Director, Partner Relations

This is a Full Time Job

Member Summary

• Salary: $125,000 - $140,000
• Workplace Requirements: Some travel required.
• Years of Experience Required: 8 years of Sales and Distribution experience in channels or relatable new media industries.
• Education Requirements: Not mentioned.
• Hard Skills Required:
- Proven success in managing large-scale national or multinational affiliates or customers
- Strategic thinking and ability to translate strategies into specific objectives and actionable plans
- Numeracy, analytical skills, and commercial acumen
- Working knowledge of industry landscape and business models
• Soft Skills Required:
- Excellent communication and influencing skills at all levels
- Ability to negotiate skillfully and shape opinions
- Confidence to challenge appropriately
• Preferred Skills/Experience: Not mentioned.

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Full Posting

Director, Partner Relations Job Details | Lionsgate

Summary of 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. Primary responsibilities include 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, gaining 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 roadshows, 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, 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, advising on and supporting carriage discussions, new channel launches, and driving adoption of existing channels.
• Lead account review meetings with each affiliate, working with the affiliate and marketing, sales, business planning, and finance teams 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 in all FAST and SVOD platforms, representing 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 to develop key relationships.

Qualifications and Skills

• 8 years of Sales and Distribution experience in channels or relatable new media industries.
• Proven success in driving superior value from direct management or leadership of large-scale national or multinational affiliates or customers.
• Ability to think strategically to achieve a 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.
• Working knowledge of industry landscape and business models.
• This position requires some travel.