Vice President, Americas Transactional

General Summary

The job’s primary purpose and overall scope of responsibility.

INTRODUCTION / BACKGROUND:

• The transactional business—Electronic Sell-Through (EST) and Video On Demand (VOD)—is a core pillar of Sony Pictures Entertainment’s (SPE) digital distribution strategy, providing consumers with access to our film and television content across platforms and devices.
• As the digital landscape continues to evolve, a key priority is maximizing transactional revenue across the Americas—the U.S., Canada, and Latin America—by adapting to market shifts, strengthening partnerships with global and local retailers, and identifying new areas for growth.
• We are seeking an experienced, strategic, and commercially driven Vice President, Americas Transactional to lead this critical business segment. The role will include:
• Direct leadership of the U.S. transactional business, the largest global market
• Dotted-line oversight of Canada and Latin America, working closely with local and regional teams
• Cross-regional collaboration with EMEA and APAC transactional leads to align global strategy and execution
• This is a high-visibility leadership role with direct reports, operating within a matrixed, global structure.

KEY RESPONSIBILITIES:

• U.S. Home Entertainment Leadership
  • Set the strategic vision for the U.S. transactional business, championing a best-in-class, insight-led approach
  • Oversee pricing, promotions, windowing, and retail partner negotiations to drive revenue and share
  • Lead initiatives such as SVOD/transactional optimization, Premium Window Optimization, and catalogue growth, in partnership with Product Planning Center of Excellence, Client Services, Marketing, and Sales Planning
  • Partner with Product Planning, Analytical, and Insights teams to enable data-led decision-making and performance tracking
  • Maintain strong industry awareness to drive innovation and competitiveness in the U.S. market
• Regional Leadership & Collaboration (Canada & Latin America)
  • Provide strategic direction and leadership to regional transactional teams via dotted-line management
  • Ensure alignment of Canada and Latin America strategies with broader Americas and global objectives
  • Promote collaboration, share best practices, and support performance delivery across regional markets
  • Leverage local market insights to inform broader strategy and support territory-specific needs
• Account Management
  • Lead the execution of global transactional account strategies across the Americas, working in partnership with SPE’s Global Account leads (e.g., Amazon, Google/YouTube, Apple, Microsoft)
  • Own U.S. commercial negotiations and relationships with global digital retail partners, ensuring alignment with global terms and maximizing regional opportunities
  • For Canada and Latin America, ensure effective implementation of global deals, supporting local execution and performance delivery
  • Provide guidance on retail planning, pricing, and marketing activations across the Americas for global accounts
• Cross-Regional & Global Collaboration
  • Collaborate actively with EMEA and APAC transactional leads to align global strategies and share market insights
  • Ensure global initiatives are effectively localized for the Americas, and advocate for regional needs in global forums
  • Champion consistent approaches to operations, reporting, and strategic planning across regions

• Budget & Performance Management
  • Own Commercial Team inputs for U.S. transactional budget, including forecasting, planning, and performance delivery
  • Support Canada and Latin America in budget planning and tracking, providing guidance and oversight
  • Drive a high-performance culture with clear KPIs, accountability, and regular performance reviews
• Partner & Retailer Management
  • Serve as the senior commercial lead for U.S. digital retail partners, leading key negotiations and joint business planning
  • Support strategic relationships with retailers across Canada and Latin America in collaboration with local teams
  • Ensure consistent communication and knowledge sharing across the Americas retail landscape
  • Represent SPE externally as the face of the Americas transactional business
• People Leadership
  • Empower, coach, and develop direct reports, fostering a culture of innovation, collaboration, and continuous improvement.
  • Champion organizational alignment with global priorities and embed a “Challenger mindset” across the team.
  • Actively manage team performance and uphold best-in-industry standards, celebrate success, and support professional growth across the organization
  • Be a leader in supporting and driving organizational alignment in line with worldwide priorities and thinking

Job Requirements

The level of education, experience, specialized knowledge or skills,

and competencies necessary to perform the duties of the job.

Experience:

• Minimum 15 years of relevant experience in digital transactional business, home entertainment, or related industries, with at least 5–7 years in senior leadership roles managing teams and complex stakeholder relationships
• MBA strongly preferred.
• Experience working across multiple territories or regions is a strong plus.

Knowledge:

• Deep expertise in the digital transactional (EST/VOD) business; recognized subject matter expert
• Consumer-focused and commercially driven, with strong digital retail acumen
• Proven track record leading operations that deliver transformational growth
• Skilled in managing cross-functional and virtual teams, with cultural fluency; Spanish or Portuguese a strong plus
• Digitally fluent with a bias for innovation and change
• Highly analytical and financially literate, adept at data-driven decision-making
• Strategic thinker with consistent execution and results delivery
•  Collaborative and intellectually agile, able to influence across functions and levels

Skills / Abilities: 

• Demonstrated leadership in transactional sales, home entertainment, and commercial strategy
• Proven people manager who builds and develops high-performing teams
•  Excellent communication, negotiation, and presentation skills
•  Strong relationship builder with studio peers and global retail partners
•  Proficient in Excel and PowerPoint; experienced working with analytics and finance teams for actionable insights
•  Highly organized and adaptable, managing multiple priorities in a fast-paced, matrixed environment
•  Entrepreneurial mindset with strong process orientation and attention to detail
• Passion for film and television content
•  Willingness to travel as needed

Sony Pictures Entertainment is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, age, sexual orientation, gender identity, or other protected characteristics.

SPE will consider qualified applicants with arrest or conviction records in accordance with applicable law.

To request an accommodation for purposes of participating in the hiring process, you may contact us at [email protected].