities, partner attached and partner booked revenue while also monitoring related metrics:  partner services, partner programs, managed services, and partner marketing performance.
• Work closely with cross-functional teams, including marketing, product management, and customer support, to align partner strategies with overall business goals.
• Coordinate with the direct sales team to ensure a cohesive approach to the market.

Qualifications:

• 15+ years of proven success in sales, channel/alliances, partner management, and/or distribution relationship management, showing progressively greater levels of responsibility..  
• 8+ years of experience managing partner directors and managers, who lead the partner account teams.  
• Experience recruiting, developing, and managing both 1-tier and 2-tier channels.
• Extensive understanding of the EMEA partner ecosystem, including VARs, MSPs, GSIs, and Distributors/VADs, along with a solid familiarity with modern enterprise security solutions..
• Proven track record in accurately forecasting partner business and meeting revenue targets.
• Proficiency in enterprise and sales efficiency technologies (e.g., G Suite, Office 365, Zoom, Salesforce).
• Exceptional written and oral communication skills; must be persuasive and excel at presenting.
• Strong sales management and partner operations expertise, with a proven history of meeting strategic goals
• Demonstrated ability to prioritize effectively, create strategic plans, and deliver successful sales results.
• Ability to thrive under pressure in a fast-paced environment, and manage multiple projects simultaneously.
• Ability to cultivate business relationships through networking.
• Willingness to travel (approx 50%+ of the time).

WELCOME to Aetion! We are one of the country’s leading science-driven technology companies using real-world evidence for better healthcare decision-making. Our Discover and Substantiate applications, powered by the Aetion Evidence Platform, evaluate the safety, effectiveness, and value of medications, delivering better outcomes to patients, medical professionals, and clients. We’ve partnered with top biopharma companies and are backed by leading venture capital firms to help increase our medical research and expand our product line.

Aetion and Aetion’s leadership are recipients of several prestigious awards: 

• Built In Boston & Built In New York 2023 Best Places to Work 
• Parity.org’s 2024 List of Best Companies for Equal Advancement Opportunities
• Digital Health New York’s 2024 New York Digital Health 100
• Newsweek's World's Best Digital Health Companies of 2024 

Come join us! 

PERKS of being an A-Teamer: 

• Unlimited PTO 
• 401(k) with 4% employer match
• 16 weeks of fully paid parental leave 
• Daily in-office lunch stipend (and a fully stocked kitchen)  
• Sabbatical opportunity after five years of employment 
• Commitment to professional development opportunities
• Employee-led programming including regularly scheduled events hosted by our employee resource groups
• Comprehensive medical, dental, and vision coverage w/ multiple plan options including an HSA plan with annual Aetion contributions.
• Free membership to OneMedical 
• Peer & company recognition programs
• Educational lunch & learns
  

DESCRIPTION:

As the Vice President of Sales you will lead all Sales initiatives and grow engagement, revenue, and ROI throughout the company, with a core focus on new logo sales. The role provides day-to-day leadership and management and is responsible for driving our company to profitable revenue growth.

You will maintain hyper-awareness of our key sales metrics and thoughtfully decide how to move our teams to ensure we pivot as needed to reach our corporate goals. As such, the role oversees all sales functions that support revenue generation. This is a leadership role dedicated to building and growing revenue annually and will involve constant collaboration with the entire leadership team.  This is a coach-player role and reports directly to the SVP of Sales and Sales Operations.

RESPONSIBILITIES: 

• Develop the sales territories and quotas to incentivize the sellers
• Reconcile pipeline, forecast, and billings with the finance team
• Develop joint GTM plans with key partners and help build the larger ecosystem of sellers/lead gen
• Own overall revenue targets and delivery against those targets
• Align on key Weekly / Monthly and Quarterly metrics and drive the cadences to support
• Craft value driven sales proposals that speak to why change, why now and why us
• Deliver weekly readouts on Pipe, Leads, Deal Progression and Closed ACV
• Develop the sales rhythm to create leads, cold call new prospects and craft executable account plans
• Manage a team of individual contributor Client Directors (i.e. sellers) 

QUALIFICATIONS:

