Senior Manager, Business Development & Partnerships

Spectrum; New York (NY); On-site; USD 120,000 - 130,000; Full time

Job summary

Spectrum Reach is seeking a Business Development & Programmatic Partnerships Lead (Senior Manager) to manage demand partnerships and lead a growing team. This multifaceted role involves sales management, business development, and creating revenue-focused partnerships across various channels.

The ideal candidate will have over 6 years of sales experience, with a solid track record in programmatic sales and team leadership. The position offers a competitive salary and commission structure.

Qualifications

• 3+ years of CTV programmatic sales experience.
• 6+ years managing multi-million dollar sales goals.
• 3+ years of leading teams.

Responsibilities

• Manage a portfolio of demand partnerships for Spectrum Reach.
• Lead a team and develop sales strategies.
• Establish revenue-focused partnerships.

Skills

Leadership

Sales Management

Partnership Development

Programmatic Sales

Strategic Planning

Education

Bachelor's Degree in Business

Job description

This role requires the ability to work lawfully in the U.S. without employment-based immigration sponsorship, now or in the future.

The Business Development & Programmatic Partnerships Lead (Senior Manager) will manage a portfolio of demand partnerships for Spectrum Reach’s National Sales organization and lead a growing team for subsets of the business.

This role’s focus will be multifaceted spanning GTM, sales management, and business operations. Go‑to‑market efforts on establishing a new book of business consisting of revenue focused partnerships across SSP Demand (e.g. Marketplaces, SSP Sourced Deals), Indirect Sales Demand (e.g. DSPs, Retail Media Networks), Strategic Partners (e.g. data partners, innovative ad units), in addition to growing demand from an existing portfolio of partnerships already in place. A secondary focus is to partner with SR’s Direct Sales Team, Account Management, and cross‑functional teams to develop new revenue opportunities, serve as a Sales POC into these partners, source opportunities to drive direct sales growth. A third focus is business operations; to build upon the foundation for how the business is operated inclusive of but not limited to internal infrastructure development required for phased scaling of programmatic business, sales reporting, demand quality management, new capabilities, and more.

As a key team member of the team this role will ensure we are set up for success, partners in the advertiser ecosystem have a positive customer experience and help fuel Spectrum Reach revenue growth, and ultimately raise the profile of Spectrum Reach advertising solutions to impact both near‑ and long‑term strategy and revenue.

Team Leadership

• Manage, coach, and lead a small (but growing) team.
• Develop targets, goals, tactics, and best practices and ensure team meets expectations.
• Responsible for defining and allocating responsibilities among the team.
• Partner with Direct Sales team to grow business and meet the needs of the marketplace.
• Cross‑functional collaboration and excellent relationships with product, yield, finance, data teams, and ad ops.

Demand Generation

• Achieve and surpass established revenue goals.
• Landscape, source, and activate new partnership deals.
• Grow demand from existing partnerships that are assigned.
• Utilize network within partner portfolio to drive both topline revenue and direct sales opportunities.
• Go to market planning, research, surfacing needs, working across teams to secure and/or grow portfolio.
• Maintain an active pipeline of new partners, and new revenue opportunities with existing partners; manage deal flow, negotiation, and partnership development.

Partner Management

• Develop strategic plan (strategy, goals, tactics) for each partner.
• Create segmentation to inform level of service, priorities, and sales strategy alignment.
• Establish mutually beneficial relationships (aligned priorities) with key stakeholders across partner portfolio.
• Educate and socialize the SR value prop (using insights) to partners to raise holistic SR profile in market.
• Develop a cadence of client touch points (both in person and virtual) to drive towards execution of plan.
• Collaborate on market trends to ensure SR tries new things and stays ahead of the curve/demand.
• Evaluation of new partners and demand opportunities.

Deal Management & Monetization

• Create, grow, and manage deal library to meet buyside needs (e.g. RON, News, Sports, 1P Data).
• Establish key benchmarks/ KPIs for accounts and deals.
• Campaign management; intake deal parameters, issuing deal to client, monitoring, optimization.
• Develop optimal campaign lifecycle from deal creation to QBR/ Client Check‑In.
• Analyze data and use sound judgment to increase revenue (e.g. Pricing, Technical, Deal Parameters).
• Develop new opportunities using SR assets (supply, data, tech, people) to maximize revenue.

Business Operations

• Internal infrastructure development required for phased scaling of programmatic business (e.g. internal business reporting, SSP data feeds, SalesForce, new capabilities, etc.).
• Strategic Project Management; Partner Scorecards, SSP Capability Matrix, etc.
• Demand Quality: Monitor all demand from all sales channels, unlock areas that have $ opportunities.

Spectrum Reach Collaboration

• Partner across Sales Org. to align strategy and drive direct sales opportunities.
• Partner with Marketing on sales materials (QBRs, research), press and/or events with partners.
• Partner with Product and Activation teams as your tech counterpart for select partners, often inclusive of gathering technical/integration/identify requirements/ evaluation criteria/ deal/ contractual terms, and more.
• Partner with Yield to glean insights into inventory utilization and maximize fill.
• Partner with Finance to support any billing, reporting, etc. needs.
• Partner with Data teams to manage all data sales and campaign data from SSP partners.
• Partner with Operations to ensure proper connections, and deal parameters are in place.

Education

Bachelor’s Degree in Business or equivalent combination of education and work experience.

Work Related Experience & Number of Years

3+ years of CTV programmatic sales experience in a revenue impacting capacity.

6+ years of experience with proven track record of multi‑million dollar sales goals.

3+ years of people leading.

3+ years of experience owning a number and managing a portfolio of demand partners at a publisher or working on the other side as a partner inclusive of SSPs, DSPs, Data/ Tech Platform, or Retail Media Networks.

The base pay for this position generally is between $120,000.00 and $130,000.00. The actual compensation offered will carefully consider a wide range of factors, including your skills, qualifications, experience, and location. We comply with local wage minimums and also, certain positions are eligible for additional forms of other incentive‑based compensation such as bonuses.

In addition, this position has a commission earnings target starting at $86,520.

A qualified applicant’s criminal history, if any, will be considered in a manner consistent with applicable laws, including local ordinances. EOE, including disability/vets.