Mark Lendrum Email & Phone Number

London, Gb

Boston, Massachusetts, Us

My team extends our core SaaS video products, we integrate and build truly scalable video infrastructure for media and enterprise organisations. • Business Development: Hunt and identify opportunities, support customer priorities, and sell the value of the Brightcove and our Strategy Solutions team (custom built projects). Focus on building strong relationships with clients and colleagues alike.• Strategic Thought Leadership: Conduct discovery sessions and workshops to understand customers' streaming business, goals, and strategies, helping align Brightcove’s solutions with their short- and long-term objectives.• Solution Ownership: Take ownership of the sales cycle, from initial contact to statement of work (SOW) signature, ensuring alignment with customer needs.• Solution Development: Work with the Strategy & Integrations Delivery team and Solution Architects to translate customer requirements, manage timelines, scope, and pricing during the sales process.• Relationship Management: Lead discovery discussions to understand customer priorities and goals. Ensure clear communication of customer needs and manage expectations throughout the sales process, especially during the transition from pre-sale to post-sale. Act as the internal Product Owner on behalf of our customers' solutions.

Boston, Massachusetts, Us

I have the exciting mission of helping our clients become more successful and growing our fanbase, whilst bringing in new customers into the Brightcove family.• Owned the full sales cycle from outbound prospecting to closing, covering major accounts in the UK/EU territory and securing new logos.• Overachieved individual sales targets, delivering $2.26 million in 2021 (target: $1M) and $1.2 million in 2022 (target: $1M).• Capitalized on a client's key event to achieve $600K in growth within 12 months.- Ranked #1 for lead conversion, producing personalized cold outbound campaigns that resulted in higher engagement and shorter sales cycles.• Demonstrated leadership by training and mentoring new hires, refining internal processes, and improving negotiation on legal terms and InfoSec policies.• Successfully apply the MEDDPICC methodology, maintaining a 3x pipeline and conducting monthly risk/churn analysis.• Develop tailored, comprehensive proposals that showcase the company’s value proposition and meet client objectives.

Boston, Massachusetts, Us

Awarded Top Sales and Account Manager 2020-2021, EMEA Responsible for managing full-lifecycle client relationship for Brightcove's largest customers in EMEA, both privately held and public. As my client's main relationship point of contact I'm responsible for• Leading product adoption and expansion within our customers to succeed with video• Owner of the procurement and commercial relationship • Product-Engineering liaison, act as customer ambassador (Roadmap, product enhancement, feedback)•Lead and facilitate custom development projects through our professional services team• Ensure customers have touch points across our executive leadership, product and design teams• Managed a portfolio of 25 enterprise accounts across diverse sectors, consistently achieving growth targets.• Delivered 135% growth in a $2.3M book of business for FY 2020.• Led the negotiation and execution of high-stakes, multi-year deals, coordinating internal and external teams for successful delivery and implementation.• Played a key role in a 583% ARR growth deal, ensuring the successful launch of a flagship project.• Boosted NPS scores by building executive relationships and actively participating in product design programs.[Video] Get to know me: https://get.brightcove.com/bc-am-mark-lendrum/

Boston, Massachusetts, Us

Awarded Top Account Manager 2019-2020, EMEA• Managed enterprise clients (3K+ employees) across sectors such as manufacturing, digital media, luxury, and retail.• Achieved 112% of growth targets, overseeing a $1.4M ARR book of business with a 90%+ renewal rate.• Developed cross-sell and up-sell strategies, maximizing revenue from key reseller partnerships.• Led initiatives to improve competitive positioning, including language enhancements for a reseller, which contributed to increased market share.

Boston, Massachusetts, Us

• Achieved an 89% renewal rate and grew account spend by 115%.• Developed strong in-person presentation and product demonstration skills, leading to a #1 ranking for new bookings in the team.• Traveled extensively within the region to cultivate client relationships, driving growth through face-to-face interactions and strategic negotiations.

London, Gb

Key Responsibilities• Collaborated within a cross-functional team including product, design, operations, support and marketing. Measured on increased product adoption, engagement, and renewal. • Investigated customer feedback and supporting data to identify gaps in customer experience and implement product solutions. i.e. Raised feedback to improve admin portal to be user-friendly with additional features. • Ensured client satisfaction Nurtured customer accounts pre and post sales; deployment/implementation, training, problem resolution. Worked on sales proposals and led the RFP process alongside InfoSec team.• Grow, manage and increase performance of select (25-30) mid-market and enterprise accounts across EMEA and AMER regions, identify add-on or new product sales opportunities. For example, I managed an at-risk account and discovered an opportunity for a new product line. This led to doubling their license count, an up-sell to new features, and complete switch from a competitor, along with a published case study• Point of escalation and responsible for mediation between client and internal stakeholders• Advocate for client and ensure brand loyalty; work with Product and Engineering to manage deliverables• Continually improved my knowledge of the product suites to become more valuable to team and clients

London, Gb

• Outbound cold calling and managed campaign lead generation and opportunity qualification• Increased qualified lead pipeline, collaborated on pitching and proposal documents. • Collaborated with enterprise sales to develop vertical pipeline and and assisted on closing opportunity• Promoted from Business Development Executive (June 2013 – January 2014) within first 8 months to Customer Success Executive.• My biggest achievement was qualifying and converting a 700-license deal worth over US$120K

Completed 200 hours of Power Living Australia Yoga Teacher Training (September 2011); Fitness Australia Certified and Yoga Alliance Certified

Gold Coast, Queensland, Au

Literacy Planet is a pioneer of online digital learning for literacy. • Managed sales and business development of an online device-driven, multi-platform educational software tool.• Managed new business and renewals across two state territories, growing the book of business by 120% within one fiscal year. • Led marketing campaigns, product training, and conference outreach, building strong client relationships across a portfolio of 115 accounts.M and face-to-face), relationship management and customer service.• Developed abilities and applied technical nuances of SaaS to enhance product knowledge. • Advised on sales and marketing strategies, brand development and product placement. • Lead and facilitate bespoke training for groups on effective product implementation, with on-going customer service. • Followed market trends and R&D in sectors of education, technology, and government while actively contributing to the sector through social media channels.• Regularly attended regional meetings and conferences across a range of customers, influencers and industry leaders.

Vancouver, Bc, Ca

lululemon athletica are world leaders in creating athletica apparel for sweaty pursuits and inspire communities through inspiring fun, fitness and creating lives people want to live. • A retail leader cross PNL, inventory, visual merchandising and exemplified our culture• Managed team members' self-development, fostering a culture of continuous learning and goal-setting• Built strong relationships with our local athletic/teacher community; I onboarded three Ambassadors to represent our community store and the Lululemon ethos – boosting brand visibility and increased sales • Organised in-store events, led yoga classes for our community, expanding word-of-mouth marketing • Exceeded quarterly sales targets YoY through goal-setting and our entrepreneurial team spirit

Bachelor Of Liberal Studies, Sociology, Cultural Studies, Geography

Bachelor Of Liberal Studies, Sociology