Required Qualifications

• Bachelor’s degree in a business-related field.
• 10+ years of experience selling healthcare software.
• 5+ years of experience leading a sales team.
• Demonstrated knowledge of value selling strategies and methods.
• Ability to demonstrate and communicate an understanding of the company’s products, competitive landscape, and overall market opportunities.
• Strong understanding of real-world data analytics, industry-relevant cloud and technology platforms, healthcare regulations, and market trends.
• Excellent negotiation, communication, and relationship-building skills.
• Proven ability to engage and build relationships with executive-level contacts within target partners, effectively communicating value propositions and negotiating high-level agreements.
• Experience building and managing a team of high-performing partner development managers and channel sales professionals.

Preferred Qualifications

• Demonstrated alignment with Aetion's core values of leading at all levels, being a lifelong student, being part of the eclectic collective, pursuing facts before the flash, being thoughtful, and owning it.
• Proven high levels of leadership, communication, and strategic planning skills.
• Ability to work collaboratively across cross-functional teams and drive results in a fast-paced environment.

At Aetion, internal pay equity across teams is our top priority. The salary range for this position is between $200,000 and $225,000. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, and alignment with market data.

Aetion is an Equal Opportunity Employer. Aetion is committed to being an employer of choice, not just a good place to work, but a great and inclusive place to work. To that end, we strive to recruit and maintain a workforce that meaningfully represents the diverse and culturally rich communities that we serve. Qualified applicants will receive consideration for employment without regard to their race, color, religion, national origin, sex, sexual orientation, gender identity, protected veteran status or disabled status or, genetic information.

About this role 

Great sales are the result of strong purpose, conviction and pride – pride in your ability and pride in your product. Bring along your passion and do your best work while selling solutions that truly improve the lives of others.  

TheVice President of Enterprise Salesis a tenacious prospector, a hunter; an individual contributor primarily responsible for generating revenue and developing new business through a consultative selling process. VPs of Enterprise Sales execute strategic plans for selling direct to large self–funded employers in this quota-carrying role. 

What you’ll do 

• Drive sales strategy and manage complex sales cycles to deliver bookings to the company 
• Meet and build relationships with senior executives (C-suite) and health plan leaders with greater than 10,000 employees  
• Establish and maintain Broker, Consultant, and TPA relationships  
• Deliver presentations in-person and virtually to employers, brokers, consultants and at industry functions to educate prospects on Transcarent solutions 
• Follow-up on prospect meetings and successfully negotiate with prospects and associated brokers, consultants, and TPAs 
• Facilitate client transition to Implementation and Account Services post-sale 
• Provide marketplace intelligence on product and service needs 
• Assist in sales training activities and provide appropriate training to applicable producers as well as fellow associates 
• Participate in community, business, and industry organizations as appropriate 

What we’re looking for 

• An entrepreneurial spirit.You’re comfortable building the plane while it’s in the air. You’re engaged in finding solutions and not passing problems or hiccups off to others. You’re creative with available resources.  
• Open-minded.You don’t get flustered with the change that comes with being a part of a fast-growing organization. You enjoy learning and are curious about the latest trends in business and healthcare.  
• A Team Player.While you can’t lose sight of your own goals, you are ready to roll-up your sleeves and add to a conversation, support a teammate, contribute to thought leadership, or contribute to a project or initiative with enthusiasm.  
• A person with Integrity.You have fantastic planning and execution skills, tons of energy and great follow through when your company and our partners need you. You don't get overwhelmed and enjoy working with people trying to solve complex healthcare issues. You do the right thing, always. 
• You get a kick out of partnerships that work for everyone. You’re a master influencer and can negotiate with the best of them. You think long-term. 
• You’re a people person with a strong emotional intelligence. You work hard and have a great time doing it. Passion to impact and make a difference in the lives you serve. 
• A minimum of 10 years of experience successfully selling benefits, wellness, healthcare technology, or insurance solutions directly to large employers or payers with a demonstrated track record of excellence  
• A demonstrated track record of developing a large organic pipeline through cold calling and prospecting in the fortune 100. 
• Prior experience working in a start-up/growth environment and comfortable with the nuances of such 
• Deep industry expertise along with well established relationships with plan sponsors, consultants, brokers, and TPAs within the noted territory 
• Poise and experience selling to C-Suite in-person and virtually 
• Exceptional written, verbal and interpersonal communications skills along with a captivating presentation style 
• CRM experience - Salesforce.com preferred 
• A relevant bachelor's degree 
• An ability to travel up to 50% of the time with overnight travel included, when it is deemed safe to do so 

