This position helps identify leads, develops and negotiates all strategic partnerships, including but not limited to the licensing of content from third-party providers; cobranded and white-label programs and services for AARP Staying Sharp members and unique products and platforms that are critical to the execution of AARP’s Staying Sharp Strategy. This individual will play an integral role in helping Staying Sharp achieve its ambitious goal of delivering a business-to-business (B2B) solution through strategic partnerships. The role will also work externally to launch and support 3rdparty programs with partners, and then champion internally the roadmaps to achieve best-in-class benchmarks on cost as well as service levels. This role is a critical priority for the organization as we are seeking to scale the Staying Sharp program. This position reports to the VP of Specialized Membership.
This person is responsible for developing partnership opportunities and building a business case based on appropriate ‘fit’ with Staying Sharp strategic objectives, assets and capabilities, online engagement, value to AARP and revenue potential. In addition, this person evaluates ROI for renewing and ongoing partnerships based on AARP metrics and analytics and AARP’s Digital Strategy. This person will also be responsible for ongoing Account Management of strategic accounts including contract management, reporting, renegotiation, and issue resolution.
Specific Responsibilities include:
- Identifies strategic opportunities that will further Staying Sharp’s Digital Strategy and B2B Partnership Objectives.
- Develops a strong, deep understanding of targeted industries and relevant players to lead creation of Business Development strategy.
- Leads Business Development work on strategic digital partnerships including but not limited to: securing content from third-party providers; cobranded and white-label programs and services for AARP Staying Sharp members and registered users; and unique products and platforms that are critical to the execution of AARP’s Staying Sharp Digital Strategy.
- Develops and manages pipeline of deal targets and opportunity evaluation, including: company overview, business objectives, business model, strategies, competitive landscape, SWOT analysis, and initiates executive involvement when required.
- Identifies, negotiates, and manages complex, high-value partnerships that will drive Staying Sharp Strategic Objectives. Leads complex negotiations that maintain the best interests of AARP. Takes a creative approach to structuring business models and deal terms to maximize member value and revenue, and creates new business model opportunities when appropriate. Analyzes and evaluates potential and existing partnerships on quality and value of content, tools and services; licensing or revenue-sharing terms; and ROI.
- Leads analysis of AARP value exchanged and received in any deal, contributing to development of business models for a new relationship. Successful contributions will lead to driving achievement of AARP digital KPIs.
- Manages strategic partnerships from initial evaluation to implementation and throughout the lifecycle of the partnership.
- Gains buy-in and support of key stakeholders throughout the organization to launch new partnerships.
- Leads internal collaboration with AARP teams to create and launch partnerships, handing off elements of ownership to editorial, online marketing, product management, project management and PR teams to ensure a successful outcome.
- Understands and effectively manages AARP processes and policies
- Has a strong working knowledge of AARP digital business models and collaborates with AARP legal and procurement teams on contractual documents.
- Leads positive organizational change in how new business development opportunities are evaluated and executed.
- 10+ years of experience in related field demonstrating expertise in business development, partnership development. Familiarity with the 50+ segment is a plus.
- Experience in working in a large, complex organization. Strong interpersonal, influence and negotiating skills.
- Excellent business judgment and ability to recognize business implications of data.
- Action orientation. A decisive quick study with proven analytical ability and strategic business and product development/management skills.
- Demonstrated track record of effectively negotiating contracts with large scale partners and building and implementing B2B partnership programs
- Experience focused in managing subscription-based programs
- Ability to influence / negotiate with teams to produce desired outcomes within tight timeframes.
- Exceptional written and verbal communication skills, PowerPoint expert
- Strong planning & organizing skills
- Initiative & follow-up, including a strong sense of autonomy
- Demonstrated problem solving skills
- Interpersonal savvy
- Travel required (10-20%)