Client Solutions Director, Brightcove
$127.6-191.4k
Travel will be required
Leading cloud-based online video platform
Job no longer available
Leading cloud-based online video platform
501-1000 employees
Job no longer available
$127.6-191.4k
Travel will be required
501-1000 employees
Company mission
To break through to audiences everywhere by offering powerful video solutions for marketing, enterprise communications, and more.
Role
Who you are
- 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
What the job involves
- 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
- 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
Our take
Brightcove enables content creators to gain additional revenue from their online video products through new distribution and analytics opportunities. Its services generate a cash flow by allowing advertisers to purchase sponsorship bumpers and watermarks. But that's just the start; the firm is also drawing in customers as a cutting-edge analytics platform.
The company now operates in more than 60 countries and is developing new strategies that enhance current offerings and create opportunities to expand existing businesses. The latter includes the 2023-launched Brightcove Communication Studios, a platform that helps teams better communicate and engage with internal stakeholders as well as an Ad Monetisation service for client companies.
Brightcove now works with customers across a range of sectors and industries, including BBC, Adobe, Ford, Forbes, and Premier League and continues to spoil its customers with new features and incentives.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 7 rounds)
Apr 2010
$12m
SERIES D
May 2008
$4m
SERIES D
Total funding: $157.2m
Company benefits
- Nourishment: Catered lunches and fully-stocked kitchens around the globe, you’ll never go hungry here!
- Financial Wellness: Plan for the future with our competitive compensation packages, 401K matching, and recognition awards.
- Employee Experience: It’s not all about work. From poker games to summer happy hours (virtual and in-person), and epic Halloween parties—we bring the fun.
- Learning & Development: You’ll solve challenging problems daily here. And to help you do that we’ve got tuition reimbursement programs, mentoring partnerships, and regular meetups like our Women in Technology initiative.
- Giving Back: We’re all about making an impact on local communities, so we encourage employees to take volunteer time off and match charitable donations up to $100.
- Health: Outstanding health and wellness benefits help you nourish body and soul so you can be your best self.
- Time Off: Refresh, recharge, and keep work and life in balance with our generous vacation benefits, including unlimited PTO and half-day Fridays!
Company HQ
Fort Point Channel Landmark District, Boston, MA
Leadership
Marc DeBevoise
(CEO)Experienced Executive with over 15 years in senior roles. They are currently an Executive Producer at Horizon: An American Saga, an Advisory Board Member at Antenna, and a Board President at The Door.
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