Brightstar Lottery - Customer Development Manager (18953)

Brightstar is an innovative, forward-thinking global leader in lottery that builds on our renowned expertise in delivering secure technology and producing reliable, comprehensive solutions for our customers. As a premier pure play global lottery company, our best-in-class lottery operations, retail and digital solutions, and award-winning lottery games enable our customers to achieve their goals, fulfill player needs and distribute meaningful benefits to communities. Brightstar has a well-established local presence and is a trusted partner to governments and regulators around the world, creating value by adhering to the highest standards of service, integrity, and responsibility. Brightstar has approximately 6,000 employees. For more information, please visit
Overview

We are looking for an experienced Customer development manager in the iLottery presales team to act as an opportunity hunter, relationship builder, and win strategist responsible for driving early-stage opportunity development and leading strategic pursuits.


In this role, you will proactively engage customers before RFPs, gather meaningful intelligence on needs and priorities, and shape win strategies in collaboration with sales, product, technical, and executive teams. You will thus ensure the organization is well-positioned, well-informed, and competitive long before solicitations are released.
Responsibilities

• Strategic opportunity qualification: identify, monitor, and track opportunities well in advance of formal RFPs; analyze customer priorities, market signals, procurement cycles, and competitive trends.
• Discovery & Needs assessment: gather and consolidate business intelligence through customer meetings, tradeshows, product demonstrations, industry events, and benchmarking sessions to inform strategy and solution development. Support customer engagement activities such as capability briefings, solution discussions, and product demos to deepen understanding and shape customer perception. Must be willing to travel.
• Value engineering: qualify opportunities based on customer fit, competitive positioning, required capabilities, and expected ROI; prepare and present disciplined go/no-go recommendations to leadership.
• Solution Planning and design: facilitate internal communication and alignment across sales, product, technical, and leadership teams to ensure consistent strategy, insight sharing, and competitive positioning that aligns with the prospect Lottery organization's operating model and strategic objectives
• Cross-functional collaboration: act as the 'voice of the prospect', lead development of win themes, differentiators, and value propositions in partnership with cross-functional teams, ensuring alignment with customer needs and organizational capabilities.
• Win theme development: provide strategic oversight and direction to proposal writing and design teams; ensure clear messaging, compliant structure, compelling visuals, and high-quality submissions delivered on time.
• Stakeholder engagement: build relationships with C-suite and senior stakeholders at prospect Lottery organizations to act as a trusted advisor throughout the pre-sales cycle

Success In This Role Will Look Like

• Increased volume and quality of qualified early-stage opportunities entering the pipeline.
• Improved win rates through strong customer engagement, early shaping activities, and effective pursuit strategy.
• Delivery of compliant, high-quality, persuasive proposals that clearly demonstrate value and competitive differentiation.

Qualifications

• Industry knowledge: deep understanding of ilottery market entry strategies, licensing processes, omnichannel retail solutions, digital-native player experiences, and lottery regulatory environments.
• Capture Management: demonstrated leadership of proposal writing and design teams; strong understanding of proposal structures, compliance requirements, and competitive positioning.
• Analytical Prowess: proven analytical skills with experience evaluating customer needs, market trends, benchmarking and competitive landscapes; proficiency in CRM tools, pipeline management, and opportunity qualification frameworks.
• Experience: 6+ years of experience in customer development, business development, capture management, or strategic pursuit roles; bachelor's degree required or industry experience equivalent.

Success Profile

• Leading Complexity
• Leading People
• Leading the Business
• Leading Self

#LI-DAK #LI-Remote

At Brightstar, we consider a wide range of factors in determining compensation, including background, skills, experience, and work location. These factors can cause your compensation to vary. The estimated starting compensation range is $90,746 - $200,000. The actual pay offered may end up being higher or lower. The Company will comply with all local pay requirements and collective bargaining agreements, where applicable.

Base pay is only one part of our Total Rewards program. Sales roles may be eligible for commission payments, while other roles are eligible for discretionary bonuses. In addition, we offer employees a 401(k) Savings Plan with Company contributions, health, dental, and vision insurance, life, accident, and disability insurance, tuition reimbursement, paid time off, wellness programs, and identity theft insurance. Note: programs are subject to eligibility requirements.

All Brightstar employees have a role in information security. Annual training will be assigned and required as appropriate.