Director, Partnership Management

Every great story has a new beginning, and yours starts here.

Welcome to Warner Bros. Discovery… the stuff dreams are made of.

Who We Are…

When we say, “the stuff dreams are made of,” we’re not just referring to the world of wizards, dragons and superheroes, or even to the wonders of Planet Earth. Behind WBD’s vast portfolio of iconic content and beloved brands, are the storytellers bringing our characters to life, the creators bringing them to your living rooms and the dreamers creating what’s next…

From brilliant creatives, to technology trailblazers, across the globe, WBD offers career defining opportunities, thoughtfully curated benefits, and the tools to explore and grow into your best selves. Here you are supported, here you are celebrated, here you can thrive.

POSITION SUMMARY:

The Director of Partner Management on the Hotel, Bulk, and Institutions (HBI) team will execute the sales and commercial strategy for both the Commercial Distribution and Partnership Management for all WBD content in the US with a focus on HBO and Max, under the direction of the Vice-President.  The Director will drive revenue growth though the identification of opportunities, negotiation and successful execution of agreements, and the ongoing management of the key partnerships. The Director will assist the VP in developing and executing on hotel, bulk and college goals and strategies and lead the day-to-day responsibilities of the entire HBI team including the needs of internal/external stakeholders. This role will also lead the team on various projects and initiatives related to subscriber and revenue growth, marketing, events, reporting, and budgeting. This position will report to the VP of HBI Partner Management.

PRIMARY RESPONSIBILITIES

• Assist VP with developing and executing on hotel, bulk, and college strategy while managing the day-to-day operations of the team (two managers, an associate manager, an analyst, a coordinator, and seasonal interns)
• Serve as day-to-day point of contact for major MVPDs, hotel chain partners and industry organizations and support VP in rolling out new hotel, bulk and college strategies and offers
• Oversee the growth and development of a Manager and an Associate Manager while spearheading staff development and performance management initiatives across the entire HBI team
• Builds & collaborates with WBD marketing team to develop comprehensive HBI marketing plans to support both B2B marketing and Partner consumer marketing
• Oversee marketing strategy and creative development with 3rd party agency and Associate Manager to execute on paid media campaigns, contractual marketing terms and all internal and external marketing tactics such as presentation decks, sell sheets, incentive collateral, etc.
• Lead sponsorship negotiations of distribution partner and customer events and support Associate Manager in overseeing tradeshow logistics and 3rd party inventory/booth company
• Collaborate with Managers to develop and execute on sales/incentive programs for MVPD partners and customers to drive new linear and app activations and maintain existing subscriber base
• Assist in managing budgets and forecasts and work with VP and Manager on expense planning for contractual and noncontractual spend/activity
• Handle payment approvals for contractual and non-contractual spend (invoices, rebates, etc.)
• Work with Brand Marketing to oversee the Campus Brand Ambassador and College Creator Programs
• Assist Analyst and Manager in producing and distributing sub reporting for partners and leadership
• Foster and maintain cross-functional collaboration across Warner Bros. Discovery and delegate day-to-day internal requests
• Proactively collaborate with the HBI team to share information and identify opportunities for process efficiencies and improvements

Selection Criteria:

• Strong experience and knowledge of content distribution business, ideally with some experience with hospitality and commercial clients
• Track record of commercial sales role
• Track record of achieving and surpassing sales targets
• Understanding of media landscape and transformations impacting the sector
• Knowledge of the hospitality sector and their requirements from channel licensing perspective useful but not essential
• Sufficient management experience to manage small remote team and to work within a complex, global corporation
• Experience in developing and closing commercial deals around content sales and distribution
• Proven exposure working in a multi-platform sales organization with a record of exceeding revenue goals
• Strong interpersonal and negotiation skills
• Experience of working with legal to define, lead and drive complex deals / contracts.
• Capacity to be an excellent ambassado