• Collaborate with the Sales and BID teams in preparing tender responses and develop tailored presentations and proposals that address specific client needs and challenges • Conduct comprehensive software demonstrations to potential clients, highlighting the key features and benefits of NEC Revenues and Benefits solutions • Maintaining and testing pre-sales databases for each software release, ensuring new functionality is incorporated into demonstrations. • Configuring, building, and showcasing all relevant modules effectively. • Delivering both high-level overviews and in-depth demonstrations of system functionality to support new business opportunities and account management. • Acting as a subject matter expert for internal and external queries related to revenues and general system functionality. • Building strong customer relationships to support sales growth and develop case studies. • Collaborating with the product team to the development of product roadmaps by providing market insights and client feedback. • Participate in industry events and conferences to promote NEC solutions and build relationships with key stakeholders

• Prepare and deliver high-quality product presentations and demos, both onsite and remote • Help prospects understand how Witboost integrates with their existing ecosystem (data platforms, CI/CD, governance tools, catalogs, ticketing systems) • Support Sales in qualifying opportunities and shaping technically sound deal strategies • Define when a POC or MVP is the right next step and scope it clearly • Contribute to RFP/RFI responses and technical due diligence • Act as a bridge between customers and product, sharing feedback and field insights • Build reusable demo assets, solution patterns and reference architectures

Role Description 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. - 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. - 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 Requirements - 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. - 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.

• Consult & create – Partner with customers and sales colleagues to understand requirements and develop tailored and feasible automation concepts. • Design solutions – Translate customer needs into technically sound, cost-effective robotic automation designs. • Demonstrate value – Prepare and deliver compelling demos, simulations, and proof-of-value concepts. • Bridge worlds – Act as the technical voice in sales conversations, making complex topics simple and tangible. • Collaborate & coordinate – Work closely with internal stakeholders (engineering, product, solutions, operations) to align on deliverables and timelines. • Gather insights – Capture customer feedback and feed it directly into product development for continuous improvement.