Demand Platform Partnerships Director

Company at a Glance

OpenX is focused on unleashing the full economic potential of digital media companies. We do this by making digital advertising markets and technologies that are designed to deliver optimal value to publishers and advertisers on every ad served across all screens.

At OpenX, we have built a team that is uniquely experienced in designing and operating high-scale ad marketplaces, and we are constantly on the lookout for thoughtful, creative executors who are as fascinated as we are about finding new ways to apply a blend of market design, technical innovation, operational excellence, and empathetic partner service to the frontiers of digital advertising.

OpenX is seeking a Demand Platform Partnerships Director with significant experience in the programmatic ecosystem, preferably within a supply or demand platform. This individual contributor position will be focused on revenue-generating opportunities across Enterprise and/or Tier 2 DSP organizations through the development of strategic, long term partnership opportunities to drive increased value for demand partners and OpenX. 

This senior leader will be responsible for OpenX’s Enterprise and/or Tier 2 DSP partnerships and strategic business relationships, using an existing and ever-expanding network of key relationships alongside robust technical knowledge and understanding of DSPs, their business models and priorities. 

In addition, this person will be responsible for generating robust account strategies across leading DSP clients which identifies relevant organization structures, remits, and incentives, and leverages those to identify strategic opportunities for growth. This person will be instrumental in showcasing OpenX’s suite of solutions - both standard and bespoke - to partners through consultative approaches and compelling story-telling. This role will report into the VP of Demand Platforms and will be highly visible within the OpenX organization and collaborating closely with the Exec team. 

The ideal candidate will be a revenue-led, highly motivated self-starter with strong programmatic experience and technical business knowledge, specifically related to the technical & strategic relationship between DSPs and SSPs, and have an extensive history of scaling partnership, building and driving key relationships across a large organization, and an ability to seek out & identify core needs, challenges, and areas of opportunity across partners which can be supported by OpenX’s technology & platform. 

Responsibilities

• Relationship Management:
• Identify, build, and manage strong relationships with key DSP decision-makers across multiple organization through a consultative and customer-first approach. 
• Forge relationships with the DSP Agency, Client, and Account Management teams to ensure that OpenX is at the top of the consideration set for exchange and deal growth
• Represent OpenX in external meetings with executives from Demand Platforms as well as industry events and conferences
• Business Development: 
• Build & execute a bespoke business development plan & strategy across OpenX’s Demand Side Platform clients, inclusive of strategic, technical, and global initiatives which drive revenue and value for OpenX and its partners. 
• Identify new upsell opportunities for revenue growth around PMP/PG deals, OpenX 1st party data, audience extension, and identity solutions
• Negotiate and secure strategic partnerships, and identify & close strategic upselling opportunities across DSPs by understanding core client business needs and organizational incentives.
• Lead the development & execution of Strategic Accounts Plans which map Demand Partner’s organizational structure, incentives, challenges, and focus areas into OpenX’s technical & strategic value proposition & capabilities in order to grow DSP Accounts. 
• Partner with Account Operations to identify & measure Share of Wallet (SOW) of OpenX, and identify both technical and strategic ways to increase SOW based on the unique factors of a DSP’s business which impact OpenX’s standing. 
• Technical & Operational:
• Leverage robust technical knowledge of ORTB, Programmatic, data and identity in order to seek out & identify non-standard ways of improving OpenX’s performance and partnership value to strategic DSP clients.
• Work cross functionally with Product, Marketing, Business Development, Exchange Optimization, Legal, and Publisher Development to bring to life strategic opportunities and grow revenue through thoughtful and sophisticated GTM offerings. 
• Work with leading DSP clients to showcase and inform OpenX product roadmap so as to ensure OpenX is in lockstep with its DSP partners around key product initiatives.
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Required Skills & Qualifications