About OffSec

Founded in 2007 by the creators of Kali Linux, OffSec (formerly known as Offensive Security) is the leading provider of continuous professional and workforce development, training, and education for cybersecurity practitioners. OffSec’s distinct pedagogy and practical, hands-on learning help organizations fill the infosec talent gap by training their teams on today’s most critical skills.

Become a part of our global presence and work from anywhere. With team members in over 40 countries, we believe in inspiring people of all backgrounds and communities. The OffSec team is composed of diverse, internationally published authors, conference speakers, and seasoned information technology professionals from both the private sector and governments worldwide.

Excited about our mission and what we do? Apply and join us!

About the Job

The Vice President of Sales, EMEA, will be responsible for leading and managing the sales organization across Europe, the Middle East, and Africa. This role requires a strategic leader with a proven track record in driving revenue growth, developing high-performing sales teams, and building strong relationships with customers and partners. The VP, Sales EMEA, will play a critical role in executing our go-to-market strategy, expanding our market presence, and achieving our aggressive growth targets.

Duties and responsibilities

• **Strategic Leadership:** Develop and execute a comprehensive sales strategy for the EMEA region, aligning with OffSec's overall business objectives and growth targets.
• **Revenue Growth:** Drive revenue growth across the EMEA region by identifying new business opportunities, expanding existing customer relationships, and optimizing sales processes.
• **Team Leadership:** Build, lead, and mentor a high-performing sales team, fostering a culture of excellence, collaboration, and continuous improvement.
• **Market Expansion:** Identify and prioritize key markets within the EMEA region, developing tailored strategies to penetrate new markets and increase market share.
• **Partner Management:** Establish and nurture strong relationships with key partners and distributors across the EMEA region, leveraging these partnerships to drive sales and expand our customer base.
• **Customer Engagement:** Engage with C-level executives and decision-makers at key accounts, understanding their needs and positioning OffSec's solutions as the preferred choice for cybersecurity training and certification.
• **Forecasting and Reporting:** Provide accurate sales forecasts, track performance against targets, and report on key metrics to the SVP, CRO, and executive leadership team.
• **Cross-Functional Collaboration:** Work closely with marketing, product, and customer success teams to ensure alignment and support for sales initiatives and customer engagement strategies.
• **Market Intelligence:** Stay informed about industry trends, competitive landscape, and emerging opportunities in the cybersecurity and training markets within the EMEA region.

Qualifications

• **Experience:** Minimum of 10 years of sales experience, with at least 5 years in a senior sales leadership role within the EMEA region, preferably in the cybersecurity, SaaS, or technology sectors.
• **Track Record:** Proven track record of driving revenue growth, exceeding sales targets, and successfully leading and scaling sales teams across multiple countries and markets.
• **Leadership:** Strong leadership skills with the ability to inspire, motivate, and develop a diverse sales team.
• **Strategic Thinking:** Ability to think strategically and develop long-term plans while also executing tactically to achieve immediate results.
• **Communication:** Excellent communication and interpersonal skills, with the ability to build strong relationships with internal and external stakeholders at all levels.
• **Customer Focus:** Deep understanding of customer needs in the cybersecurity space and the ability to translate those needs into effective sales strategies and solutions.
• **Adaptability:** Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively.
• **Education:** Bachelor's degree in business, marketing, or a related field; MBA or advanced degree is a plus.
• **Language Skills:** Fluency in English is required; additional language skills relevant to the EMEA region are highly desirable.
• **Travel:** Willingness to travel extensively across the EMEA region as needed.

Why Join OffSec?

• **Impact:** Be a part of a company that is making a difference in the world of cybersecurity.
• **Growth:** Join a rapidly growing company with significant opportunities for career advancement.
• **Culture:** Work in a collaborative and supportive environment where your contributions are valued.
• **Compensation:** Competitive salary, performance-based incentives, and comprehensive benefits package.

