Customer Development Manager Location: Providence, RI, US, 02903West Greenwich, RI, US, 02817 Requisition ID: 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 www.brightstarlottery.com . **Overview** Acts as an opportunity hunter, relationship builder, and win strategist responsible for driving early-stage opportunity development and leading strategic pursuits. Proactively engages customers before RFPs, gathers meaningful intelligence on needs and priorities, and shapes win strategies in collaboration with sales, product, technical, and executive teams. Ensures the organization is well-positioned, well-informed, and competitive long before solicitations are released. **Responsibilities** + Identify, monitor, and track opportunities well in advance of formal RFPs; analyse customer priorities, market signals, procurement cycles, and competitive trends. + Gather and consolidate business intelligence through customer meetings, tradeshows, product demonstrations, industry events, and benchmarking sessions to inform strategy and solution development. + Build, strengthen, and maintain trusted relationships with key customer contacts, influencers, and decision-makers throughout the pre-RFP and RFP lifecycles. + Qualify opportunities based on customer fit, competitive positioning, required capabilities, and expected ROI; prepare and present disciplined go/no-go recommendations to leadership. + Lead development of win themes, differentiators, and value propositions in partnership with cross-functional teams, ensuring alignment with customer needs and organizational capabilities. + 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. + Facilitate internal communication and alignment across sales, product, technical, and leadership teams to ensure consistent strategy, insight sharing, and competitive positioning. + 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. + Monitor industry developments and maintain visibility into upcoming opportunities to strengthen pipeline planning. **Qualifications** + Bachelor’s degree required or industry experience equivalent. + 6+ years of experience in customer development, business development, capture management, or strategic pursuit roles. + Demonstrated leadership of proposal writing and design teams; strong understanding of proposal structures, compliance requirements, and competitive positioning. + Strong communication, relationship-building, and customer engagement skills, with the ability to influence internal and external stakeholders. + Proven analytical skills with experience evaluating customer needs, market trends, benchmarking and competitive landscapes. + Proficiency in CRM tools, pipeline management, and opportunity qualification frameworks. **Success Profile** • Leading Complexity • Leading People • Leading the Business • Leading Self \#LI-DAK #LI-HYBRID 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. IGT is committed to sustaining a workforce that reflects the diversity of the global customers and communities we serve, and to creating a fair and inclusive culture that enables all our employees to feel valued, respected and engaged. IGT is an equal opportunity employer. We provide equal opportunities without regard to race, color, religion, gender, sexual orientation, gender identity, gender expression, pregnancy, marital status, national origin, citizenship, covered veteran status, ancestry, age, physical or mental disability, medical condition, genetic information, or any other legally protected status in accordance with applicable local, state, federal laws or other laws. We thank all applicants for applying; however, only those selected to interview will be contacted.