Sr. Manager, Technical Negotiations, PD Operations

The Walt Disney Company•Bristol, CT

About The Position

Sr. Manager, Technical Negotiations, Platform Distribution Operations Platform Distribution Operations provides operational and technical expertise, monetization support, product strategy, product implementation, direction and strategic guidance and project management for all of Platform Distribution including theatrical, linear networks, AVOD/SVOD, transactional, airlines, audio, FAST, news aggregators, syndication and direct-to-consumer products. Platform Distribution Operations collaborates with, influences and directs prioritization of work with Technology, Disney Streaming, Studio Operations, Broadcast Operations, ESPN and WDTV Programming and Production, ESPN and WDTV Legal, Accounting, Finance, Research and Marketing and Disney Ad Sales and with external distribution partners, sports league partners, software and hardware vendors, content delivery service providers and consultants. Platform Distribution Operations is seeking an enthusiastic and detail-oriented Sr. Manager to join our Technical Negotiations team. In this role, you will: Lead the strategy, negotiation and execution of multi-faceted technical (e.g., tech specs, authentication requirements), content protection (e.g., piracy, usage rules), advertising (e.g., dynamic ad insertion) and data (e.g., content and ad measurement) terms with distribution and platform partners Support Platform Distribution Sales teams to present, sell-in and negotiate carriage of TWDC’s content and digital products with distribution and platform partners Manage and collaborate with multi-matrixed, cross-departmental groups across TWDC to align distribution efforts with network and Platform Distribution priorities as well as strategic planning and prioritization of distribution, content protection, data and advertising and technology initiatives and projects Partner with the Data and Advertising team to collaborate with Disney Ad Sales to establish and execute on monetization strategies across distribution platforms Lead and manage applicable vendor negotiations/agreements Lead, evaluate and execute on applicable new business development opportunities Lead, manage and coach one direct report Create a team environment that is open and inclusive that encourages candor, communication and collaboration Create and build relationships with counterparts across TWDC in sales (distribution and advertising), operations, data/research, programming, production, digital media, legal, accounting, engineering and technology, etc. Create and build relationships externally with distributors, business partners, vendors and technology developers Demonstrate strong “horizontal” and “vertical” leadership capabilities that enables this individual to 1) coalesce a broad internal cross-functional team around an agreed objective and 2) develop strong collaborative relationships with distributors to further negotiation and partnership efforts Demonstrate strategic thinking, problem solving, the ability to synthesize complex issues, and communicate effectively under tight timelines (e.g., during deal negotiations). Uses critical and creative thinking and analysis to solve highly complex, multifaceted business challenges in a multi-matrixed, cross departmental and cross TWDC environment, employing relationship building, team building, collaboration and critical thinking strategies and skills Oversee and manages two direct reports Contributes to the development of sales and delivery strategies in support of Platform Distribution and translates those into action plans and initiatives Manages the ongoing implementation of business plans and systems/tools to maximize revenue

Requirements

7+ years of industry experience
1+ year leadership experience strongly preferred
Aptitude and enthusiasm for navigating and analyzing contracts and other legal documents to determine detailed contractual ramifications of deal points
Has in-depth knowledge of the terms and conditions and compliance requirements of distribution agreements and vendor obligations and requirements
Has in-depth knowledge of project management practices
Has excellent relationship building, collaboration, negotiation and influencing skills
Is recognized as a technical business negotiations subject matter expert
Has in-depth appreciation of the needs and concerns of distribution partners regarding systems requirements, implementation plans, technical obligations
Has in-depth knowledge of TWDC’s streaming products, SVOD, AVOD, PPV, Disney+, ESPN Unlimited, ESPN Select
Has a strong understanding of the market positioning and strategies of Platform Distribution
Bachelor’s Degree required
Some travel and non-traditional work hours required depending on business needs

Responsibilities

Lead the strategy, negotiation and execution of multi-faceted technical (e.g., tech specs, authentication requirements), content protection (e.g., piracy, usage rules), advertising (e.g., dynamic ad insertion) and data (e.g., content and ad measurement) terms with distribution and platform partners
Support Platform Distribution Sales teams to present, sell-in and negotiate carriage of TWDC’s content and digital products with distribution and platform partners
Manage and collaborate with multi-matrixed, cross-departmental groups across TWDC to align distribution efforts with network and Platform Distribution priorities as well as strategic planning and prioritization of distribution, content protection, data and advertising and technology initiatives and projects
Partner with the Data and Advertising team to collaborate with Disney Ad Sales to establish and execute on monetization strategies across distribution platforms
Lead and manage applicable vendor negotiations/agreements
Lead, evaluate and execute on applicable new business development opportunities
Lead, manage and coach one direct report
Create a team environment that is open and inclusive that encourages candor, communication and collaboration
Create and build relationships with counterparts across TWDC in sales (distribution and advertising), operations, data/research, programming, production, digital media, legal, accounting, engineering and technology, etc.
Create and build relationships externally with distributors, business partners, vendors and technology developers
Demonstrate strong “horizontal” and “vertical” leadership capabilities that enables this individual to 1) coalesce a broad internal cross-functional team around an agreed objective and 2) develop strong collaborative relationships with distributors to further negotiation and partnership efforts
Demonstrate strategic thinking, problem solving, the ability to synthesize complex issues, and communicate effectively under tight timelines (e.g., during deal negotiations). Uses critical and creative thinking and analysis to solve highly complex, multifaceted business challenges in a multi-matrixed, cross departmental and cross TWDC environment, employing relationship building, team building, collaboration and critical thinking strategies and skills
Oversee and manages two direct reports
Contributes to the development of sales and delivery strategies in support of Platform Distribution and translates those into action plans and initiatives
Manages the ongoing implementation of business plans and systems/tools to maximize revenue