Principal Market Development

AT&T•Atlanta, GA

2d•Onsite

About The Position

This position requires office presence of a minimum of 5 days per week and is only located in the location(s) posted. No relocation is offered. As a Principal, Partner Development, you will lead on‑device monetization and strategic partner initiatives across the Android ecosystem, working at the intersection of OEM partnerships, customer experience, and revenue generation. You will play a critical role in ensuring AT&T maintains commercial control, customer visibility, and monetizable real estate on mobile devices as the industry evolves toward AI‑driven services, new distribution models, and shifting platform dynamics. This is a senior individual contributor role with significant executive visibility and external partner engagement.

Requirements

7+ years of related experience
Bachelor’s degree (BS/BA) desired.
Deep experience in partner development, business development, or strategic partnerships within technology, platforms, or device ecosystems
Strong understanding of mobile platforms, OEM dynamics, and on‑device distribution models
Demonstrated ability to define and optimize on-device distribution and placement strategies that improve discoverability and drive measurable revenue outcomes
Proven ability to negotiate and govern revenue‑share agreements, including performance measurement and invoicing mechanics
Comfort operating in ambiguity and influencing outcomes without direct authority
Exceptional ability to translate technical and ecosystem complexity into executive‑level business narratives
AI/assistant partnership experience across on-device distribution models

Nice To Haves

MBA or advanced degree preferred

Responsibilities

Serve as a strategic lead for Android OEM experience and monetization discussions, including device placements, migration behaviors, and post‑launch experience integrity
Engage directly with senior OEM and platform stakeholders to resolve issues that impact customer experience, partner integrations, and revenue outcomes
Help define AT&T’s long‑term position for on‑device monetization
Develop and execute strategies to monetize on‑device real estate through third‑party apps, services, and AI experiences, balancing customer value with sustainable commercial results
Lead evaluation and prioritization of consumer AI services on Android devices, including distribution models, default positioning, and revenue‑share constructs
Translate emerging ecosystem shifts (AI assistants, default services, installer models) into clear business opportunities and risks for executive leadership
Define, maintain, and govern the Programming Guide, establishing the standards for how AT&T apps, widget highlights, and partner applications are delivered to devices
Coordinate across OEMs, installer partners, and internal teams to ensure consistent, scalable delivery of AT&T and partner experiences at launch and post‑launch
Act as the central point of accountability for what gets delivered, how it is delivered, and where it appears on the device
Resolve delivery conflicts where OEM tooling, migration behavior, or platform constraints interfere with intended placements or highlights
Protect AT&T’s customer‑facing experiences by addressing OEM or platform behaviors that dilute new‑device experiences or suppress discovery of partner services
Align delivery approaches (installer‑based, silent download, system vs. user memory) with commercial strategy while navigating technical and operational constraints
Drive cross‑functional execution to ensure strategies translate into real‑world, launch‑ready outcomes
Own complex commercial negotiations and revenue‑share amendments with OEMs and partners to ensure AT&T captures fair value as monetization models evolve
Partner closely with legal, sourcing, finance, and audit teams to ensure agreements are enforceable, scalable, and financially sound
Act as a point of escalation when partner behaviors or reporting practices create financial, operational, or strategic exposure
Establish and own partner performance reporting frameworks that measure monetization outcomes tied to contractual revenue‑share terms
Translate partner‑reported data into invoice‑ready reporting, ensuring accuracy, auditability, and alignment with contract language
Work cross‑functionally with finance, billing, and audit teams to enable timely invoicing, revenue recognition, and dispute resolution
Identify gaps in partner reporting or data transparency and drive remediation to protect AT&T’s financial interests
Create executive‑ready strategy materials, one‑pagers, and presentations that frame complex partner and AI topics in clear business terms
Support leadership cadence with insights on revenue, margin, and performance tied to partner programs and monetization initiatives
Help leadership navigate key strategic choice points, including when to enforce control, renegotiate value, or pivot partnership strategy

Benefits

Medical/Dental/Vision coverage
401(k) plan
Tuition reimbursement program
Paid Time Off and Holidays (based on date of hire, at least 23 days of vacation each year and 9 company-designated holidays)
Paid Parental Leave
Paid Caregiver Leave
Additional sick leave beyond what state and local law require may be available but is unprotected
Adoption Reimbursement
Disability Benefits (short term and long term)
Life and Accidental Death Insurance
Supplemental benefit programs: critical illness/accident hospital indemnity/group legal
Employee Assistance Programs (EAP)
Extensive employee wellness programs
Employee discounts up to 50% off on eligible AT&T mobility plans and accessories, AT&T internet (and fiber where available) and AT&T phone