Apply Now

Manager, Strategic Alliances

Culver City, CA, USA | Leading Media / Entertainment Company

  • Industry:
    Media / Entertainment
  • Position Type:
    Full-Time
  • Functions:
    Business Development
  • Experience:
    7-10 years
Job Description:
51 people have viewed this job

The mission of Sony’s Strategic Alliances team is to create long-term, multi-dimensional partnerships with key brands by leveraging our shared resources to meaningfully create global value for each other’s businesses.Within the Alliances organization, the Manager of Strategic Alliances is responsible for supporting the Vice President in identifying, analyzing, signing and managing partnerships that will help Strategic Alliances achieve its goals and generate incremental value to Sony. In the execution of this role, the Manager will be expected to operate primarily independently while keeping the Vice President up to date regarding the status of each business development effort and account management activity.This position forms deep relationships with external partners to provide a more holistic management across multiple lines of business than could be done by either the Alliance partner or an individual business unit by itself. 


Responsibilities


Help build a diverse and lucrative Strategic Alliances portfolio of new alliance partners by:

Targeting new potential partners in accordance with the business development strategy

Partnering with Sony’s Strategic Sourcing and Procurement team to develop holistic picture of potential partnerships

Pursuing targets through deal development and contract signing

Understand broad sponsorship, partnership, and overall brand market trends

Understand Sony capabilities and develop strong relationships with the leadership of each Sony Line of Business (LoB) to facilitate proposal development



Building Sony Business Unit (BU) Relationships


Continually update knowledge of Sony Business Units to understand potential opportunities for Alliance Partner agreement

For the identified Sony Business Units, develop a detailed understanding of the Business Unit strategic goals and initiatives, the state of the BU’s competition and industry, and the current and future scope of the BU’s business (with assistance from the designated Business Unit Liaison)

Build relationships with Sony BU leadership to facilitate ongoing and potential deal development



Partner Identification


Conduct research and due diligence to determine which companies have the most potential value to Sony

For the targeted potential partners, understand the potential Partner’s strategic and marketing goals and initiatives, the state of the Partner’s competition and industry, and the current and future scope of the Partner’s business

Work with stakeholders to develop thought starters and identify opportunities and solutions for prospects to help define the value of partnering with Sony



Partner Negotiations 


Contact relevant Sony Business Units during contract negotiations for input (estimated costs, alignment to strategic priorities, limitations and issues with execution) on constructing a proposal for the partnership

Develop initial contract terms based on Partner marketing goals and Sony Business Unit capabilities

Develop a fact base for negotiations:

Develop a top level financial model of the proposed contract terms with estimated revenues, values and costs to implement each term of the contract over the contract life

Document goals, limitations and issues in execution of the proposal terms from both the relevant Sony Business Units and the potential Alliance Partner representatives

Use fact-based negotiations to finalize contact terms



Relationship Management


Collaborate with internal partners to present a holistic Sony solution to Alliance partners’ business objectives

Leads the annual and long-term account strategy development and execution plan

Ensure that appropriate metrics are developed to reflect the Alliance’s return on investment and provide regular reporting, tracking, and analysis to all stakeholders

Using the combined knowledge and needs of the Partner and Sony LoBs, proactively seek opportunities to drive material value for all parties by identifying, developing and negotiating new Alliance initiatives

Manage multiple agencies (as applicable) to deliver innovative programs that complement the partner’s overall marketing plan

Develop and maintain a high-level understanding of ongoing trends in the marketplace and the specific partners’ industries to keep ahead of partner expectations and competition for partner marketing resources

Act as the key day-to-day executive point of contact for assigned Alliances for compliance with the alliance agreement, account planning and development, and resolution of issues for both the Alliance partner and the stakeholder LoBs



Organizational Support


Track and maintain all interactions and information regarding past, present, and future partner pursuits

Construct templates, presentations and processes that can be leveraged across all Business Development and Account Management activities

Identify and implement improvement initiatives to increase the effectiveness of Alliance Partner targeting, contract development and negotiations

Identify and share best practices across Sony Business Units



Qualifications 


7 years of work experience

Bachelor’s degree required, preferably in Business/Finance/Marketing

MBA strongly preferred

Strong communication skills

Strong abilities in prioritization and multi-tasking

Familiarity with Sony products and service lines

Experience in marketing, account management, and business development

Understanding of the marketing process

Ability to develop and utilize financial models

Experience in account planning

Proven experience in developing consumer and/or trade marketing strategy, execution, and financial analysis

Ability to communicate effectively with employees and Partners at all levels

Ability to thrive in a fast-paced, matrixed environment

Proven ability to identify a root business issue and influence Sony and Account Leadership to a mutually beneficial outcome

Proven ability to function successfully within a team environment and to build consensus across Sony lines of business and Alliance partners

Strong computer skills with advanced knowledge of PowerPoint, Word, Excel, and Keynote

Willingness to travel 25-50% of the time



Preferred Qualifications


10 years of work experience

1 year of international experience preferred

Ability to ensure successful task completion and influence without direct authority to achieve necessary goals

Experience working with Fortune 500 company partners across multiple industry verticals in both B2B and B2C initiatives

Self-motivated individual capable of managing work with little direct supervision


Other companies hiring with Ivy Exec

 Company Logos