Demand Platform Partnerships Director (DSP Partner Sales)

Responsibilities

• Relationship Management:
• Identify, build, and manage strong relationships with key DSP decision-makers across multiple organization through a consultative and customer-first approach. 
• Forge relationships with the DSP Agency, Client, and Account Management teams to ensure that OpenX is at the top of the consideration set for exchange and deal growth
• Represent OpenX in external meetings with executives from Demand Platforms as well as industry events and conferences
• Business Development: 
• Build & execute a bespoke business development plan & strategy across OpenX’s Demand Side Platform clients, inclusive of strategic, technical, and global initiatives which drive revenue and value for OpenX and its partners. 
• Identify new upsell opportunities for revenue growth around PMP/PG deals, OpenX 1st party data, audience extension, and identity solutions
• Negotiate and secure strategic partnerships, and identify & close strategic upselling opportunities across DSPs by understanding core client business needs and organizational incentives.
• Lead the development & execution of Strategic Accounts Plans which map Demand Partner’s organizational structure, incentives, challenges, and focus areas into OpenX’s technical & strategic value proposition & capabilities in order to grow DSP Accounts. 
• Partner with Account Operations to identify & measure Share of Wallet (SOW) of OpenX, and identify both technical and strategic ways to increase SOW based on the unique factors of a DSP’s business which impact OpenX’s standing. 
• Technical & Operational:
• Leverage robust technical knowledge of ORTB, Programmatic, data and identity in order to seek out & identify non-standard ways of improving OpenX’s performance and partnership value to strategic DSP clients.
• Work cross functionally with Product, Marketing, Business Development, Exchange Optimization, Legal, and Publisher Development to bring to life strategic opportunities and grow revenue through thoughtful and sophisticated GTM offerings. 
• Work with leading DSP clients to showcase and inform OpenX product roadmap so as to ensure OpenX is in lockstep with its DSP partners around key product initiatives.

Required Skills & Qualifications

• Extensive Experience in Programmatic Advertising: 7-10 years working within programmatic advertising, ideally within a demand-side platform (DSP) or supply-side platform (SSP) and within a Partnership Management and/or Business Development role.
• Revenue Leadership and Management: Demonstrated track record of building and driving high-impact partnerships with DSP and/or technology platforms which require extensive partner collaboration and creativity in order to achieve revenue growth & increased value. 
• Technical DSP Knowledge: Thorough understanding of DSP integrations, technology,  bid mechanics and metrics - e.g. eCPM, bid rate, win rate, user match, etc.
• Client Relationship Management: Proven ability to build and maintain strong, strategic relationships with platform partners at all levels, especially at the executive and key stakeholder levels.
• Cross-Functional Collaboration Skills: Strong ability to collaborate with internal teams to drive outcomes, resolve problems, and/or achieve a strategic goal - Includes Product, Marketing, Customer Solutions Engineering, Publisher and Buyer Development.
• Problem-Solving and Critical Thinking: Skilled experience at identifying & executing on  problem areas & resolution paths across technical & strategic areas of the business 
• Presentation and Communication Skills: Strong verbal and written communication skills for conveying OpenX’s value proposition and engaging with executive teams.
• Self-Motivated and Revenue-Driven: A highly motivated, revenue-focused individual with a strong sense of initiative and the ability to act as a player/coach.