Brightcove is hiring a
Client Solutions Director

Summary

Join Brightcove Global Services as a Client Solutions Director and drive opportunities to sell customized video and streaming technology solutions. Partner with account executives to consult, scope, propose, and sell solutions that use Brightcove to media and broadcast prospects.

Requirements

• 8+ years of experience in solution selling (ideally, both back end services and front end applications) in a professional services environment (pure services, design and build agencies, or professional services within a product organization)
• Undergraduate Degree in Technology, Business Management or related area, or equivalent experience required
• Ability to understand prospect needs and identify new business opportunities
• Ability to understand and articulate complex technology concepts, the mobile and living room app ecosystem and associated value to new business prospects
• An understanding of new and emerging technologies that could be utilized in a streaming experience such as virtual environments & devices, and generative AI
• Ability to propose, sell and close a deal
• Ability to convey solution delivery processes (e.g. Agile vs Waterfall)
• Significant experience developing business proposals and customized programs to meet new business prospect needs and close business
• Proven ability to negotiate business contracts, including scope, timeline and cost, with new business prospects
• Willingness to build positive and productive relationships with new business prospects and partners
• Experience developing strategic named account strategies to meet quarterly bookings targets, including details of the relationships required, the opportunities that have to be chased, and the revenue expected from such opportunities, as well as potential threats and weaknesses that need to be addressed
• Previous experience driving strategy and scoping workshops to demonstrate Brightcove’s business and technical value
• Previous experience in OTT (AVOD/SVOD/TVE) service design, development or delivery. An understanding of FAST would also be beneficial
• An understanding of mobile app architecture, design patterns and best practices, and the importance of APIs in terms of system integration
• An understanding of the benefits of human centered design and UX
• Willingness to liaise with Delivery and Technology teams to ensure customer needs are fulfilled effectively
• Demonstrated experience managing customer expectations and communications between customer and internal project teams
• Strong presentation and writing skills
• Willingness to travel to meet prospects

Responsibilities

• Business Development. Client Solutions Directors work in close partnership with the Brightcove Account Executives in the US Media team to identify opportunities within our targeted accounts and new prospects, helping to strategize, market and sell the value of buying and using services to build a desired solution
• Solution Strategy. Client Solutions Directors work closely with prospects to help formulate transformation strategies and tactics on building and succeeding with apps , OTT platforms and streaming experiences
• Solution Ownership. Client Solutions Directors work closely with the prospects, sales leads and solution engineers, advising, guiding and taking ownership of the technical solution from the initial point of contact with a prospect to SOW signature
• Solution Development. Client Solutions Directors work closely with the Global Services Delivery team and Solution Architects to convey prospect technical requirements and communicate project timelines, scope and pricing during the pre-sales process
• Relationship Management. Client Solutions Directors work closely with the Global Services Project Managers to ensure that customers needs are communicated clearly and expectations are managed, particularly in the pre- to post-sale handoff