Client Solutions Director

Profile

About Brightcove:

Brightcove is a team of smart, passionate people who are revolutionizing the way organizations deliver video. We’re hyped up about storytelling, and about helping people connect, share experiences, and view the world. Bottom line: video has the power to inform, inspire, challenge, amuse, and connect. And we’re here for it.

As the industry leader in this space, we empower our customers to deliver top-notch video experiences to audiences on every screen. Our customers 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 passions and we have built a culture that values individual empowerment, excellence and collaboration.

Team Overview:

Brightcove’s Strategic Solution team scopes, 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 Enterprise technical solutions 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 customers to build incredible video experiences, we'd love to talk.

Position Overview:

This person is responsible for managing the Strategic Solutions team, who help customers define their streaming strategy and demonstrate how Brightcove can help in meeting their business goals. The team discovers, maps, and models a customer streaming strategy with the goal of optimizing the use of Brightcove and long-term, bespoke strategic solutions. The person will be responsible for managing a team of Strategic Solution directors and managers across North America and International (EMEA & APAC), guiding and coaching the team to achieving their sales quotas by creating symbiotic partnerships with the internal services team and sales teams. The candidate will also be responsible for ensuring that the team strategies are adhered to and aligned with the rest of the group and organization. The person would also lead in defining new goals and objectives for the team, and coordinating those with the rest of the group.

As well as leading the team across North America and International, the person will also be tasked with rolling out the sales enablement for the strategic sales framework, in partnership with the VP of Strategic Solutions. This enablement would include sales training, producing support material and use cases, and coaching of the wider strategic solutions team. The person will also be responsible for ensuring that the framework is implemented across all regions, and the sales teams have the necessary knowledge, collateral and support to succeed in guiding the customer across the different stages of the framework.

You will be expected to develop working relationships across many functions at Brightcove, and be a trusted partner and advisor to our existing customers and new business prospects. You will also be a partner and advocate for our delivery teams.

Our ideal candidate will have 8 years of experience in customer management and 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 global sales target, and have been responsible for overall customer success on one 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 wins. You will also have a solid understanding of video technologies and how they are used across different industries. You will also have experience of rolling out product or sales enablement and knowledge programs. Finally, you will have the flexibility to work across a global working environment and multiple timezones.

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

Job Responsibilities:

Grows the Strategic Solutions pipeline and bookings in line with the group and company targets.

Manages a global and diverse team of strategic solutions directors and managers.

Builds a global pipeline with associated forecasting and reporting.

Hiring of new team members through screening, interviewing and hiring.

Onboarding, training and mentoring of new team hires.

Providing pre-sales leadership and strategic & tactical guidance to the strategic solutions team.

Participating in and advancing the group leadership team.

Leading group marketing initiatives and thought-leadership.

Establishment of the strategic solutions enablement based on the ‘lean forward’ framework.

Analyze Brightcove pipeline and current install base to identify strategic engagement opportunities and help sales, customer success managers and strategic solutions managers to engage with target customers to understand their strategic streaming goals.

Identifies potential long-term solutions that could be built by product or the strategic solutions team that would enhance the Brightcove offering and provide tangible return on investment, demonstrate industry differentiation and competitiveness, and aid customer retention.

Scope and build internal business cases for any potential long-term and repeatable solutions, with a view to integrating them into Product.

Inspire and lead other strategic solution managers to succeed in using the ‘lean forward’ framework by encouraging FACT (facilitation, appreciation, confidence, thinking).

Qualifications/Experience:

Ability to understand client needs and identify new business opportunities.

Ability to understand and articulate complex technology concepts and value to customers.

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 customer needs and close business.

Proven ability to negotiate business contracts, including scope, timeline and cost, with customers and new-business prospects.

Willingness to build positive and productive relationships with customers.

Manage internal, cross-functional relationships to prioritize initiatives and adhere to timelines.

Experience developing 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 and Quarterly Business Reviews to ensure customer satisfaction.

Previous experience with video technologies and OTT (AVOD/SVOD/TVE) service design.

Understanding of the video streaming industry and trends.

Previous experience in Product Management/Product Marketing and defining GTM strategies.

Willingness to liaise with Delivery and Technology teams to ensure client needs are fulfilled effectively.

Demonstrated experience managing client expectations and communications between client and internal project teams.

Undergraduate Degree in Technology, Business Management or related area, or equivalent experience required.

8 years’ experience in IT services client delivery.

Strong presentation and writing skills

Working at Brightcove:

As the undisputed global leader in powering premium video for our customers, Brightcove recruits and retains highly qualified and motivated individuals, creating an environment where people can innovate and achieve their best, and we reward them for their performance by giving them the opportunity to share in the company’s success. We offer competitive compensation, stock options, 401k matching, and tuition reimbursement, as well as unlimited PTO - and we expect you to use it!

If you've gotten all the way to the bottom of this description, thank you for your interest in Brightcove! If this role sounds like something that is exciting to you please don't hesitate to apply, even if you don't meet all of our qualifications. 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. We are proud to be an equal opportunity workplace.

Send us your resume if you are interested and want to learn more!

The base salary range listed is across locations in the US. Actual salaries will vary depending on factors including but not limited to an applicant's experience, specialized skills, internal alignment and an applicant's work location.

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, generous employer Health Savings Account (HSA) contributions, tuition reimbursement, 100% paid parental leave and more.

USA Brightcove Base Salary Range

$92,400

$138,600 USD

Company info

Brightcove Inc.
Website : http://www.brightcove.com