Customer Development Manager

Brightstar Lottery is an innovative global leader in lottery technology and solutions. They are seeking an experienced Customer Development Manager to join their iLottery presales team, responsible for driving early-stage opportunity development and leading strategic pursuits by engaging customers and shaping win strategies.

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

Requirements:

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