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.

• Actuará como experto técnico y asesor de confianza para los clientes potenciales • Ayudará a los clientes a comprender cómo las soluciones de datos de Google Cloud pueden transformar su negocio • Combinará un profundo conocimiento técnico con unas habilidades de comunicación excepcionales para impulsar el éxito de la preventa y apoyar a nuestro equipo de ventas en el cierre de acuerdos complejos • Realizará evaluaciones técnicas exhaustivas y analizará los requisitos de los clientes para diseñar soluciones de datos de Google Cloud personalizadas • Realizará presentaciones de preventa convincentes, demostraciones de productos y talleres técnicos para clientes potenciales y partes interesadas • Desarrollará pruebas de concepto, propuestas técnicas y arquitecturas de soluciones que aborden los retos empresariales específicos de los clientes • Colaborará estrechamente con los equipos de ventas para identificar oportunidades, calificar clientes potenciales y apoyar todo el ciclo de ventas • Proporcionará orientación técnica especializada sobre las plataformas de datos de Google Cloud, incluyendo BigQuery, Dataflow, Pub/Sub, Cloud SQL y servicios relacionados • Resolverá problemas técnicos y ofrecerá soluciones durante las interacciones de preventa y las fases de prueba de concepto • Mantendrá la experiencia técnica al día sobre las actualizaciones de los productos de Google Cloud, las tendencias del sector y el panorama competitivo

Who we are At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work, and strong culture of connection and global inclusion means that no matter your location, you’re part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we’re acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands. We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions! . See yourself at Twilio Join the team as Twilio’s next Principal Presales Engineer on Twilio's Strategic Communications team! About the job This position is needed to enable our customers to build the future of communications. The Twilio Principal Presales Engineer role is a critical part of the sales team, responsible for delivering the technical win for customer accounts. They lead the technical pre-sales relationship, propose technical architectures, demonstrate the product, anticipates concerns, and offers creative solutions. They build customer trust in Twilio solutions. Principal Presales Engineers should be comfortable engaging a CEO or sketching out an API flow on a whiteboard with customer software engineers. As a Principal Presales Engineer, you will be a recognized pre-sales expert and technical influencer by sales leaders. You will run even the most complex opportunities independently. Effectively communicating across departments and functions while owning the strategic vision for their organization across multiple calendar years. This is the go-to technical person for the sales team who mentors and uplifts their peers. You will work independently but actively prevent yourself from becoming a single point of failure within the team. You will have the opportunity to grow your peers and partners within other departments bringing customer insights to other Twilions. Responsibilities In this role, you’ll: - Partner with Account Executives to execute pre-sales activities including opportunity qualification, demonstrations, Proof-of-Concept, RFP, design documentation, technical presentations and enablement sessions - Lead technical discovery sessions with customers to uncover their needs and difficulties, demonstrating our capability to facilitate their success and address their challenges effectively - Build and present powerful and complex presentations and product demos to help showcase the capabilities of Twilio Communications Products - Establish yourself as a trusted advisor to our customers, introducing innovative solutions and architectures that catalyze and propel innovation - Contribute to the broader Solutions Engineering community through knowledge sharing, constructing demonstration materials, and creating reusable presentations - Be proactive, energetic, deeply passionate, and a resourceful thinker, equipped with the skills to accomplish tasks and lead others to success Qualifications Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table! Required: - Bachelors and/or Masters degree in a technical discipline (Engineering, Mathematics, Computer Science,) or equivalent practical experiences - Minimum of 8 years in a solutions engineering (presales) role, specializing in the sale of complex technical products, or 10+ years of professional experience supporting technical products, along with customer-facing experience, particularly in delivery or consulting. - Previous experience with customer engagement and supporting products and technologies along with communicating the ROI of products across various use cases to customers. - Demonstrates exceptional technical proficiency and thought leadership, actively contributing to shaping the team's strategy. - Superior written and verbal communication skills, effectively communicates strategic vision, inspires and influences others internally and externally at all organizational levels. - Customer focused problem solver, adept at striking the balance between crafting innovative technical solutions and prioritizing the customer's best interests. - Excellent time management and prioritization skills, and ability to handle competing priorities in a fast-paced environment. - Previous software development experience in one or more of the following areas: - Backend (Java, C#, Node.js, Python, PHP) - Web development (JavaScript, HTML/CSS, frontend frameworks - React, Vue.js, Angular) - Experience building with REST APIs Desired: - Experience managing strategic accounts and evangelizing new use cases and technology in the regulated verticals - Specify education, previous job experience, certifications, technical skills and soft skills required. - Familiarity with cloud platforms (Amazon Web Services, Google Cloud, Microsoft Azure) and cloud application architecture. - Previous experience in Telecom, SIP, Contact Center, or Securit Location This role will be remote, but is not eligible to be hired in CA, CT, IL, MA, MD, NJ, NY, OR, PA, RI, TX, VA, WA, or Washington DC. Travel We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 25% travel is anticipated to help you connect in-person in a meaningful way. What We Offer Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location. Compensation *Please note this role is open to candidates outside of California, Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Vermont, Washington D.C., and Washington State. The information below is provided for candidates hired in those locations only. The estimated pay ranges for this role are as follows: - Based in Colorado, Hawaii, Minnesota or Vermont : $138,872 - $173,590. - Based in Washington D.C., Illinois, Maryland, Massachusetts or California (outside of the San Francisco Bay Area): $146,592 - $183,240. - Based in New York, New Jersey, Washington State, or the San Francisco Bay area, California: $154,304 - $192,880. - This role may be eligible to participate in Twilio’s equity plan. All roles are generally eligible for the following benefits: health care insurance, 401(k) retirement account, paid sick time, paid personal time off, paid parental leave. - This role is eligible to earn commissions. The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location. Applications for this role are intended to be accepted until March 13th 2026, but may change based on business needs. Twilio thinks big. Do you? We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts. So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now! If this role isn't what you're looking for, please consider other open positions. Twilio is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.