Demand Platform Partnerships Sr. Director - Enterprise

Company at a GlanceOpenX is focused on unleashing the full economic potential of digital media companies. We do this by making digital advertising markets and technologies that are designed to deliver optimal value to publishers and advertisers on every ad served across all screens.
At OpenX, we have built a team that is uniquely experienced in designing and operating high-scale ad marketplaces, and we are constantly on the lookout for thoughtful, creative executors who are as fascinated as we are about finding new ways to apply a blend of market design, technical innovation, operational excellence, and empathetic partner service to the frontiers of digital advertising.
OpenX is seeking a Demand Platform Partnerships Sr. Director with significant experience in the programmatic ecosystem, preferably within a supply or demand platform.  This individual contributor position will be focused on revenue-generating opportunities across Enterprise DSP organizations through the development of strategic, long term partnership opportunities to drive increased value for demand partners and OpenX. 
This senior leader will be responsible for OpenX’s Enterprise DSP partnerships and strategic business relationships, using an existing and ever-expanding network of key relationships alongside robust technical knowledge and understanding of DSPs, their business models and priorities. 
In addition, this person will be responsible for generating robust account strategies across Enterprise DSP clients which identifies relevant organization structures, remits, and incentives, and leverages those to identify strategic opportunities for growth.  This person will be instrumental in showcasing OpenX’s suite of solutions - both standard and bespoke - to partners through consultative approaches and compelling story-telling.  This role will report into the VP of Demand Platforms and will be highly visible within the OpenX organization and collaborating closely with the Exec team. 
The ideal candidate will be a revenue-led, highly motivated self-starter with strong programmatic experience and technical business knowledge, specifically related to the technical & strategic relationship between DSPs and SSPs, and have an extensive history of scaling partnership, building and driving key relationships across a large organization, and an ability to seek out & identify core needs, challenges, and areas of opportunity across partners which can be supported by OpenX’s technology & platform. 

Responsibilities

• Relationship Management:
• Identify, build, and manage strong relationships with key DSP decision-makers across multiple organization through a consultative and customer-first approach. 
• Forge relationships with the DSP Agency, Client, and Account Management teams to ensure that OpenX is at the top of the consideration set for exchange and deal growth
• Represent OpenX in external meetings with executives from Demand Platforms as well as industry events and conferences
• Business Development: 
• Build & execute bespoke business development plans & strategies across OpenX’s Enterprise Demand Side Platform clients, inclusive of strategic, technical, and global initiatives which drive revenue and value for OpenX and its partners. 
• Identify new upsell opportunities for revenue growth around PMP/PG deals, OpenX 1st party data, audience extension, and identity solutions
• Negotiate and secure strategic partnerships, and identify & close strategic upselling opportunities across leading Enterprise DSPs by understanding core client business needs and organizational incentives.
• Lead the development & execution of Strategic Accounts Plans which map Demand Partner’s organizational structure, incentives, challenges, and focus areas into OpenX’s technical & strategic value proposition & capabilities in order to grow Enterprise Accounts. 
• Partner with Account Operations to identify & measure Share of Wallet (SOW) of OpenX, and identify both technical and strategic ways to increase SOW based on the unique factors of a DSP’s business which impact OpenX’s standing.
• Technical & Operational:
• Leverage robust technical knowledge of ORTB, Programmatic, data and identity in order to seek out & identify non-standard ways of improving OpenX’s performance and partnership value to Enterprise DSP clients.
• Work cross functionally with Product, Marketing, Business Development, Exchange Optimization, Legal, and Publisher Development to bring to life strategic opportunities and grow revenue through thoughtful and sophisticated GTM offerings. 
• Work with Enterprise DSP clients to showcase and inform OpenX product roadmap so as to ensure OpenX is in lockstep with its Enterprise partners around key product initiatives.

Requirements

• Extensive Experience in Progra