Business Development Director, Cloud Solutions

About This Role

This is a hands-on, pipeline-owning role responsible for creating, qualifying, and advancing net-new cloud opportunities for Ross Video. The primary mandate is to build, prove, and scale a repeatable go-to-market motion for Ross’s cloud offerings.

Responsibilities

• Own net-new pipeline creation for Ross cloud solutions within defined target markets.
• Personally source, qualify, and advance opportunities from first discovery call through pilot and into recurring revenue.
• Build and maintain a focused target account list and proactively execute outreach and discovery activities.
• Drive opportunities forward in close partnership with regional sales teams, maintaining ownership for momentum and progression from discovery through pilot and commercial close.
• Define, test, and refine repeatable GTM plays for cloud solutions, including discovery frameworks, pilot structures, and conversion paths.
• Translate exploratory customer conversations into concrete opportunities with clear next steps and shared clarity on the opportunity, ownership, and path forward.
• Identify patterns across wins and losses and feed actionable insights back into product, pricing, packaging, and delivery models.
• Lead customer discovery sessions to validate use cases, value drivers, and buying criteria.
• Facilitate trials, pilots, and early production engagements in close coordination with CloudOps, Product, and sales teams.
• Ensure pilots are structured with clear success criteria, commercial intent, and a defined path to recurring revenue.
• Work with regional sales teams as an overlay once opportunities are qualified, helping advance deals toward recurring revenue.

Requirements

• Demonstrated ability to personally and independently originate qualified opportunities
• Demonstrated ability to operate in 0→1 or early-scale GTM environments where the sales motion is still being defined
• Experience owning opportunities end-to-end, from discovery through pilot and into recurring revenue
• Strong customer discovery and consultative selling skills, with comfort leading ambiguous, open-ended conversations
• Experience working cross-functionally with sales, product, engineering, and operations teams

Qualifications

• Demonstrated ability to personally and independently originate qualified opportunities, operate in 0→1 or early-scale GTM environments, and own opportunities end-to-end; Background in Media & Entertainment, broadcast, live production, or adjacent industries strongly preferred.

Nice to Have

• Background in Media & Entertainment, broadcast, live production, or adjacent industries.

Benefits