Senior Content Distribution Manager

About the team

Roku’s Content Distribution team sources, negotiates, and closes distribution agreements with the world’s largest streaming video providers (e.g., Netflix, Amazon Prime Video, Hulu, Disney+, Apple TV+) and major TV networks (e.g. Fox, NBC, CBS) for carriage on the Roku platform.

About the role

The Senior Content Distribution Manager will play a key role in negotiating complex distribution agreements with these partners as they transition their businesses from traditional TV to the future of streaming. 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, the candidate needs to exhibit strong quantitative / financial analysis skills and needs to be a strong communicator capable of interacting with senior-level executives both internally and externally.

Finally, this role will be a key player in driving Roku’s overall Content business by generating subscription, advertising, and audience development revenues via Roku’s distribution agreements.

For New York Only - The estimated annual salary for this position is between $122,000 and $252,000 annually.
Compensation packages are based on factors unique to each candidate, including but not limited to skill set, certifications, and specific geographical location.
This role is eligible for health insurance, equity awards, life insurance, disability benefits, parental leave, wellness benefits, and paid time off.

What you will be doing

• Negotiate distribution, advertising inventory, and premium subscriptions / channels agreements with direct-to-consumer streaming services
• 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.)
• Work with Roku’s legal team to manage installed base of contracts and negotiate renewals
• Manage and evaluate potential channel partners through content analysis, market demand/appeal, competitive positioning and financial modeling
• Continuously analyze current channel applications and competitor lineups to prioritize channel onboarding
• Prepare strategy documents, quarterly company updates, and board presentations about content deals and the overall media landscape
• Work cross-functionally with other teams (e.g. marketing, finance, ad sales) to support and manage relationships with existing partners
  
  

We’re excited if you have

• 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
• Strong working familiarity with the advertising ecosystem, ad inventory pricing, ad economics and business models (direct, programmatic, audience-based selling) as well as distribution business models (subscription rev share, free ad supported (FAST), ingest/channels
• The ideal candidate has considerable experience in the media industry and a track record of negotiating and closing high-value agreements with major content distributors including television networks, studios, MVPDs, and/or digital platforms
• Experience working directly with legal teams in reviewing and drafting distribution agreement
• A keen understanding of TV and online advertising models
• Experience leading a negotiation process and has experience working directly with legal teams in the contract drafting and review process
• Strong analytical skills and has experience creating financial models and analyses to project the revenue and cost structure of potential deals
• Comfortable in the preparation and delivery of internal presentations to management.
• Passion and understanding of media landscape and solid understanding of streaming media technologies
• Experience working with media sales teams
• Demonstrated mastery of verbal and written communication skills including the ability to cultivate internal and external relationships
• Experience in market analysis, competitive analysis and strategic thinking
• Ability to work independently and change direction frequently and demonstrated ability to work cross functionally
• Excellent project and time management skills
• BA/BS required. MBA and/or JD preferred

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