联盟开发经理 Alliance Development Manager

职位介绍

迪士尼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。

联盟开发经理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。该职位将汇报给企业联盟部门的联盟开发总监，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。

主要职责：

经理-联盟开发的主要职责包括：

• 深入了解上海迪士尼度假区的战略规划、各项举措及面临的问题，通过与新合作伙伴建立战略联盟关系及与相关业务线（LOBs）密切合作，推动业务增长。
• 掌握广泛的赞助市场趋势和品牌合作的最佳实践，能够进行行业研究并制定相应的联盟开发战略。
• 根据联盟开发战略，识别潜在的合作伙伴，并深入了解他们的营销需求和商业目标。具备创造性思维，能够设计出创新的解决方案，提供量身定制的合作方案。
• 根据企业联盟开发流程，通过合作开发、谈判和合同签订，推动目标的实现。
• 在合作的不同阶段，向内部和外部相关方进行高层次的业务汇报。
• 通过准备演示材料、安排会议、研究市场及其他支持性任务，协助联盟开发团队的工作。

岗位要求：

技术技能和要求

• 了解中国市场，并具有与各种类型公司合作的经验，如跨国公司、国有企业和私营公司；
• 拥有业务开发、市场研究、销售、广告、赞助或市场营销的专业经验；
• 跨多个部门工作经验；
• 向潜在客户做富有故事性及逻辑性的演说报告经验；
• 理解复杂法务文件的经验；
• 理解基本财务报表的能力；
• 具备制定谈判计划的能力，并能为每次谈判会议准备详细的谈判要点；
• 理解谈判条款和企业法务部门的能力。

教育、培训、知识和技能

• 至少8年相关工作经验，包括至少5年在业务发展、赞助谈判、知识产权许可、广告或咨询方面的经验；
• 大学本科；
• 较强的分析、沟通和组织能力；
• 拥有高阶的促进和关系建立技能；
• 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以及Keynote；
• 精通英语和中文，书面和口语均流利；
• 具备快速学习和适应新技能的能力；
• 热爱且熟悉华特迪士尼公司的产品和业务。

Job Description

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

RESPONSIBILITIES

The core responsibilities include:

• 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).
• Understand broad sponsorship market trends and best practices in co-brand partnership and be able to provide industry research and form relevant business development strategy.
• Identify new potential partners in line with the business development strategy and understand their marketing needs and business objectives. A creative mindset is essential, with the ability to devise innovative solutions and think outside the box to come up with tailor-made proposals.
• Pursue targets through deal development, negotiation and contract signing per the Corporate Alliances business development process.
• Deliver senior executive presentations to internal and external stakeholders through different stages of deal making.  
• Support the alliance development team with deck preparation, meeting logistics, research, and other tasks which support the alliance development efforts. 

REQUIREMENTS

TECHNICAL SKILLS AND REQUIREMENTS:

• Understanding the Chinese market and having experience working with various types of companies in China, such as multinationals, state-owned enterprises, and privately owned companies.
• Experience in business development, research, sales, advertising, sponsorship or marketing
• Experience in cross-functional team dealing with many different departments
• Experience in developing storytelling and logical presentations for potential clients
• Experience in understanding very complex legal documents
• Ability to understand basic financial statements
• Ability to develop formal negotiation plan with talking points for each negotiation session
• Knowledge and understanding of deal terms and corporate legal teams

EDUCATION, TRAINING, KNOWLEDGE AND SKILLS:

• Minimum 8 years of relevant work experience, including at least 5 years in business development, sponsorship negotiation, IP licensing, advertising or consulting experience
• B.S. or B.A degree required
• Strong analytical, communication and organizational skills
• Advanced facilitation and relationship-building skills
• Demonstrated strong verbal, written and presentation skills
• Strong computer skills with advanced knowledge of PowerPoint, Word, Excel and Keynote
• Proficiency in English and Chinese, both written and spoken
• Fast learner with the ability to adapt and learn new skills/approaches quickly
• Familiarity and passion for The Walt Disney Company’s products and service lines

关于 Shanghai Disney Resort:

上海迪士尼度假区是中国大陆的第一个迪士尼度假区，在这里，亲朋好友们可以尽情体验和畅享一个充满奇幻、想象、创意和探险的全新世界。该度假区是上海迪士尼主题乐园的所在地，内设两座主题酒店，一个大型购物、餐饮和娱乐区——迪士尼小镇，一座百老汇风格的剧院，星愿公园和其他户外休闲区域。上海迪士尼度假区的演职人员为游客提供世界一流的服务，该度假区专为中国人量身打造了正宗地道的文化氛围和主题，淋漓尽致地展现了经典的迪士尼故事和人物角色。上海迪士尼度假区能够迎合各类人的需求，包括惊险刺激的探险之旅以及郁郁葱葱的花园。在这里，游客们可以尽情放松，畅享丰富的互动体验。

关于 华特迪士尼公司 (公司):

华特迪士尼公司连同其子公司和关联公司，是一家领先的多元化国际家庭娱乐和媒体公司，拥有以下业务板块：媒体网络、乐园和度假区、影视娱乐、消费产品和互动媒体。它从 20 世纪 20 年代的一家小型卡通工作室，一跃发展成为当今娱乐业中的翘楚，可谓是家喻户晓。迪士尼公司非常荣幸地继续秉承其传统，为每位家庭成员打造世界一流的故事和体验。迪士尼的故事、人物和经历吸引了世界各地的消费者和游客。我们在 40 多个国家及地区经营业务，我们的员工和演职人员携手努力，打造在全世界和当地都备受钟爱的娱乐体验。

此职位隶属于 Shanghai Intl Theme Park Company, Ltd., 即我们称为 Shanghai Disney Resort 业务的一部分。

具体的福利基于职位有所不同，可能根据公司政策进行调整。 上海迪士尼度假区不会委托任何人或第三方机构向求职者收取费用。候选人请务必通过度假区官方招聘渠道获取度假区招聘的相关资讯。

公司规定，向所有员工和候选人提供同等就业机会，无论种族、宗教、肤色、性别、家庭状况、性取向、原国籍、年龄、婚姻状况、退伍军人身份、智力或肢体残疾、怀孕、民族/种族、外来务工人员身份、传染病原携带者身份或法律规定的其他类别。此“平等就业机会”涵盖但不限于员工聘任和雇佣、升职、降职、调动、解除/终止雇佣、工资水平和其他薪酬形式、教育和培训等方面。