Client Solutions Director

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 ena