Rovi Corporation (NASDAQ: ROVI) is focused on revolutionizing the digital entertainment landscape by delivering solutions that enable consumers to intuitively connect to new entertainment from many sources and locations, and has one of the world’s leading patent portfolios in this area, with more than 4500 issued patents and pending applications worldwide. The company licenses its patent portfolio to consumer electronics manufacturers, service providers and other third parties around the world. Rovi also provides its own extensive entertainment discovery solutions for television, movies, music and photos, together with industry leading entertainment data, to create the connections between people and technology, and enable them to discover and manage entertainment in an enjoyable form. With the recent acquisition of Sonic, Rovi has expanded its breadth of offerings throughout the digital entertainment ecosystem to include content producers, post production digitization, distribution of content ensuring both digital rights and quality of distribution in addition to ecommerce management for content distributors. We have become an end-to-end provider of world class digital entertainment. Rovi is a global company headquartered in Santa Clara with nearly 2200 employees worldwide.
BASIC FUNCTIONS:
The Business Development Manager or Director is responsible for driving Rovi’s strategic partnerships with technology companies . This will be a critical role as it is at the heart of Rovi’s mission to power digital media, search, discovery and consumption. The position will be part of the Business Development team and will work closely with Engineering/Architecture teams and Product Management to forge operational partnerships across Rovi’s B2B products (including TotalGuide (our guide products for CE manufacturers and Service Providers), RoxioNow and our metadata business) and our direct to consumer products (Roxio, DivX and websites such as AllRovi.com and Sidereel.com).
SPECIFIC RESPONSIBILITIES:
The position is primarily an externally facing role focused on technology partnerships. The Business Development Manager/Director will articulate Rovi’s value proposition to technology and media companies, build awareness among them, perform technical diligence on potential deals, and work closely with stakeholders to close deals and execute operational guidelines/processes.
The Manager/Director must have precise technical knowledge of Rovi’s next generation embedded guide from a design and functional perspective, as well as a thorough understanding of the business benefits each of the solutions Rovi offers. The Manager/Director needs to be able to communicate this information clearly and concisely to partners, customers and prospects in order to assure the sale of the solutions and develop new business opportunities. The Manager/Director must also possess strong interpersonal skills and be able to relate to a wide range of individuals (primarily technical), including managers and executives within customer environments. The Manager/Director will play a key role in scale and success of Rovi’s next generation guide.
The Manager/Director will serve as the key technical point of contact for sales and evangelism activities:
Oversee roster of potential strategic partners
Chiefly responsible to initiate contact, negotiate and close deals with roster of strategic partners, but doing so in concert with Rovi stakeholders to qualify them and with partners to help define technical design and implementation plans
Coordinate 3rd party touch points across Rovi divisions and be the hub for Rovi activity related to assigned partners
Present the Rovi technical vision and strategy coherently, consistently and convincingly to a technical and business audience
Architect, build and deliver technical and business blueprints that map to Rovi’s and partner’s business goals
Maintain in-depth product/solutions knowledge and understanding of global and local market trends and standards in aligned technology and understanding of competition
Develop relationships with key technical influencers from key customers and partners within industry associations and bodies and help to shape internal product and external policy/standards decisions
Help define Rovi´s product roadmap, feature set and new applications based on partner feedback and specifications
REQUIREMENTS:
Extensive experience with proven success working with technology, entertainment and/or service provider companies
Demonstrated consulting or consultative selling skills, preferably to media companies, with prior experience interfacing/interacting with ‘C’ level executives
Basic software development skills
Must possess several of the following competencies:
Streaming video and audio formats, DRM, and UPnP/DLNA.
Familiarity with embedded and mobile development platforms (iOS, Android, CE Widgets)
Web-based technologies: HTML5, CE-HTML, JavaScript and JSON.
Digital Media or A/V software development experience
Embedded software development experience
xCS and/or EE degree(s) strongly preferred
Location: San Francisco Bay Area or Los Angeles preferred; others considered
PERSONAL CHARACTERISTICS:
Passion for consumer electronics, digital media, and Internet technologies
Ability to navigate and manage technical issues within an account with ability to map technical and commercial value to broader business concerns/goals within the opportunity
Ability to relate to partner issues and apply solutions to meet the needs of partner specific requirements
Ability to navigate a complex and distributed corporate organizational structure
Demonstrable detail orientation and excellent partner communications skills, written/presentation, oral and face-to-face
Presence and credibility with the ability to champion and influence both internally and externally
Enjoys the challenges encountered in selling complex technology in a competitive environment
Self-confidence, with an investigative mind, that translates well for customers, partners and colleagues
Strong project management skills
Ability to learn and adapt quickly
High personal energy and enthusiasm for a complex sales process
Excellent managerial capabilities with proven success working across functional lines with diverse work force
Comfortable traveling approx 35% of the time
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