About this role
This position is based in New York City, NY and requires in-office attendance two days per week. Candidates must be able to meet this hybrid work requirement. Company-paid relocation assistance is not available. Candidates applying from outside the New York City area should clearly indicate in their resume that they are willing and able to relocate at their own expense. #LI-HYBRID
DIRECTV Advertising's growth depends on agreements that give the business access to inventory, data, technology, and demand. It also depends on local partnerships that generate multi-million dollar annual advertising revenue. The AVP, Business Development is the executive owner and chief negotiator for these agreements and runs deal governance across the business. The agreements span ad tech, content and carriage, data, demand, media, rep and resale, third-party inventory sourcing, and strategic partner and vendor relationships.
The role also leads the indirect local sales channel those agreements support. Advertising is now bought across addressable, digital, out-of-home, programmatic, and TV channels, and nearly every new product or channel depends on a partner or vendor agreement to reach the market. Local revenue depends on partnerships with leading cable and video distribution partners. Terms on inventory rights, data rights, revenue commitments, and exclusivity determine how much of that revenue DIRECTV Advertising keeps and grows. Putting both responsibilities under one senior leader means partner terms and local revenue goals are managed together, so contract decisions are made with a clear view of their revenue impact.
The AVP is responsible for negotiating all DIRECTV Advertising deals and partners directly with the Executive Committee (ExCo) to align deal strategy with corporate goals. Decisions in this role have a major effect on revenue, cost structure, and the direction of the business.
Day-to-Day Responsibilities
Contract Negotiations and Business Development (40%)
- Serve as executive owner and chief negotiator for all DIRECTV Advertising agreements, including ad tech, content and carriage, data, demand, media, rep and resale, third-party inventory sourcing, and strategic partner and vendor agreements.
- Identify, originate, and close new partner, channel, content, and device agreements that deliver multi-million-dollar annual incremental revenue.
- Negotiate vendor agreements to deliver multi-million-dollar annual cost savings or cost avoidance.
- Lead negotiations on principal terms and conditions, including inventory rights, data rights, revenue commitments, exclusivity, pricing, and term structure.
- Evaluate the revenue and cost impact of each agreement, and review financial models to assess economic value, risk, and return.
- Assess the market, competitive landscape, regulatory and privacy environment, and technical operations to prioritize opportunities across addressable, digital, out-of-home, programmatic, and TV channels.
- Direct the preparation and submission of multiple concurrent proposals and bids, and prioritize resources across the deal pipeline.
- Make sure due diligence is thorough, covering commercial, financial, technical, legal, and regulatory areas.
Local Strategic Partnership Management (15%)
- Own executive-level relationships with the cable and video distribution partners that support DIRECTV Advertising's local sales channel.
- Negotiate, renew, and manage local partnership agreements to protect and grow DIRECTV Advertising's share of local revenue.
- Manage the terms that determine revenue retention, including inventory rights, data rights, revenue commitments, and exclusivity.
- Monitor partner performance and compliance with contract terms, and resolve escalations and disputes.
- Work with partners on joint planning, product roadmaps, and new revenue opportunities.
Local Revenue Leadership (15%)
- Own delivery of the annual local revenue target.
- Lead the indirect local sales channel, including goal setting, forecasting, pipeline management, and performance reporting.
- Make sure partner terms and local revenue goals are managed together, so contract decisions reflect their revenue impact.
- Identify and act on growth opportunities in local markets, including new products, channels, and packaging.
- Report local revenue performance, risks, and outlook to the ExCo.
Cross-Functional Leadership (20%)
- Run the deal governance process across the business, including intake, approval, risk review, and escalation standards for all advertising agreements.
- Work with Legal, Finance, Tax, Product, Technology, Data, Sales, Operations, Procurement, and Risk to structure, review, and execute agreements.
- Make sure legal, accounting, and business review processes are followed on every transaction.
- Align product and channel launches with the partner and vendor agreements they depend on.
- Present findings, valuations, risks, and recommendations to the ExCo, and advise on larger strategic initiatives.
- Maintain relationships with external stakeholders, including partners, vendors, advisors, and, where relevant, regulatory and government officials.
Team Leadership (10%)
- Lead, develop, and mentor the business development and local sales channel teams.
- Set clear goals, accountability, and performance standards tied to revenue and cost targets.
- Build a culture of rigor, speed, and collaboration across teams that depend on partner and vendor agreements.
- Authorize and implement policies, playbooks, and negotiation standards for business development and deal governance.
Qualifications
Required
- 10 – 15 years of progressive experience in business development, partnerships, or commercial negotiations, with significant leadership responsibility.
- Proven record of negotiating and closing complex, high-value agreements, including multi-million-dollar transactions, and of delivering measurable revenue growth and cost savings.
- Deep knowledge of the advertising ecosystem, including ad tech, programmatic, addressable, digital, out-of-home, and TV, along with data, content and carriage, and rep and resale models.
- Experience managing multi-year distribution, carriage, or channel partnerships, preferably with cable, satellite, or other video distributors.
- Experience owning a revenue target, such as an indirect or partner sales channel, with accountability for forecasting and results.
- Strong financial acumen, including deal structuring, valuation, and financial modeling to assess the economic value of agreements.
- Demonstrated ability to lead senior-level negotiations and influence executives and external stakeholders.
- Experience running cross-functional deal governance and working with legal, finance, and technical teams.
- Strong executive presence, with excellent written, verbal, and presentation skills.
- Experience leading and developing teams.
- Bachelor's degree in Business, Finance, Economics, Communications, or a related field.
Preferred
- MBA, JD, or another advanced degree.
- Experience in media, advertising, telecommunications, or video distribution.
- Familiarity with data rights, privacy, and regulatory considerations in advertising.
- Experience in M&A, strategic partnerships, or corporate development.
- Experience negotiating with large cable operators or multichannel video programming distributors.
Core Competencies
- Negotiation and deal structuring
- Commercial and financial acumen
- Revenue ownership and accountability
- Strategic partner and stakeholder management
- Cross-functional leadership and governance
- Executive communication and influence
- Judgment and decision-making on high-impact, complex problems
May require a background check due to job duties requiring routine access to DIRECTV and DIRECTV customer’s proprietary data. Qualified applicants with arrest and conviction will be considered for employment in accordance with local ordinances and state law.
This position requires but is not limited to 10-15% travel for industry conferences and events.
This position is based in New York City, NY and requires in-office attendance two days per week. Candidates must be able to meet this hybrid work requirement. Company-paid relocation assistance is not available. Candidates applying from outside the New York City area should clearly indicate in their resume that they are willing and able to relocate at their own expense. #LI-HYBRID
A career with us comes with big rewards:
DIRECTV's compensation structure is designed to be market-competitive and fully supports efforts to attract and retain employees. It is the company's policy to offer pay that is competitive with other employers in the local market. Our salary ranges are determined by role, level, and location.
The Base Salary range displayed below reflects the minimum and maximum target salary for the position and work location(s) listed in the job posting US Labor Market Zone(s). Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.
DIRECTV WAGE ZONE
N4: $196,823 - $295,113
Please note that the salary ranges reflect base salary only and do not include bonus or benefits - when you consider all of these together, it represents a pretty impressive total compensation package.
Apply today!
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