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The Walt Disney Company: Be Part of the Story

Be Part of the Story

Senior Manager, Digital Content Sales

Apply Now Apply Later Current 21CF Employees and Freelance / Contractors Apply Here Job ID 763786BR Location London, England, United Kingdom Business Direct-to-Consumer and International Date posted Jul. 24, 2020

Job Summary:

.Content Sales is a dynamic division of TWDC responsible for programme and digital distribution of the full slate of movies and TV content produced by The Walt Disney Company including Disney, Fox, Pixar, Marvel, Lucasfilm, ABC Studios, Fox Studios, FX and National Geographic.

Within the Content Sales division, the Digital Stores team work with leading Pay TV platforms, online retailers and digital stores across Europe, Africa and Russia to distribute all our content across ownership and rental models (eg EHVL/EST and TVOD).

The Senior Manager, Digital Sales, is a high-visibility team member responsible for the planning and execution of digital deals that forms the commercial foundation of the Digital Stores business in Europe, Russia and Africa. The Senior Manager will directly support the Director of Digital Stores who is accountable for the overall transactional Store business in the Region.

The ideal candidate will have significant commercial experience in the video digital distribution space. They will have strong sales acumen and negotiation skills and will be comfortable in a high pace, deadline driven environment.

It is a highly cross functional role that will work closely with store/account management, marketing, finance, legal and technical teams as well as groups from other divisions in TWDC.

Responsibilities:

  1. Plan and deliver the Digital Stores sales strategy
  • Deliver digital revenue against P&L across assigned clients and territories
  • Commercial analysis of deals and development of proposals, to optimise deal terms within guidelines and TWDC strategy
  • Work with wider Digital Stores team to achieve best in market deals that are financially sound and technically deliverable
  • Work with Digital team and finance teams to support digital budgets and financial planning
  • Formulate a sales plan, vision and strategy for assigned pan-regional and local clients
  1. Deal Execution
  • Manage client relationship for assigned clients and territories
  • Draft term sheets and negotiate deals directly with clients
  • Work with local content sales, legal, finance, technical and marketing teams to close deals and manage them throughout the term.
  • Partner with Regional and Local Account Management teams to ensure seamless handover and to conduct account reviews and business planning
  • Management of concurrent negotiations across multiple markets, requiring extensive travel, with flexible territory responsibilities as required subject to business needs and deal timing
  1. Manage relationships between local, regional and US based digital representatives
  • Working with local Digital Sales leads and Regional Digital team on developing and implementing sales strategies for current and new clients, tailoring them to individual territory needs and technical infrastructures
  • Manage commercial questions on digital licensing across all formats
  • Key conduit with the US digital commercial team for Global accounts (Amazon, iTunes, Google, Microsoft and Sony)


Basic Qualifications:

  • Demonstrable commercial sales experience at manager level in the video digital distribution space.
  • Ideally worked within the digital media business distributing Video content
  • Extensive experience of structuring and negotiating digital deals across multiple business models
  • Strong understanding of the technical requirements necessary for digital content licensing
  • Ability to draft video term sheets and work with legal team to close contracts

Preferred Qualifications:

  • Understanding of the digital industry and its economics
  • Strong understanding of digital video distribution business
  • Strong communication and influencing skills
  • Shows sales acumen and solid pitching and negotiation skills
  • Ability to gain consensus
  • Strong analytical skills
  • Demonstrable track record of engaging and interacting with senior level executives.
  • Comfortable in a high pace, deadline driven environment
  • Examines issues from a broad perspective, considering impact beyond immediate scope
  • Manages the needs of diverse stakeholders
  • Manages projects, processes and resources to produce desired outcomes
  • Builds commitment to change and coaches others through change
  • Highly articulate and excellent communicator, with strong influencing skills and the ability to communicate well with peers and senior executives locally and in different regions
  • Innovative thinker, structured and analytical in approach and able to work in a lean, driven environment.

Responsibilities:

  1. Plan and deliver the Digital Stores sales strategy
  • Deliver digital revenue against P&L across assigned clients and territories
  • Commercial analysis of deals and development of proposals, to optimise deal terms within guidelines and TWDC strategy
  • Work with wider Digital Stores team to achieve best in market deals that are financially sound and technically deliverable
  • Work with Digital team and finance teams to support digital budgets and financial planning
  • Formulate a sales plan, vision and strategy for assigned pan-regional and local clients
  1. Deal Execution
  • Manage client relationship for assigned clients and territories
  • Draft term sheets and negotiate deals directly with clients
  • Work with local content sales, legal, finance, technical and marketing teams to close deals and manage them throughout the term.
  • Partner with Regional and Local Account Management teams to ensure seamless handover and to conduct account reviews and business planning
  • Management of concurrent negotiations across multiple markets, requiring extensive travel, with flexible territory responsibilities as required subject to business needs and deal timing
  1. Manage relationships between local, regional and US based digital representatives
  • Working with local Digital Sales leads and Regional Digital team on developing and implementing sales strategies for current and new clients, tailoring them to individual territory needs and technical infrastructures
  • Manage commercial questions on digital licensing across all formats
  • Key conduit with the US digital commercial team for Global accounts (Amazon, iTunes, Google, Microsoft and Sony)

Basic Qualifications:

  • Demonstrable commercial sales experience at manager level in the video digital distribution space.
  • Ideally worked within the digital media business distributing Video content
  • Extensive experience of structuring and negotiating digital deals across multiple business models
  • Strong understanding of the technical requirements necessary for digital content licensing
  • Ability to draft video term sheets and work with legal team to close contracts

Preferred Qualifications:

  • Understanding of the digital industry and its economics
  • Strong understanding of digital video distribution business
  • Strong communication and influencing skills
  • Shows sales acumen and solid pitching and negotiation skills
  • Ability to gain consensus
  • Strong analytical skills
  • Demonstrable track record of engaging and interacting with senior level executives.
  • Comfortable in a high pace, deadline driven environment
  • Examines issues from a broad perspective, considering impact beyond immediate scope
  • Manages the needs of diverse stakeholders
  • Manages projects, processes and resources to produce desired outcomes
  • Builds commitment to change and coaches others through change
  • Highly articulate and excellent communicator, with strong influencing skills and the ability to communicate well with peers and senior executives locally and in different regions
  • Innovative thinker, structured and analytical in approach and able to work in a lean, driven environment.


About Direct-to-Consumer and International:

About The Walt Disney Company:

The Walt Disney Company, together with its subsidiaries and affiliates, is a leading diversified international family entertainment and media enterprise with the following business segments: media networks, parks and resorts, studio entertainment, consumer products and interactive media. From humble beginnings as a cartoon studio in the 1920s to its preeminent name in the entertainment industry today, Disney proudly continues its legacy of creating world-class stories and experiences for every member of the family. Disney’s stories, characters and experiences reach consumers and guests from every corner of the globe. With operations in more than 40 countries, our employees and cast members work together to create entertainment experiences that are both universally and locally cherished.

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