Commercial Video Strategy GTM, Amazon Ads, Europe

4 months ago

London, United Kingdom Amazon Online UK Limited Full time
Regional GTM Specialists are the voice of the customer and the field back to the Ads Product orgs, as well as the business owners for delivering on customer outcomes through the adoption of product solutions. They are responsible for: 1) Owning interactions with each Sales org, producing a stack-ranked set of Regional Sales priorities, and influencing requirements, roadmap decisions and trade-offs; 2) Developing and implementing regional GTM strategies and sales plays, both for existing capabilities and new ones (e.g. packaging, launches); 3) Regional Service and operations team engagement as it pertains to new and emerging products; 4) Partnering with Product Marketing on Sales and Marketing narratives; and 5) Business management in support of global Specialist org goals around revenue, product adoption, advertiser maturity advancement, etc.

This role is open to hiring in London, Munich, Paris, Milan, or Madrid.

Key job responsibilities
As the EU Commercial Video GTM, you will be responsible for driving the commercial and packaging requirements across our video products (Prime Video, Twitch, Freevee, Live Sports, Online Video), capturing annual spend commitments. This will include:

- Driving the localized Upfronts strategy from building excitement to closing annual deals, partnering with Marketing, Finance, and Agency teams.
- Owning the relationship with Finance/Yield and be the voice and product knowledge for pricing and incentives in region.
- Drive the evolution and optimization of our pricing model, packaging, and discount strategy, ensuring it aligns with business/product objectives.
- Participate in determining pricing KPIs and track, monitor, and report on the effectiveness of implemented pricing and packaging changes.
- Undertake detailed product, competitor, and financial analyses to support the development and promotion of packaging and pricing suggestions.
- Collaborate cross-functionally to formulate pricing strategies.
- Implement structure and rigor around monitoring spend and fulfilling annual deals.
- Maintain an informed perspective on the business by examining operating metrics, CPMs, and market trends to spot potential monetization opportunities.
- Collaborate cross-functionally to formulate packaging strategies across 1P video and our creative teams, partnering with sponsorships to implement buying models to drive demand for priority properties.

About the team
The Global Video Advertising (GVA) org comprises both Sales Specialist and GTM teams that set out to create best-in-class video solutions for our customers, expand video client adoption, and drive premium monetization of our portfolio of video assets, all in close partnership with the broader Amazon Ads org and publisher partners. The Video Strategy and GTM team focuses on conceiving holistic full-funnel video packages, value propositions and selling narratives, ultimately focused on delivering the strongest ad solutions for our customers in partnership with Product, Marketing, DSP, and Supply teams.

BASIC QUALIFICATIONS

- Bachelor's degree
- Experience in developing, negotiating and executing business agreements
- Experience in a professional field or military
- Significant experience in business development, product management, digital media operations (sales or brand management) at a advertiser or an agency.
- Experience in previous roles managing relationships with senior stakeholders including: Product leaders, Sales, Account Management, Finance and Marketing.
- Extensive knowledge of TV, digital media, and AdTech landscape.
- Experience building and deploying GTM strategies, with an emphasis on packaging, positioning and messaging.
- Experience dealing with results, metrics and data management and a desire to create and build new processes.
- Possess analytical and quantitative skills with an ability to use data and metrics to back up assumptions, develop business cases, and complete root cause analyses.
- Excellent communication skills (written & verbal), including the ability to present complex topics both in person, over the phone, and through concise document writing.

PREFERRED QUALIFICATIONS

- Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
- Experience selling to Fortune 1000 or Global 2000 organizations

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