Strategic Client Solutions Director

Position Overview

Brightcove Global Services partners, designs, and builds highly scalable and complex video solutions on our platform for some of the best known companies in the world and we're expanding. If you have Media or OTT technical solutions & sales experience, business acumen, strong value creation skills, a talent for customer management, a passion for online video, a keen sense of creativity and a willingness to work with our clients to build incredible video experiences, we'd love to talk.

The Client Solutions Director is primarily responsible for driving opportunities for Global Services to sell customized media-based services on top of the Brightcove product suite. You will be responsible for partnering with our account executives in the US media team to scope and sell custom solutions that use Brightcove technologies to media and broadcast prospects. You will be expected to develop working relationships across many functions at Brightcove, and be a trusted partner and advisor to our new business prospects within the media vertical in the US. You will also be a partner and advocate for our delivery teams who will be building innovative and scalable OTT, broadcast and media solutions.

Our ideal candidate will have 8+ years of experience in solution selling in a technical services environment (pure services or professional services within a product organization). You will have carried or are comfortable with carrying a sales target, and have been responsible for overall client success on two or more large scale engagements ($1M or more). You will also have a proven ability to create high quality, strategic, business-focused proposals, pitches and statements of work, leading to new business wins. You will also have a solid understanding of the OTT industry within the US, with an excellent grasp of how OTT is strategized, built, managed and scaled across different audiences and content types.

What we offer is the chance to work with a small, passionate team inside Brightcove to build some amazing solutions.

Job 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 sell the value of services and the desired solution.
• Solution Ownership. Client Solutions Directors work closely with the prospects, sales leads and engineers, advising and taking ownership of the technical solution from the prospect point of contact to SOW signature.
• Solution Development. Client Solutions Directors work closely with the Global Services Delivery team and Solution Architects to convey prospect requirements and communicate project timelines, scope and price throughout the 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, and final delivery meets customers expectations.

Qualifications/Experience

• 8+ years of experience in solution selling in a technical services environment (pure services or professional services within a product organization).
• 5+ years’ experience in IT services client delivery.
• 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 and value to new business prospects.
• Ability to 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.
• 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.
• 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.

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, actively creating a culture where inclusion and growth are at the center, and hiring, recognizing, promoting employees who are committed to living and breathing these same ideals. We value collaboration, creativity, work/life balance, professional growth and creating an empowering space for open communication. Whether you’re in one of our offices around the world or working remotely you have plenty of opportunities to meet colleagues and celebrate a variety of personal interests with organized groups and clubs including an Employee Action Committee, Women of Brightcove, Pride of Brightcove, Parents of Brightcove … and more to come!

We recognize that no candidate is perfect and Brightcove would love to have the chance to get to know you. 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 email [email protected].

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At Brightcove, we believe that providing comprehensive and competitive compensation and benefits packages across the globe are essential to our employees. Base salary is just one component of Brightcove’s total rewards program. We offer a wide range of benefits and perks that may include bonus or commission, Brightcove stock, unlimited paid time off, 401(K) matching, health insurance (medical, dental, and vision), generous employer Health Savings Account (HSA) contributions, tuition reimbursement, 100% paid parental leave and more.