Working conditions

This role is a full-time salaried position. Work hours for this position are flexible and will be performed from a home office.

EEO

OffSec provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Position Overview 

Reporting directly to the Chief Revenue Officer (CRO), The Vice President of Sales Enablement will be pivotal in driving the success of our customer facing teams by equipping them with the tools, resources, and training needed to achieve and exceed revenue targets. The ideal candidate will have a strong background in sales, a deep understanding of effective SaaS go-to-market best practices, and a proven track record in leading an effective sales enablement team and operation globally. 

Join us in this critical role where you will have the opportunity to build a learning culture making a significant impact on our Global Revenue Teams success. Please note, this role is only considering candidates that are commutable to our Boston office in Fort Point Harbor. 

Job Responsibilities 

• Strategy Development:
• Develop and execute a comprehensive sales enablement strategy that aligns with the company’s overall business objectives.
• Collaborate with senior sales leadership to identify key priorities and productivity goals for the sales team.
• Sales Training and Development:
• Design and implement effective sales training programs to improve the selling skills, product knowledge, and industry acumen of the sales and sales support teams.
• Conduct regular training sessions, workshops, and onboarding programs for new hires.
• Content and Resources Management:
• Create and manage a repository of sales enablement materials, including playbooks, presentations, case studies, and competitive analysis.
• Ensure that the customer facing teams have access to up-to-date and relevant content to support their selling efforts.
• Manage the use of external resources on a as needed basis.
• Manage the programming of an annual sales kick off event.
• Technology and Tools:
• Evaluate, implement, and manage sales enablement tools and technologies to streamline sales processes and improve efficiency.
• Monitor the usage and effectiveness of sales tools and make recommendations for improvements.
• Performance Analysis and Reporting:
• Develop metrics and KPIs to measure the effectiveness of sales enablement initiatives.
• Analyze sales performance data to identify areas for improvement and track progress against goals.
• Cross-functional Collaboration:
• Work closely with marketing, product, and customer success teams to ensure alignment and support for sales initiatives.
• Collaborate with product management to provide feedback on product features and enhancements based on sales team input.
• Leadership and Team Management:
• Lead and mentor a team of sales enablement professionals, providing guidance and support to achieve their goals.
• Foster a culture of continuous learning and development within the sales organization.

Qualifications/Experience 

• 10+ years of experience in sales, with a minimum of 5 years in a sales enablement or related role.
• Experience with B2B2C or B2C sales, enabling sales teams to engage with consumer-facing markets and speak the consumer language.
• 5+ years experience managing and coaching an enablement team
• Proven track record of developing and implementing successful sales enablement strategies.
• Strong understanding of the SaaS industry and video platform technologies.
• Excellent leadership, coaching, communication, and interpersonal skills.
• Exceptional business acumen and systems thinking.
• Strong interpersonal skills, with the ability to build relationships and guide stakeholders at all levels of the organization.
• Experience influencing and building credibility with high-performing teams across cultures
• Adaptability with proven ability to work in a fast-paced, dynamic environment and manage multiple priorities.
• Proficiency with sales enablement tools and salesforce.com 
• Bachelor’s degree in Business, Marketing, or a related field; MBA preferred.
• Must be commutable to our Boston office in Fort Point Harbor.

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, and we actively support a culture where inclusion and growth are at the center. We hire, recognize, and promote employees who are committed to these same ideals. We value collaboration, creativity, work/life balance, professional growth, and creating an empowering space for open communication. No matter where our employees work, remotely or in one of our global offices, employees have plenty of opportunities to meet colleagues and celebrate a variety of personal interests and perspectives.

While remote work arrangements are available for most positions we also offer hybrid or on-site working options in our Boston office, located in beautiful Fort Point harbor. Employees enjoy access to fully-stocked kitchens and social activities including: happy hours, trivia, ping pong tournaments, and events and celebrations of all kinds.

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 emailrecruiting@brightcove.com. 

The BrightcovePrivacy Policyexplains the processing and purposes of any personal information.