Senior Manager, Business Development & Partnerships

The Business Development & Programmatic Partnerships Lead (Senior Manager) will manage a portfolio of demand partnerships for Spectrum Reach’s National Sales organization and lead a growing team for subsets of the business.

This role’s focus will be multifaceted spanning GTM, sales management, and business operations. Go-to-market efforts on establishing a new book of business consisting of revenue focused partnerships across SSP Demand (e.g. Marketplaces, SSP Sourced Deals), Indirect Sales Demand (e.g. DSPs, Retail Media Networks), Strategic Partners (e.g. data partners, innovative ad units), in addition to growing demand from an existing portfolio of partnerships already in place. A secondary focus is to partner with SR’s Direct Sales Team, Account Management, and x-functional teams to develop new revenue opportunities, serve as a Sales POC into these partners, source opportunities to drive direct sales growth. A third focus areas is business operations; to build upon foundation for how the business is operated inclusive of but not limited to internal infrastructure development required for phased scaling of programmatic business, sales reporting, demand quality management, new capabilities, and more.

As a key team member of the team this role will ensure we are set up for success, partners in the advertiser ecosystem have a positive customer experience and help fuel Spectrum Reach revenue growth, and ultimately raise the profile of Spectrum Reach advertising solutions to impact both near- and long-term strategy and revenue.

Team Leadership

• Manage, coach, and lead a small (but growing) team.
• Develop targets, goals, tactics, and best practices and ensure team meets expectations.
• Responsible for defining and allocating responsibilities among the team.
• Partner with Direct Sales team to grow business and meet the needs of the marketplace.
• X-functional collaboration and excellent relationships with product, yield, finance, data teams, and ad ops

Demand Generation

• Achieve and surpass established revenue goals.
• Landscape, source, and activate new partnership deals.
• Grow demand from existing partnerships that are assigned.
• Utilize network within partner portfolio to drive both topline revenue and direct sales opportunities.
• Go to market planning, research, surfacing needs, working across teams to secure and/or grow portfolio.
• Maintain an active pipeline of new partners, and new revenue opportunities with existing partners; manage deal flow, negotiation, and partnership development.

Partner Management

• Develop strategic plan (strategy, goals, tactics) for each partner.
• Create segmentation to inform level of service, priorities, and sales strategy alignment.
• Establish mutually beneficial relationships (aligned priorities) w/ key stakeholders across partner portfolio.
• Educate and socialize the SR value prop (using insights) to partners to raise holistic SR profile in market.
• Develop a cadence of client touch points (both in person and virtual) to drive towards execution of plan.
• Collaborate on market trends to ensure SR tries new things and stays ahead of the curve/ demand.
• Evaluation of new partners and demand opportunities

Deal Management & Monetization

• Create, grow, and manage deal library to meet buyside needs (e.g. RON, News, Sports, 1P Data).
• Establish key benchmarks/ KPIs for accounts and deals.
• Campaign management; intake deal parameters, issuing deal to client, monitoring, optimization.
• Develop optimal campaign lifecycle from deal creation to QBR/ Client Check-In.
• Analyze data and use sound judgment to increase revenue (e.g. Pricing, Technical, Deal Parameters).
• Develop new opportunities using SR assets (supply, data, tech, people) to maximize revenue.

Business Operations

• Internal infrastructure development required for phased scaling of programmatic business (ex. internal business reporting, SSP data feeds, SalesForce, new capabilities, etc.)
• Strategic Project Management; Partner Scorecards, SSP Capability Matrix, etc.
• Demand Quality: Monitor all demand form all sales channels, unlock areas that have $ opportunities.

Spectrum Reach Collaboration

• Partner across Sales Org. to align strategy and drive direct sales opportunities.
• Partner w/ Marketing on sales materials (QBRs, research), press and/or events (w/ partners).
• Partner w/ Product and Activation teams as your tech counterpart for select partners, often inclusive of gathering technical/ integration/ identify requirements/ evaluation criteria/ deal/ contractual terms, and more.
• Partner w/ Yield to glean insights into inventory utilization and maximize fill.
• Partner w/ Finance to support any needs they have around billing, reporting, etc.
• Partner w/ Data teams to manage all data sales and campaign data coming from SSP partners.
• Partner w/ Operations to ensure proper connections, and deal parameters are in place.

Education

Bachelor’s Degree in Business or equivalent combination of education and work experience

Work Related Experience & Number of Years 

3+ years of CTV programmatic sales experience in a revenue impacting capacity 

6+ years of experience with proven track record of multi-million dollar sales goals  

3+ years of people leading  

3+ years of experience owning a number and managing a portfolio of demand partners at a publisher or working on other side of as a partner inclusive of SSPs, DSPs, Data/ Tech Platform, or Retail Media Networks.