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+) and major TV networks (e.g. Fox, NBC, CBS) for carriage on the Roku platform. 

About the role

The Senior 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, you will be a key player in driving Roku’s overall Content business by generating subscription, and advertising revenues via Roku’s distribution agreements.

For New York Only - The estimated annual salary for this position is between $146,000 and $300,000 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’ll be doing

• Negotiate distribution agreements with direct-to-consumer streaming services
• Prepare renewal strategy documents and presentations about content deals
• Participate in all aspects of 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
• 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

• 7+ years’ experience in content distribution for a major MVPD or media company with a track record of closing high-value deals
• Strong working familiarity with the advertising ecosystem, ad inventory pricing, ad economics and business models (direct, programmatic, audience-based selling)
• Experience working directly with legal teams in reviewing and drafting distribution agreements
• Demonstrated passion and understanding of media landscape and solid understanding of streaming media technologies
• Experience working with media sales teams
• Proven problem solver
• Demonstrated mastery of verbal and written communication skills including the ability to cultivate internal and external relationships
• Excellent analytical and critical thinking skills
• Demonstrated experience in market analysis, competitive analysis and strategic thinking
• Ability to work independently and change direction frequently
• Demonstrated ability to work cross functionally
• Excellent project and time management skills
• BA/BS required. MBA and/or JD preferred

#LI-OR