Roku’s Content Acquisition team sources, negotiates, and closes deals with major TVE providers (e.g. Fox, NBC, Disney/ESPN, etc.) and OTT content providers (e.g., Sling, Hulu, HBO, etc.) for carriage on the Roku platform. The Senior Manager will play a key role in negotiating complex distribution agreements with some of the largest media companies in the world as they continue to build their presence in OTT. The ideal candidate will have exceptional negotiation skills and must be comfortable working in a high deal-volume, fast-paced environment with evolving priorities. In addition, candidate is a strong communicator comfortable interfacing with senior-level executives both internally and externally and demonstrates extreme attention to detail.
Finally, he/she will be a key player in driving Roku’s overall Content P&L by generating subscription, advertising, and audience development revenues via Roku’s distribution agreements.
o Negotiate distribution deals with TVE, linear, vMPVD, SVOD, TVOD, AVOD, and other OTT content providers
o Participate in all aspects of new business development (deal sourcing, financial analysis and forecasting, term sheet drafting, long-form drafting, contract negotiation, closing, on-going relationship management, etc.)
o Work with Roku’s legal team to manage installed base of contracts and negotiate renewals
o Manage and evaluate potential channel partners through content analysis, market demand/appeal, competitive positioning and financial modeling
o Continuously analyze current channel applications and competitor lineups to prioritize channel onboarding
o Prepare strategy documents, quarterly company updates, and board presentations about content deals and the overall media landscape
o Work cross-functionally with other teams (e.g. marketing, finance, ad sales) to support and manage relationships with existing partners.
The ideal candidate has considerable experience in the media industry and a track record of negotiating and closing high-value deals with major content distributors including television networks, studios, MVPDs, and/or digital distributors. The role requires a keen understanding of TV and online advertising models. The candidate is comfortable leading a negotiation process and has experience working directly with legal teams in the contract drafting and review process. In addition, he or she has strong analytical skills and has experience creating financial models and analyses to project the revenue and cost structure of potential deals. Finally, the candidate is comfortable in the preparation and delivery of internal presentations to management.
o 5+ years’ experience in content acquisition for a major MVPD or content distributor/media company with a track record of personally closing high-value deals with major media companies or content distributors
o Strong working familiarity with the advertising ecosystem, ad inventory pricing, ad economics and business models (direct, programmatic, audience-based selling)
o Experience working directly with legal teams in reviewing and drafting distribution agreements
o Demonstrated passion and understanding of media landscape and solid understanding of streaming media technologies
o Experience working with media sales teams
o Proven problem solver
o Demonstrated mastery of verbal and written communication skills including the ability to cultivate internal and external relationships
o Excellent analytical and critical thinking skills
o Demonstrated experience in market analysis, competitive analysis and strategic thinking
o Ability to work independently and change direction frequently
o Demonstrated ability to work cross functionally
o Excellent project and time management skills
o BA/BS required. MBA and/or JD preferred