Brightcove is hiring a

Client Solutions Manager (Flexible Location)

Nashville, United States

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 is the world’s most compelling, exciting medium, and Brightcove exists to demonstrate that video means business. 

As the industry leader in this space, we empower our customers to deliver top-notch video experiences to audiences on every screen in bold and innovative ways. When video is done right, it can have a powerful and lasting effect. Hearts open. Minds change. Creativity thrives. 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 passions and we have built a culture that values individual empowerment, excellence and collaboration. This culture enables us to develop technologies once thought impossible, provide customer support without parallel or excuses, and leverage the expertise and resources of a global infrastructure. We take our video seriously, and we take great pride in doing it as one team.

Team 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 Enterprise technical solutions experience, business acumen, strong value creation  skills, a talent for client 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.

Position Overview:

This person is primarily responsible for driving opportunities for BGS to sell customized services on top of the Brightcove product suite. You will be responsible for partnering with our sales and account teams to scope and sell custom solutions that use Brightcove technologies. 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 5+ years of experience in client 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 sales target,  and have been responsible for overall client 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.

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 Partners work closely with the Brightcove Field Sales and Account Management teams to identify opportunities within our customer base and prospects, helping to sell the value of BGS and the desired solution.
  • Solution Ownership. Client Partners work closely with the customer, sales leads and engineers, advising and taking ownership of the technical solution from the customer point of contact to SOW signature.
  • Solution Development.  Client Partners work closely with the BGS Delivery team and Solution Architects to convey client requirements and communicate project timelines, scope and price throughout the sales process.
  • Relationship Management. Client Partners work closely with the BGS Delivery Manager and Project Managers to ensure that client needs are communicated clearly and expectations are managed, particularly in the pre- to post-sale handoff, and final delivery meets customers expectations.

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.
  • 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 in OTT (AVOD/SVOD/TVE) service design, development or delivery (not required but helpful).
  • 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.
  • 5+ years’ experience in IT services client delivery.
  • Experience as project/program/product manager (not required but helpful).
  • 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!

We are currently all working remotely due to Covid-19 and we are flexible to the location of this role. 

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!