London,
Thomson Reuters
We are the leading source of intelligent information for the world's businesses and professionals, providing customers with competitive advantage. Intelligent information is a unique synthesis of human intelligence, industry expertise and innovative technology that provides decision-makers with the knowledge to act, enabling them to make better decisions faster. We deliver this must-have insight to the financial and risk, legal, tax and accounting, intellectual property and science and media markets, powered by the world's most trusted news organization.
Reuters, the news and media division of Thomson Reuters, is the world’s largest international multimedia news provider reaching more than one billion people every day. Reuters provides trusted business, financial, national and international news to professionals via Thomson Reuters desktops, the world's media organizations and directly to consumers at Reuters.com and via Reuters TV.
The Head of Channel Partnerships role is accountable for the development and revenue performance of Reuters News Agency’s third-party partnerships and direct picture usage sales in the region and reports to the Global Head of Channel Partnerships. Critical to this role is the ability to harmonize sales standards and manage a portfolio of diverse direct and third party clients whilst leading a team of partner sales specialists and partner success managers. Successful relationship management between direct and partner sellers and stakeholders is essential to reduce conflict while streamlining delivery of Reuters content through the channels. The ideal candidate will be able to use their own initiative to reframe relationships, work with their teams to maximise revenues and collaborate across the organisation to deliver solutions to the benefit of Reuters and our partner community.
*Responsibilities:*
* Owns and is responsible for the revenue target for picture usage sales and channel partner activity in the region
* Develops and executes the channel partners’ strategy in the region, segments and tiers partners to ensure appropriate direct and channel partner support
* Creates and implements joint business plans and undertakes quarterly business reviews to optimise customer and partner performance
* Ensures teams are cultivating and maintaining high level relationships within channel organizations.
* Works with direct sales teams and the marketing organisation to support direct and partner sales activity and provide lead generation
* Develops new partnerships in key verticals broadening the reach and revenues of the channel partner business
* Works with the product organisation, feeding back from partners and customers to inform the future product roadmap and enrich the content offering
* Aligns with sales excellence to deliver sales best practice and ensure CRM systems are updated to create a single system of record for the channel partner organisation
* Works with the local and global business development teams to identify, incubate and grow new partnerships and incremental revenues
* Develops partner communities enabling sharing of best practice across third party relationships and partner evangelism both inside and outside Reuters
* Analyses data and partner performance to optimise future engagements working with the partner success teams to implement metrics to measure success
* Plays a key role in accurate budgeting and forecasting for the region
* Provides guidance to sales staff on account strategies and tactics.
* Prepares and presents executive presentations.
* Ensures recruitment and training of staff to achieve sales business objectives.
* Provides guidance to leadership on performance management and employee development.
* Coaches, mentors and develops team
* Anticipates internal and external business developments and assesses requirements to ensure competitive positioning is maintained.
*Scope & Impact:*
* Responsibility for the performance of partner sales relationships and related direct customers.
* May manage experienced sales managers and/or sales professionals
* Responsible for hitting Reuters News Agency revenue targets
* This position will be based in London
* Proven ability to deliver results through development of key sales and revenue metrics.
* Proven ability to manage within a matrix environment, collaborate across multiple departments/organizations and influence at all levels
* Capable of building relationships to influence and gain resources from across the organization.
* Ability to motivate, coach and develop channel partners in a customer facing environment.
* Executive presence and the ability to operate at C level often resolving complex contractual and relationship issues.
* Proven presentation, communication, negotiation and interpersonal skills and capability to apply these skills to a range of audiences.
*Required Experience and Skills:*
* Extensive media sales management experience
* Extensive experience in account management, managing a broad range of third party licensees and optimising business performance
* Extensive experience in direct sales, with a proven track record of meeting sales targets
* Knowledge of rights management issues and contracting
* Experience of working in a matrix environment and multiple stakeholder groups from different functions within a business.
* Managing senior stakeholder relationships and diverse virtual teams across a variety of locations.
* Fully competent in Customer Relationship Management systems, particularly Salesforce.
* Fully competent in financial acumen, with a track record of budgeting and forecasting.
* Must have a track record of reviewing potential opportunities on a case by case basis; analysing and evaluating opportunities in alignment with Reuters strategy to determine the optimal choices for the channel partner business
* University/college degree required or equivalent experience
* Must be willing to travel, up to 30% of the year
*Desired Experience and Skills:*
* In depth experience of content licensing, particularly in visual media (image and video licensing)
* Additional languages other than English spoken at a business level is highly desirable, particularly German and or French
NB: Flexible working options will be considered as part of this application. E.g. Job shares
If you believe you can bring something special to this role, we want to hear from you. You may have a non-traditional career path, education or background. If you meet the minimum qualifications for the role, let us know in a cover letter with your application. Reuters depends on diversity of thought and you could be just what we need.
At Thomson Reuters, we believe what we do matters. We are passionate about our work, inspired by the impact it has on our business and our customers. As a team, we believe in winning as one – collaborating to reach shared goals, and developing through challenging and meaningful experiences. With over 50,000 employees in more than 100 countries, we work flexibly across boundaries and realize innovations that help shape industries around the world. Bring your ambition to make a difference. We’ll bring a world of opportunities.
As a global business we rely on diversity of culture and thought to deliver on our goals. To ensure we can do that, we seek talented, qualified employees in our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under country or local law. Thomson Reuters is proud to be an Equal Employment Opportunity Employer providing a drug-free workplace.
Intrigued by a challenge as large and fascinating as the world itself? Come join us.
To learn more about what we offer, please visit thomsonreuters.com/careers.
More information about Thomson Reuters can be found on thomsonreuters.com.
**Job:** **Sales Family Group*
**Organization:** **News Agency*
**Title:** *Head of Channel Partners, EMEA*
**Location:** *GBR-London-London-GBR-London-30 South Colonnade*
**Requisition ID:** *JREQ071442*