• Extensive Experience in Programmatic Advertising: 7-10 years working within programmatic advertising, ideally within a demand-side platform (DSP) or supply-side platform (SSP) and within a Partnership Management and/or Business Development role.
• Revenue Leadership and Management: Demonstrated track record of building and driving high-impact partnerships with DSP and/or technology platforms which require extensive partner collaboration and creativity in order to achieve revenue growth & increased value. 
• Technical DSP Knowledge: Thorough understanding of DSP integrations, technology, bid mechanics and metrics - e.g. eCPM, bid rate, win rate, user match, etc.
• Client Relationship Management: Proven ability to build and maintain strong, strategic relationships with platform partners at all levels, especially at the executive and key stakeholder levels.
• Cross-Functional Collaboration Skills: Strong ability to collaborate with internal teams to drive outcomes, resolve problems, and/or achieve a strategic goal - Includes Product, Marketing, Customer Solutions Engineering, Publisher and Buyer Development.
• Problem-Solving and Critical Thinking: Skilled experience at identifying & executing on problem areas & resolution paths across technical & strategic areas of the business 
• Presentation and Communication Skills: Strong verbal and written communication skills for conveying OpenX’s value proposition and engaging with executive teams.
• Self-Motivated and Revenue-Driven: A highly motivated, revenue-focused individual with a strong sense of initiative and the ability to act as a player/coach.

OpenX VALUES

Our five company values form a solid bedrock serving to define us as a group and guide the company. Our values remind us that how we do things often matters as much as what we do.

WE ARE ONE

We are one team. There are no exceptions. We are a group of strong and diverse individuals unified by a shared mission. We embrace challenges and win together as a team. We respect and care about our colleagues and cultivate an inclusive culture

WE ARE CUSTOMER CENTRIC

We innovate on behalf of our customers. We understand, respect, and listen carefully to our customers. We build great products to solve our customers’ problems. We manage our customers’ expectations clearly and honestly. We are a trusted partner to all of our customers - we act with integrity at all times. We care.

OPENX IS OURS

We are all owners of OpenX

We all have a voice to improve OpenX

We stake our personal and professional reputations on the excellence of our work

We are not interested in just "doing our jobs"; we take ownership to drive results

WE ARE AN OPEN BOOK

We understand and respect what each of us does. We are eager to teach and share what we know with others, both internally and externally. We are eager to learn from others and we ask questions internally and externally. 

WE EVOLVE FAST

We take responsible risks and own and learn from our mistakes. We recognize and repeat success. We actively seek out and provide constructive feedback. We adapt quickly and embrace change. We tackle growth and learning with real urgency. We are endlessly curious.

OpenX TRAITS

Our three traits capture what makes a great team member at OpenX.

HUMBLE

Ideal team players are humble and demonstrate integrity. They put the team's success above their own, share credit generously, and value collective achievements. They are self-assured, open to coaching, and committed to continuous learning.

DRIVEN

Ideal team players are results-driven and motivated. They are curious, always seeking more to do, learn, and take on. As proactive problem-solvers, they take initiative without needing external motivation. They continuously think about the next steps and opportunities for improvement.

SMART

Ideal team players are smart and possess the intellectual acumen to understand the complexities of our organization and industry. They are interpersonally intelligent, good communicators, and exemplify sound judgment in their interactions across the company to foster a collaborative environment.

OpenX is committed to equal employment opportunities.

It is a fundamental principle at OpenX not to discriminate against employees or applicants for employment on any legally-recognized basis including, but not limited to: age, race, creed, color, religion, national origin, sexual orientation, sex, disability, predisposing genetic characteristics, genetic information, military or veteran status, marital status, gender identity/transgender status, pregnancy, childbirth or related medical condition, and other protected characteristic as established by law.

OpenX Applicant Privacy Policy

Applicants can review our Applicant Privacy Policy at any time by visiting the following link: https://www.openx.com/privacy-center/applicant-privacy-policy/.

Effective Date: November 21, 2024