Senior Manager, Alliance Management

Overview

Corporate Alliances is dedicated to creating incremental value to The Walt Disney Company (TWDC) and its partners through creative development of marketing and sponsorship programs, management of partner and business unit relationships, and creation of new partnerships aligned with TWDC’s businesses and strategic goals.

Within the Corporate Alliances organization, the Account Management team is responsible for directing the long-term growth and development of a complex portfolio of global alliance partners with material relationships across multiple Disney business units.

The Sr. Manager, Alliance Management, reports to the Director, Alliance Management. This position consults, analyzes, negotiates, and forms deep relationships with third-party alliances to maximize contractual terms and identify opportunities for growth that will provide significant value to TWDC over the long-term, including contract renewals.

The successful candidate will:

• Own a large account portfolio and oversee a team of account management professionals
• Articulate short- and long-term recommendations to effectively navigate and influence key decision makers
• Drive value (direct, indirect, and strategic) to TWDC and partners

• Maintain a deep understanding of contractual obligations for a portfolio of alliance partners
• Oversee direct reports to ensure prioritization of accounts within the managed portfolio, compliance with agreements, and timely resolution of issues for both the Alliance partners and the stakeholder business units
• Collaborate with and influence internal Disney stakeholders across multiple business units to deliver on alliance partners’ business objectives
• Develop and maintain a deep understanding of segment-specific strategies to ensure optimal development and execution of partners’ strategies, marketing initiatives, current issues, and scope of current/future objectives by forging strong relationships with cross-functional lines of business (e.g., Disney Experiences, Studios, Licensing)
• Drive designated alliance contract renewals, extensions, and amendments by ensuring appropriate due diligence, overseeing proposal development and analysis of deal terms, and determining negotiation tactics
• Partner with the Corporate Alliances Business Development team in contract development and negotiations
• Partner with the director to develop an annual portfolio strategy that identifies the maximum long-term growth for the portfolio
• Manage and support the development of the annual account plan and long-term strategic framework for each partner through in-depth analysis of the partner’s business, industry insights, and Disney business unit goals
• Develop and maintain a deep level of understanding of ongoing trends in the marketplace and the specific partner’s industries to keep ahead of partner expectations and competing opportunities
• Document and track the Alliance’s return on investment and provide regular reporting to all stakeholders
• Build and motivate a high-performing team

• 7+ years of proven experience in marketing, promotions, sponsor ships, relationship management
• Bachelor’s degree is required or equivalent experience is required
• Strong communication skills (verbal, written, and presentation) and a ability to communicate in a persuasive and collaborative manner with colleagues and Partners at all levels
• Proven ability to identify key business issues and clearly articulate opportunities for both the partner and TWDC
• Demonstrated strong abilities in project management, prioritization, and multi-tasking with the capacity to thrive in a fast-paced, matrixed environment
• Ability to utilize financial models and insights to support portfolio strategy and make timely, data-informed decisions
• A flexible approach combined with a proactive entrepreneurial spirit
• Comfort with ambiguity and leading teams through change; able to drive to solutions when a challenge is presented
• Demonstrated strong computer skills with advanced knowledge of PowerPoint, Word, Excel, and Keynote
• Must be available to work onsite as this position is located in Orlando, FL
• Must be willing to travel up to 15-25% of the time

• Experience working with creative teams to ensure the creative execution delivers on identified business objectives
• MBA is preferred
• Familiarity with the Disney brand, products/services, guest experience, and business units (e.g., Disney Experiences, Licensing, Studios, Sourcing, Media) is preferred