Manager, Strategic Alliances

Sony Pictures Culver City , CA 90231

Posted 3 weeks ago

Manager, Strategic Alliances

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

  • Sony Pictures Entertainment is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, age, sexual orientation, gender identity, or other protected characteristics.

  • Sony Pictures - CA - Culver City Area & Studios

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We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, age, sexual orientation, gender identity, or other protected characteristics. * Sony Pictures - CA - Culver City Area & Studios Sony Pictures Culver City CA

Manager, Strategic Alliances

Sony Pictures