Director, Content Partnerships

Disney; Santa Monica (CA); On-site; USD 186,000 - 249,000; Full time

Job summary

Disney is seeking a Director, Content Partnerships in Santa Monica, CA to lead negotiations for content distribution agreements and manage cross-functional deal teams. You will drive strategic alignment across internal stakeholders, oversee partner relationships, and contribute to the add-ons business across territories.

The role requires deep knowledge of licensing terms, strong relationship management, and the ability to lead complex initiatives in a fast-paced media environment.

Qualifications

• 10+ years of content licensing and acquisition experience in TV or streaming.
• 5+ years of relationship management experience with a media/tech focus.
• Experience in licensing and distribution deals for content with TV networks, studios, or licensors.
• Ability to translate business objectives for stakeholders across the company.

Responsibilities

• Lead negotiations for content distribution agreements with major partners and manage internal deal processes.
• Collaborate with stakeholders to reflect global strategy and optimized deal structures.
• Manage partner relationships and oversee promotional initiatives, onboarding, and contract negotiations.
• Prepare economic offers via financial modeling and analyze partner performance.

Skills

Content licensing

Negotiation

Relationship management

Financial modeling

Cross-functional leadership

Strategic thinking

Travel planning

Education

Bachelor's degree

MBA or JD preferred

Tools

PowerPoint

Excel

Job description

About the Company

Disney's Direct to Consumer (DTC) organization oversees the Hulu and Disney+ streaming businesses within Disney Entertainment, helping to bring The Walt Disney Company's best-in-class storytelling to a growing and highly engaged subscriber base around the globe.

About the Role & Team

Disney's Content Partnerships team is seeking a Director, Content Partnerships who will be an exceptional addition to our team. Reporting directly to the Vice President, Content Partnerships, you will work closely with department leadership as an integral part of the group responsible for growing our DTC add-ons business and managing add-on subscription services.

In this role, you will manage external partner relationships and lead negotiations for content distribution agreements with major media companies and content providers. You will also collaborate cross-functionally with internal stakeholders to secure alignment around deal terms, strategy, and processes as we launch new partners and manage existing partner accounts.

A critical part of the role includes people leadership, training junior team members, leading complex cross-functional initiatives, and serving as a role model to others across the company. The right person for this role has a deep understanding of the relevant terms and issues related to content distribution agreements and can create strategies and negotiate for the best terms in an evolving ecosystem.

If you have deep knowledge of both the high-level and nuanced aspects of the content licensing business, and you bring strong relationship management, problem-solving, team building, and persuasion/influence skills, this could be a great role for you!

What You Will Do

• Quarterback deal negotiations and lead deal teams for major renewals of content distribution agreements with third-party subscription services, premiums and other add-ons. Manage all internal deal processes, including financial analysis, contract review, collaboration with internal stakeholders, technical requirements, and cross-department signoffs
• Work closely with internal stakeholders to secure internal alignment, and ensure partnerships reflect global strategy, scaled operational processes and optimal deal structures
• Manage business relationships with significant content partners and serve as primary point person on promotional initiatives, technical onboarding and contract negotiation
• Prepare economic offers via financial modeling, and analyze partner performance using data metrics
• Manage internal communications and serve as source of truth regarding deal status, key terms, results and requirements in content licensing deals
• Collaborate with internal stakeholders on developing content strategy for add-ons business across various genres and territories
• Generate ideas and drive execution of new add-on subscription services that drive revenue and profitability
• Collaborate and build strong teamwork and communication with internal stakeholders across The Walt Disney Company on business opportunities, forecasting market trends and delivering on wider company objectives

Required Qualifications & Skills

• At least 10+ years of content licensing and acquisition experience in the TV or streaming business.
• 5+ years of relationship management experience with a media/technology focus.
• Extensive experience in licensing and distribution deals for content with TV networks, content studios, or other licensors.
• Ability to translate business objectives for stakeholders across the company, including product, finance, marketing, legal, and accounting.
• Strong ability to independently lead negotiations with external partners and manage cross-functional stakeholders.
• Strong synthesis skills with the ability to distill complex issues into understandable and actionable options.
• Ability to drive internal stakeholders to consensus on challenging issues.
• Ability to quickly get up to speed and thrive in an evolving, fast-paced environment.
• Ability to prioritize and manage multiple projects concurrently, often with little supervision or lack of established process.
• Strong executive and external partner presentation skills.
• Strong financial modeling and presentation skills, including PowerPoint and Excel.
• Excellent attention to detail.
• Passion for entertainment, TV, and technology, with deep knowledge of the evolution of the digital/media industries.
• Willingness to travel 10-15% of the time.

Preferred Qualifications

• MBA or JD preferred but not required.

Required Education

Bachelor's degree or equivalent combination of education and relevant professional experience.

Compensation

The hiring range for this position in Santa Monica, CA is $185,500.00 - $248,800.00 per year. The base pay actually offered will take into account internal equity and also may vary depending on the candidate's geographic region, job-related knowledge, skills, and experience among othe