Sr. Manager/Director, Business Development and Partner Management

Position Description

PubMatic’s Business Development and Partner Management team is focused on building, strengthening, and scaling our business via partnerships with leading innovative technology and service providers across the vast ad tech ecosystem. The team is hiring for an experienced, motivated, high-energy Business Development and Partner Management professional with experience with digital advertising, programmatic advertising and the full life-cycle of partnership development and partner management.  

This role is responsible for partnerships that will help strengthen and expand our platform and service offerings to both publishers and the buy-side partners; to help drive revenue growth, and/or managing PubMatic’s costs through the partnerships. 

The successful candidate will be the PubMatic internal owner and go-to person of the majority of all technology and product partnerships. S/he will lead the partnership throughout its life-cycle phases including understanding and articulating the internal needs, understanding the partner technology, evaluating technology and /or product fit and integration feasibility.  The role will also lead regular market trends gathering and development, along with frequent updates of technology landscape of our ad tech ecosystem. Additionally, s/he would be supporting activities in the Go-To-Market cycles.   

This role reports into the Vice President of Business Development and Partner Management and has broad exposure and interaction with cross functional teams including Product Management, Engineering, Product Marketing, Marketing Communications, Customer Success, Pub Sales, Ad Solutions, legal and finance, as well as the executive leadership team.

Responsibilities:

This is a critical role on our Business Development and Partner Management team and will be accountable for driving business growth through product and technology partnerships, ensuring PubMatic is successfully positioned to continuously innovate and develop leading edge technology offerings that will further enhance our full stack platform solutions and capabilities to benefit our publisher and buyer customers globally. Depending on candidate’s experience in Corporate Development, assisting VP Business Development and Chief Growth Officer with Corporate development-related projects.

Responsibilities Include:

This role will require a balance of leading, doing and influencing, in partnership and close collaboration externally with advertising technology companies and internally with Product Management, Engineering, Product Marketing, Marketing Communications, Customer Success, Pub Sales, Ad Solutions, Legal, Finance and more.

• Conduct regular market analysis with the goal to acknowledge leading technology innovations and players in key digital advertising, programmatic advertising segments that match PubMatic’s strategic business growth areas, including CTV, Commerce Media, Activate, Video, mobile, and more.
• Own inbound technology partnership requests to qualify leads
• Work with internal stakeholders to articulate partnership needs and requirements and develop partner engagement plan. Own and lead partner engagement, develop relationships within partner organization at all levels
• Run technology deep-dive to build and document our understanding of the technology and develop hypothesis of value creation from a successful integration
• Validate value creation hypothesis with key internal teams with Product Marketing, Product, and GTM teams
• Structure and own partnership deal model development, and execute partnership commercial contracts to set up new partners as well as expanding existing deals by working closely with Finance, Legal, and management teams. Take keen focus on winning the lowest costs to maintain and support PubMatic’s superb efficient cost structure in both the near term and the long term.
• Drive regular look-back at partnerships by leading external QBRs to learn and document insights into past performance, trends, look-forward opportunities, and strategic updates
• Drive revenue growth through partnerships, and strategically plan and evolve the growth of the partnership to maximize contribution to business 
• Educate partners and industry about PubMatic, and thrive to be the preferred SSP they work with

Requirements:

The ideal candidate will have:

• Solid knowledge of the online media, digital advertising, programmatic advertising industry with minimum 5 years of combination of sales, BD, partnership, product marketing experiences. Corporate Development experience is a strong plus, but not a must have. 
• Deep knowledge and familiarity of the programmatic digital advertising ecosystem and value-chain from publishers to ad tech platforms to the buy-side
• Prior experience in developing and analyzing markets and creating ecosystem landscape for partner strategy development
• Demonstrated ability to establish and cultivate senior level partner relationships
• Organizational agility / savviness and ability to work cross-functionally to build alignment at multiple levels of management and drive closure on issues
• Demonstrated capability to influence partners and internal stakeholders at varying levels to support business goals
• Exceptional and demonstrated success in negotiation and influencing skills, with experience overcoming internal and external objections
• Prior experience in developing and executing joint business plans with partners
• Proven track-record successfully leading high revenue, high strategic priority, and high complexity partnerships
• Direct experience and success in negotiating and closing partnership commercial contracts with complex deal structure and commercial models.  Experience and expertise how costs structure evolves and think strategically and proactively keeping PubMatic’s costs at the lowest possible
• Proven experience successfully operating in a complex and matrixed environment
• Ability to deal with ambiguity and navigate through uncertain situations to drive for clarity
• Proven track record of exceptional performance, high productivity, and meeting deadlines
• Exceptional communicator and active listener
• Strategic thinker, risk taker, self-starter, collaborative leader, high integrity partner, accountable
• University degree, MBA a plus

Compensation and Benefits:

Base Salary Range: $190,000 - $210,000

In accordance with applicable law, the above salary range provided is PubMatic’s reasonable estimate of the base salary for this role. The actual amount may vary, based on non-discriminatory factors such as location, experience, knowledge, skills and abilities. In addition to salary, PubMatic also offers a bonus and a competitive benefits package.

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