Director, Partner Relations

$125,000 - $140,000/Yr

Starz - Santa Monica, CA

Full-time - Senior

Santa Monica, CA

Motion Picture and Sound Recording Industries

About the position

The job holder will be responsible for growing our FAST and SVOD business, through the development and ongoing management of affiliate relationships to drive FAST and SVOD carriage, viewership, revenue, contribution margin and market share performance. Their primary responsibilities are building relationships with Lionsgate's affiliate partners, understanding each affiliate and their needs, creating strategic and specific affiliate plans, and working with Lionsgate sales and marketing teams to build promotions and activations to increase carriage and improve channel performance.

Responsibilities

• Grow FAST and SVOD revenue through existing partnerships and joint business development plans
• Manage day to day affiliate account relationships with existing clients and gain a deep understanding of their businesses including platform functionality, decision makers, and other material information
• Manage SalesForce database of client information, gathering information from Sales, Research, Marketing and FAST team and distribute regular account updates and launch dates to cross-functional teams
• Work with Marketing to create joint initiatives and partner programs to drive preferred platform merchandising and affiliate account support
• Drive strategy and creation of B2B sales materials for sales roadshow, pitches and regular affiliate account communications
• Develop and leverage multi-level and peer-to-peer relationships with affiliates
• Develop strategic plans specific to each affiliate to improve carriage and channel performance through improved merchandising and placement and other levers (e.g EPG placement)
• Identify opportunities to gather affiliate data, working with affiliates and Lionsgate's research team, and use that data to drive actionable insights
• Work closely with Lionsgate sales team, advise on and support carriage discussions, new channel launches and drive adoption of existing channels
• Lead account review meetings with each affiliate, working with the affiliate and marketing, sales, business planning and finance to drive real insights into affiliate performance, and growth opportunities
• Specifically for SVOD, understand key metrics of performance and execute plans to drive subscriber growth and reduce churn, working with and supported by affiliates
• Monitor affiliate, market and competitor activity and provide feedback to senior leadership and other stakeholders
• Meet assigned goals for viewership and other strategic objectives
• Manage customer expectations and contribute to a high level of customer satisfaction
• Build strong internal relationships with Sales, Marketing, Business Affairs & Legal, Research, Planning and Finance functions and leadership
• Demonstrate expertise of all FAST and SVOD platforms, and represent Lionsgate's strategy externally and internally
• Create and contribute to a culture of success and ongoing business and goal achievement
• Travel for in-person meetings with customers and partners and to develop key relationships

Requirements

• 8+ years Sales and Distribution experience in channels, or relatable new media industries
• Proven success in driving superior value from direct management and or leadership of large scale national & or multinational affiliates or customers
• Ability to think strategically to achieve competitive advantage, consider longer term impacts and translate strategies into specific objectives and actionable plans
• Highly numerate, analytical and commercially astute
• Excellent communication and ability to influence at all levels with confidence to challenge appropriately
• Able to negotiate skillfully, shape opinions, and promote and sell ideas persuasively
• This position requires some travel
• Working knowledge of industry landscape and business models