Senior Business Development Manager

Job Description

Teamwork makes the stream work.

Roku is changing how the world watches TV

Roku is the #1 TV streaming platform in the US and Mexico, and we've set our sights on powering every television in the world. Roku pioneered streaming to the TV. Our mission is to be the TV streaming platform that connects the entire TV ecosystem. We connect consumers to the content they love, enable content publishers to build and monetize large audiences, and provide advertisers unique capabilities to engage consumers.

From your first day at Roku, you'll make a valuable - and valued - contribution. We're a fast-growing public company where no one is a bystander. We offer you the opportunity to delight millions of TV streamers around the world while gaining meaningful experience across a variety of disciplines.

About the team

Roku licenses hardware reference designs and the Roku operating system to OEM partners to bring co-branded smart TV & compatible audio products to market across many global territories. The Roku TV & OEM Licensing team is looking for a senior level Business Development Manager with a strong background in business and technology to work closely with Roku TV partners (including OEM, ODM, and retail) and cross functional teams. Our environment is fast-paced, requiring the ability to work autonomously with minimal supervision in an ever-changing environment. You will need to demonstrate excellent problem-solving skills, as well as have right mix of organizational and communication skills to be successful. Attention to detail and a proven ability to manage priorities are also essential. We are looking for people ready to lead by example, be selfless in your leadership across teams, collaborate with your peers, and engage with colleagues and external partners.

About the role

As a Senior Business Development Manager you will utilize your business acumen and technical skills to understand and present the Roku OS and the various benefits of partnering with Roku to new partners. Your technical training and partner management experience will help you identify and communicate technical requirements and product features. You will be focused on pursuing new opportunities as well as sustaining & growing existing business partnerships, and working cross-functionally with marketing and FP&A to develop programs to drive placement and sell-through at retail.

The relationships you develop with our partners will empower you to identify & develop smart TV and audio market opportunities which will drive Roku’s direction, product roadmap, and development efforts, and ultimately contributes to Roku’s key performance metrics.

What you’ll be doing

• Own the business relationship with Roku TV partners: Cultivate strong partnerships with Roku TV OEMs, manufacturers, & retail partners, fostering open communication, trust, and collaboration to support mutual business goals & objectives
• Cross-functional team management: Coordinate with Roku engineering, legal, FP&A, program management, product development, and marketing teams to drive new partnership engagements. Advocate product issues on behalf of the partners within Roku and influence internal teams to resolve issues in a timely manner
• Negotiate partner agreements: Manage Roku TV brand license and/or manufacturing license agreements with OEMs and factory partners. Negotiate key product, business, and financial terms to a successful conclusion that align with Roku KPIs
• Drive market Insights: Research & analyze industry reports, perform SWOT analyses, present business opportunities and data-driven recommendations to build & defend Roku TV category share
• Conduct product research: Stay abreast of industry trends, competitor activities, and emerging technologies. Provide insights and recommendations to enhance the Roku OEM licensing strategy and market position
• Forecast analysis: Analyze sales forecasts received from partners, factories, and industry reports, and work internally with FP&A to apply market-based intelligence to forecasting & business planning
• Strategy development: Formulate comprehensive business cases that align with Roku TV's objectives and strategic goals. Ensure that these plans are tailored to drive performance against specific KPIs for Roku TV programs
• Presentation to senior management: Formulate concise presentations highlighting key business objectives & challenges, engage with senior management and other key stakeholders to ensure alignment with organizational goals and incorporate feedback
• Be an expert on Roku TV and OS: Develop a deep understanding of Roku TV products and the Roku operating system, stay informed of new features and benefits of Roku OS releases

We’re excited if you have

• 7+ years of business development or strategic partnership experience, preferably in consumer electronics
• Strong experience with negotiation and partner management skills, leveraging a strong technical background
• Ability to collaborate, lead, and influence decisions in cross-functional teams
• Ability to work independently and collaboratively in a fast-paced environment
• Excellent verbal, presentation, and written communication skills
• Experience with data analytics & reporting tools
• Bachelor’s and/or Master’s degree in business management, engineering, or related field
• Knowledge of smart TV technology & industry is a plus, but not required
• Current Roku / Roku TV user a major plus
• Willingness to travel domestically and internationally as needed (up to 30%)

Benefits

Roku is committed to offering a diverse range of benefits as part of our compensation package to support our employees and their families. Our comprehensive benefits include global access to mental health and financial wellness support and resources. Local benefits include statutory and voluntary benefits which may include healthcare (medical, dental, and vision), life, accident, disability, commuter, and retirement options (401(k)/pension). Our employees can take time off work for vacation and other personal reasons to balance their evolving work and life needs. It's important to note that not every benefit is available in all locations or for every role. For details specific to your location, please consult with your recruiter.

The Roku Culture

Roku is a great place for people who want to work in a fast-paced environment where everyone is focused on the company's success rather than their own. We try to surround ourselves with people who are great at their jobs, who are easy to work with, and who keep their egos in check. We appreciate a sense of humor. We believe a fewer number of very talented folks can do more for less cost than a larger number of less talented teams. We're independent thinkers with big ideas who act boldly, move fast and accomplish extraordinary things through collaboration and trust. In short, at Roku you'll be part of a company that's changing how the world watches TV.

We have a unique culture that we are proud of. We think of ourselves primarily as problem-solvers, which itself is a two-part idea. We come up with the solution, but the solution isn't real until it is built and delivered to the customer. That penchant for action gives us a pragmatic approach to innovation, one that has served us well since 2002.

To learn more about Roku, our global footprint, and how we've grown, visit https://www.weareroku.com/factsheet.

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