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Director Sales Strategy, EMEA Region

London, United Kingdom | Sony Pictures Entertainment Inc.

  • Industry:
    Media / Entertainment
  • Position Type:
  • Functions:
    General Management
  • Experience:
    7-10 years
Job Description:
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Reporting directly to the VP of Sales Strategy for EMEA and working closely with the Senior Manager of Sales Strategy for EMEA, this position is responsible for ensuring all regionally prioritized on-going licensing deals, projects and business development opportunities are fully reviewed, analyzed, synthesized and aligned to the regional/global policies and also to Territory Heads goals and strategy.

The Director of Sales Strategy will work closely with the SPT Sales Planning team, Analytics team, Marketing team and Research team and will be building efficient models to compare proposals, generating insights from data, tracking rights granted and provide commercial evaluation of deals and new projects in a clear format that is easily digestible by management to support the entire negotiation process for each territory team and ultimately enable faster decision making. This role is pivotal to coordinate local and global decision making in the EMEA region.

Core Responsibilities of this role will include:

Ability to synthesize information and data to drive effective and fast decision making

One of the key responsibilities in this role will be the ability to be able to work across teams internally to scope and define appropriate inputs on a particular business challenge / deal / project (identified as priorities by the business), and then be able to filter and synthesize that information to provide management with the necessary, summary information, analysis and background data that enables fast and accurate decision making and sales.

With exposure to multiple negotiations and specific challenges, the Director of Sales Strategy for EMEA will apply a variety of solutions, strategies and initiatives that have been effective in in other similar situations across EMEA in order to provide supporting strategy, models, structure where appropriate for any given market or deal. This role will warrant the transfer and consideration of best practices across the region as they are being identified.

Sales Strategy & Deal Structuring including Contract Review and Local Deal Support:

The key focus of this role is to work with VP Sales Strategy to help and support local teams with sales strategy and deal structuring to drive valuable new opportunities, maximise revenue and to accelerate the sales process.

Summarize key deal terms as part of the commercial evaluation of new deals and existing deal renewals and keep track of implemented precedents to serve as reference for best practices.

Serve as a key point person for all commercial and policy issues/advice/support/help both prior to and during negotiations for all type of deals: EST/VOD/SVOD/AVOD/FTV/PAY TV/BASIC TV.

Formulate and prepare presentations and summaries sharing precedents, best practices and recommendations for Senior management critical to the decision-making process.

Attend and actively participate in meetings with Sales Team and Sales Planning team to advise on commercial terms such as: Exclusivity, License Period, Number of Runs, Holdbacks and Bundling / Usage Rules, Series re-licensing, break rights etc.

Help sales teams to prepare for negotiations and act as advisor and ‘bad cop’ where necessary during negotiations.

Multi-Territory Negotiations:

Support local sales team to provide existing global benchmarks when entering a negotiation with Global Players on a local level.

Support regular updates to the business to aggregate all activities around the same client / product and map out opportunities from across the region.

Ensure consistency in deal making across the region whilst adapting for local territory specifics and considerations.

Market Intelligence & New Business Models

Be at the forefront of local client trends, competition and development and share those with the local territory teams, working with Analytics and Research teams to gather analysis and insights.

Have a clear awareness and expertise in digital rights distribution and the trends emerging globally

Work closely with the SPE legal team to introduce new definitions for emerging distribution models such as AVOD, Sony Networks, Direct to Consumer propositions.

Develop new measurements, indicators and frameworks to enable understanding of emerging new rights / utility and be able to demonstrate to the team the value of granting such rights consistently

Regional Sales cross Territory / Division analysis

Working closely with the VP of Sales Strategy for EMEA and Analytics team to build a data base of deal history and precedents across the region

Work closely with the Senior Manager of Sales Strategy to proactively explore and understand client’s behavior and identify opportunities for improving deal making.

Preferred Qualifications and/or Experience

Typically, 7+ years’ experience in broad-based entertainment experience, including direct experience structuring, negotiating and drafting terms for SVOD and/or pay or free / AVOD and transactional distribution terms.

Experience providing in-house support in a major studio, television network and/or entertainment company is highly preferred.

Degree required.

Strong analytical capabilities and good judgment, even when the situation is unclear, thinking “out of the box” and be able to bring creative solutions.

Ability to pivot quickly and fluidly, think practically and be solution-oriented.

Knowledge of the global television market and interest in technology with an ability to tap into relevant resources to build knowledge.

Exceptional interpersonal and clear/concise communication skills, with the ability to add value to any situation through proven track record of commercial success.

Able to be flexible to work in a fast-paced environment

Empathetic and supportive to enable well considered and effective decisions

Ability to manage projects from beginning to completion, including managing multiple priorities.

Proven self-starter, and self-motivated to independently take and assess complex problems and business issues, structure responses to support the business in its decision making.

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