VP, Automated Sales (Disney Ad Sales)

The Vice President, Automated Sales is accountable for accelerating Disney Advertising’s programmatic and self-service businesses with a primary focus on growth across the major holding companies. Reporting to the SVP, Automated Sales, this executive owns automated revenue growth, senior client/agency/DSP relationships, and the creation of net-new market demand beyond upfront conversions. Leading a team of 30+, they partner across Ad Platforms, Product, and Operations to deliver measurable results and establish Disney as a must-buy in automated channels.

Key Stakeholders/Interactions: 

• Sales Leadership   
• Revenue Management & Operations Teams 
• Ad Platforms, Ad Sales Marketing and Partnership 
• Client Solutions & Addressable Enablement Leadership 
• Demand Side Platforms 
• Supply Side Platforms  
• Trading Desks, Agency and Marketing Clients 

Responsibilities and Duties of the Role:

• Manage a team of 30+ employees consisting of Directors, Account Executive and Associate Account Executives
• Lead automated sales and strategy for the Holding Companies across all conversations related to the Upfront and Scatter marketplaces
• Responsible for meeting and exceeding automation revenue goals for assigned coverage areas: Agencies and DSPs
• Drive innovation around new products and integrations with Demand Side Platforms, Supply Side Platforms and agency development teams
• Maintain a recognized presence in the market with the full complement of programmatic, data driven and automated sales opportunities
• Respond proactively to all requests; guide automation RFPs to key DAS stakeholders so that critical deadlines are achieved
• Oversee RFP’s & pitches for both programmatic and Disney Campaign Manager
• Partner with internal teams to deliver best in class campaigns which exceed stated campaign KPIs
• Provide weekly updates on Automation revenue performance, including details on booked deals, working pipeline, progress against UF commits, 1P data opportunities, biddable and guaranteed deal opportunities
• Help develop programmatic narrative for the portfolio and take it to market with the Multimedia and Addressable sellers
• Work in coordination with the Multimedia & Addressable teams but be autonomous to divide and conquer programmatic sales in market
• Partner with DAS’s internal teams including Addressable Enablement, Ad Operations, Revenue Management, Transactional Sales, Business Operations and Client & Brand Solutions to devise automated advertising solutions and drive innovation and creativity throughout the entire sales process
• Foster meaningful C level relationships with ad technology partner companies, agencies, and clients in the Automation space
• Provide guidance and leadership to Automation Directors, Account Executives and Associate Account Executives
• Ensure we have a diverse team and a positive culture of inclusion

Basic Qualifications:

• 12+ years of direct selling experience in advertising sales with relevant sales experience in a media organization
• Significant experience in Programmatic and Addressable advertising sales, understanding and delivering direct and programmatic sales
• Deep experience with Demand Side Platforms, Supply Side Platforms, data, automated media sales, as well as experience working with agencies focusing on new media
• Strong understanding of new media technologies
• A change leader with experience guiding new teams to deliver revenue
• Experience interfacing with high level executives, clients and agencies
• Experienced leader of data driven sales managing the sales cycle with advanced campaign measurement and attribution

Preferred Qualifications:

• Three years’ experience working with Demand Side Platforms in a strategic business development atmosphere
• Three years’ experience working with agency trading desks and automated buying platforms
• Strong Sales Leader with an established history of prospecting new clients, generating leads and closing sales
• Able to simply and compellingly present complex marketing programs to clients. Able to lead brainstorming sessions as the need and situations demand 
• Manage multiple projects with tight deadlines; communicate effectively with a range of executives, department teams and clients 
• Ability to perform at a high level even when faced with unexpected change; creative problem solver in dealing with difficult or unexpected challenges 
• Be willing to take risks to ensure creative thinking and the best outcomes possible
• Able to work with data, create solutions and deal with ambiguity
• Ability to travel based on business needs

Required Education:

• Bachelor’s degree required

The hiring range for this position in New York, NY is $285,700 to $383,100 per year. The base pay actually offered will take into account internal equity and also may vary depending on the candidate’s geographic region, job-related knowledge, skills, and experience among other factors. A bonus and/or long-term incentive units may be provided as part of the compensation package, in addition to the full range of medical, financial, and/or other benefits, dependent on the level and position offered.