Principal Business Development Manager

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On any given day at Disney Entertainment & ESPN Technology, we're reimagining ways to create magical viewing experiences for the world's most beloved stories while also transforming our media business for the future. Whether that's evolving our streaming and digital products in new and immersive ways, powering worldwide advertising and distribution to enhance flexibility and efficiency, or delivering Disney's unmatched entertainment and sports content, every day is a moment to make a difference to partners and to hundreds of millions of people around the world.

A few reasons why we think you'd love working here:

• Building the future of Disney's media: DE&E Technologists are designing and building the infrastructure that will power our media, advertising, and distribution businesses for years to come.
• Reach & Scale: The products and platforms this group builds and operates delight millions of consumers every minute of every day - from Disney+ and Hulu, to ABC News and Entertainment, to ESPN and ESPN+, and much more.
• Innovation: We develop and implement groundbreaking products and techniques that shape industry norms and enhance how audiences experience sports, entertainment & news.

The Ad Platforms team is responsible for building and operating the technology that supports Disney's industry-leading, multi-billion dollar global advertising business. Working across all of Disney's streaming brands and linear channels, this team's scope is wide ranging - they impact everything from core infrastructure development that powers Disney's proprietary ad server, to reimagining viewer-first ad experiences and formats. This team's award-winning, in-house built technologies are the backbone of Disney's ad business and a critical element of the Company's streaming future!

The Ad Platforms Business Development Team is responsible for partner strategy and management for a select group of priority platform partners across the Advertising and Data business. Our key partners are an integral part of our Advertising Product strategy and vital contributors to our Product roadmap. As such, the BD team closely aligns with the ADP Product Development and Engineering teams and is responsible for ensuring that our new and existing partners contribute toward our long term strategy and requirements.

Job Summary:

We are looking for a Principal Business Development Manager who has a strong technical understanding of the Ads and Data ecosystem who will be responsible for collaborating with the Advertising Product Management and Operations teams to develop partner strategy and then ensure that our partners deliver against our requirements.

The Business Development Manager will have ownership of the 3rd party assessment, value-definition, commercial partner strategy, contract management and negotiation functions, and will be responsible for ensuring that the commercial relationships reflect our short- and long-term business objectives.

The Business Development Manager will contribute directly to the Product roadmap, form business requirements and specifications, identify, evaluate and propose growth opportunities, conduct strategic analysis and partner evaluation, and contribute toward marketplace intelligence and competitive analysis in support of the Product organization. This role will both dictate and support the discovery, definition and post-launch elements of the Product development lifecycle.

The right candidate for this role will have expert-level experience in implementing commercial agreements that support the pitch to pay advertising lifecycle, and broad knowledge of the third party systems utilized for planning, buying, reporting, billing, reconciliation, measurement and attribution of linear and addressable advertising.

Responsibilities:

• Translate product strategy and operational requirements into deal points and partner requirements and work with the Product, Engineering, Operations, Legal, Finance and Sales teams to scope and negotiate optimal commercial arrangements.
• Plan, negotiate and execute deals, working with key Disney support teams to implement optimal terms and ensuring the Product-defined partner requirements are met.
• End-to-end management of all pre-deal business development initiatives, from commercial deal strategy to execution to sign off on operational plan.
• Prioritize, manage and develop relationships with 3rd party vendors that align to Product strategy, in association with the Product development teams, to ensure that the all discovery, design and post launch partner dependencies are executed against.
• Identify, evaluate and propose growth opportunities that help define Product strategy based on Advertising business objectives and KPIs.
• Conduct strategic analysis and partner evaluation assessments, including SAM/TAM and Cost-Benefit-Analyses that validate Product KPIs.

Basic Qualifications:

• Bachelor's degree in Project Management or related field, or equivalent work experience required
• 10+ years' experience in a business development, product management, commercial go-to-market roles, or related experience required
• Strong understanding of the advertising ecosystem
• Able to solve complex and unique deal related issues
• Must have a demonstrable record of success working across Advertising API programs
• Desire to work in a fast paced environment whilst maintaining high quality work output

The hiring range for this position in New York, NY and Seattle, WA is $156,300 to $209,600 per year, in Los Angeles, CA is $149,300 to $200,200 per year, and in San Francisco, CA is $163,500 to $219,200 per year. The base pay actually offered will take into account internal equity and also may vary depending on the candidate's geographic region, job-related knowledge, skills, and experience among other factors. A bonus and/or long-term incentive units may be provided as part of the compensation package, in addition to the full range of medical, financial, and/or other benefits, dependent on the level and position offered.