Director, Strategic Alliances

Mar 29, 2013
Apr 28, 2013
Pandora Recruiting
Full Time
The Director of Strategic Alliances will be directly responsible for establishing, developing and executing key sponsorships of B2B industry conferences as well as partnerships and programs for the sales organization to monetize. With an eye towards developing smart sales strategy this role will be an important member of the B2B focused Sales Marketing team, which focuses on connecting Bands, Brands and Fans through experiential marketing programs as well as mobile/audio/digital/video advertising solutions.

With a primary focus on leveraging and expanding Pandora’s sponsored content and experiential marketing business, this individual will be responsible for leveraging a strong existing network, as well as, prospecting potential partners and upon identification, opening discussions with prospects, assessing revenue opportunity, mapping go-to-market strategy, negotiating business terms/contracts and all relevant duties associated with developing new revenue oriented partnerships.

Success in this role is the ability to apply strong business development and analytical skills to create alliances with lifestyle (i.e. health/fitness, fashion, sports, etc.) content and event producers, music festivals and awards show producers, and other media publishers and platforms to establish sponsorship programs that the Pandora sales organization can effectively monetize.

The secondary focus is to negotiate sponsorship of key B2B conferences and industry events (i.e. Advertising Week, CES, ADA, JD Power, Mobile World Congress) to ensure Pandora’s presence and participation is unique, well positioned for specific audiences (i.e. CMOs, marketers, ad agencies/buyers, etc.) and effective in accomplishing our sales, marketing and PR objectives.

Success in this role is the ability to ensure sponsorship investments are implemented with clear objectives and line of sight into a strong, and measurable, return on investment.

The ideal candidate is a creative and strategic thinker who is skilled in a broad set of areas including market opportunity assessment, sales positioning, partner acquisition, P&L evaluation, business development, solution sales, deal formation and ongoing partner management. This high energy, results driven team member has a proven track record of planning, executing and closing complex, metric driven deals that will engage users, create revenue and build brands.

This individual contributor role will report to the Vice President of Sales Marketing and utilize strong cross functional teamwork skills to work hand in hand with Pandora’s brand marketing, legal, finance, events, artist partnership/programs and sales leadership teams to develop significant strategic alliances that will further our revenue initiatives and brand positioning among marketers.


*Negotiate sponsorship agreements of key industry/B2B conferences and events to ensure effective brand positioning and meaningful interaction with marketing decision makers and influencers.
*Research, assess and prioritize strategic alliance opportunities across various market segments by producing, then communicating, insightful evaluations of sales viability and revenue potential.
*Identify, pitch and close critical business development relationships by clearly communicating Pandora’s value proposition, creating a mutually beneficial relationship with a tangible execution plan, and working with Pandora legal to “paper” the deal. In short, responsible for full partnership lifecycle including acquisition, implementation and certain elements of post deal management of relationships.
*Work with teammates in Sales Marketing (i.e. Packaging, MarCom, Training) to construct sales programs, build sales tools and materials, and develop training programs to effectively communicate opportunities to the sales organization.
*When experiential marketing opportunities are created, work with teammates in Events and Artist Partnerships to ensure the mutually beneficial partnership is implemented as agreed upon and the program result is all parties of the alliance being enthusiastic about future programs.


*Bachelor’s degree (MBA desirable) and 8+ years experience of relevant experience in business development, strategic alliances, sales or sales marketing.
*A strategic thinker who has a pulse on the music and lifestyle entertainment markets and has the ability to interpret and act upon industry trends to identify new business opportunities while maintaining a sharp focus on day-to-day execution.
*Expert negotiation and strong analytical skills are a requirement and a history of sourcing and executing a meaningful number of partnership transactions is a must.
*Strong understanding and familiarity with the advertising industry including, but not limited to, thorough understanding of audio/digital/mobile/video ad platforms and how they are utilized to drive successful experiential marketing events and programs as well as achieve marketer’s KPIs.
*Proven success in a fast-paced, startup environment with a hands-on, roll-up-the-sleeves approach.
*Strong track record of executing with sometimes limited resources, multiple priorities and ability to work independently. Has a bias towards action and desire to dig into opportunities quickly.
*Experience with a wide variety of contracts and deal structures, including utilizing sell through rights, revenue share, value exchange/bartered media, and co-sponsorship structures.

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