Client Solutions Director

Brightcove Global Services sells, designs, and builds highly scalable and complex video solutions 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 video and streaming technology solutions, platforms and experiences on top of the Brightcove product suite. You will be responsible for partnering with our account executives in the US media team to consult, scope, propose and sell solutions that use Brightcove 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 the solutions.  

Our ideal candidate will have 8+ years of experience in solution consulting selling in a design and build agency or a technical services environment (pure technical services or professional services within a product organization). The candidate should have an understanding of the mobile and living room device app ecosystem that is used for streaming content, with a passion for creating seamless, user friendly experiences. They  should also have a solid grasp of how streaming experiences are built from a backend and system integration perspective, and have the confidence to take prospects and customers on a journey to transformation using a combination of strategic and tactical guidance, and technical expertise.

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 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. They would also work with the project managers to ensure final delivery meets customers expectations.

Qualifications/Experience

• 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. 

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.

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 recruiting@brightcove.com.

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