联盟开发总监 Alliance Development Director

职位介绍：

上海迪士尼度假区企业联盟部门负责开发并管理与各合作品牌及企业之间的长期及全方位的联盟关系。企业联盟部门专注于营销及赞助项目的创新开发、联盟伙伴和各业务部门的关系维护，以及缔结符合上海迪士尼度假区业务和战略目标的新合作关系，从而为上海迪士尼度假区及其联盟伙伴创造价值。

联盟开发总监在企业联盟团队内部协助开发上海迪士尼度假区与联盟伙伴企业的深度和战略合作关系。该职位将汇报给总监，企业联盟，并与上海迪士尼度假区内部各不同业务部门都将有紧密合作，共同创造和管理具有高关注度的战略联盟项目。

工作内容：

• 您需要了解上海迪士尼度假区的战略、新项目进展及挑战，并致力通过与行业领先品牌建立新的联盟合作带来业务增量；
• 您需要了解赞助营销行业动态及品牌联名合作的最佳实践；
• 您将根据总监，企业联盟制定的业务开发战略寻找潜在联盟企业并了解他们的市场营销需求；
• 您将遵循企业联盟业务开发步骤开发联盟业务、进行客户谈判并签订合约；
• 您将与联盟目标企业的主要负责人建立良好的关系并确保在联盟合同签署之后顺利移交联盟管理团队；
• 您将在联盟开发不同时期对公司内外高层就项目进展作介绍。

我们希望您：

技术技能和要求：

• 了解中国市场，有与中国不同类型公司合作的经验，如跨国公司、国有企业、私营公司；
• 业务开发、销售、赞助或市场营销经验，能理解业务开发及营销流程；
• 理解和分析基本财务报表的能力；
• 能为每场谈判准备正式的谈判计划和谈判要点；
• 在整个谈判过程中与法务部门以及上海迪士尼或华特迪士尼公司的各利益相关方紧密合作。

教育、培训、知识和技能：

• 12年以上相关领域工作经验，拥有大学学士或硕士学位；
• 8年以上合同、谈判或业务开发经验；
• 较强的分析、沟通和组织能力；
• 出众的口头、书面和演讲技巧；
• 较强的计算机技能，擅长PowerPoint、Word、Excel或Keynote；
• 愿意适应和学习新的技能或方法；
• 必须会说中文，但首选具备中文读写能力者；
• 拥有跨国企业工作经历者优先。

领导力技能：

• 必须具备良好的关系建立和维护能力；
• 有效同时管理多个项目的能力；
• 能够与各级别的同事及联盟伙伴建立良好的关系；
• 能够领导、培训和激励团队完成业务目标；
• 能够在团队合作的环境中胜任工作。

期望要求：

• 工商管理硕士或咨询公司经历优先；
• 赞助谈判和IP授权经历优先。

Job Summary:

Disney Corporate Alliances develops and holistically manages complex, long-term, multi-dimensional relationships with select brands and companies.  The Corporate Alliances team is dedicated to create incremental value for Shanghai Disney Resort 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 Shanghai Disney Resort’s businesses and strategic goals.

Within the Corporate Alliances organization, the Alliance Development Director will support the development of deep, strategic relationships between Shanghai Disney Resort and the Partner Company.  Reporting to Director, Corporate Alliances, the Alliance Development Director will have exposure across numerous business units throughout the company as part of a team creating and managing highly visible strategic alliance relationships.

Key Responsibilities:

• You need to understand Shanghai Disney Resort strategies, initiatives and issues and seek to drive business upside through forging alliance relationship with new partners and close collaboration with related lines of business (LOBs);
• You need to understand broad sponsorship market trends and best practices in co-brand partnership;
• You will identify new potential partners in accordance with the business development strategy laid out by the Director of Corporate Alliances, and understand their marketing needs;
• You will pursue targets through deal development, negotiation and contract signing per the Corporate Alliances business development process;
• You will establish relationships with key executives of the targeted companies and ensure smooth transition of the relationship to the Alliance Management team after deal is signed;
• You will deliver senior executive presentations to internal and external stakeholders through different stages of deal making.

Desired Qualifications:

Technical Skills and Requirements:

• Understanding China market and experienced in working with different types of companies in China, e.g. multinationals, state-owned enterprises, private owned companies;
• Experience in business development, sales, sponsorship or marketing, has understanding of the business development process;
• Ability to understand basic financial statements and analysis;
• Ability to develop formal negotiation plan with talking points for each negotiation session;
• Ability to work effectively with legal resources and Shanghai Disney Resort or The Walt Disney Company stakeholders throughout negotiation process.

Education, Training, Knowledge and Skills:

• Minimum 12 years of relevant work experience with bachelor or master degree;
• 8 years minimum of contracting, negotiating or business development experience;
• Strong analytical, communication and organizational skills;
• Demonstrated strong verbal, written and presentation skills;
• Strong computer skills with advanced knowledge of PowerPoint, Word, Excel and Keynote;
• Willingness to adapt and learn new skills or approaches;
• Must be able to speak Mandarin but also be able to read or write Chinese preferred;
• Work experience with an international company preferred.

Leadership Skills:

• Advanced facilitation and relationship building skills required;
• Ability to effectively manage multiple projects simultaneously;
• Ability to develop relationships with cast members and partners at all levels;
• Ability to lead, coach and motivate team to meet commercial targets;
• Ability to function successfully within a team environment.

Preferred Qualifications:

• MBA or consulting background preferred;
• Experience in sponsorship negotiation and IP licensing preferred.