Head of Business Development, CAPE

Are you passionate about shaping the future of entertainment on the world's most popular streaming devices?

The Content & App Partner Engagement (CAPE) team is seeking a commercial Business Development Head to lead our Japan Business Development team. In this role, you will own and drive the strategic vision for Fire TV's third-party content and app partnerships across Japan — one of our most critical and complex international marketplace.

You will lead a team of business development professionals, manage C-level relationships with Japan's largest content providers, and own the end-to-end strategy for monetization, content acquisition, and partner growth on Fire TV devices. This role reports directly to the Head of CAPE UK and JP.

• Key job responsibilities
• •Define and execute the Japan BD strategy across SVOD, AVOD, Gaming, and FAST (Free Ad-Supported Streaming TV) content verticals, aligning with broader Fire TV and CAPE organizational goals

Lead, develop, and grow a high-performing BD team in Tokyo, setting direction and mentoring team members across multiple workstreams

Own and drive significantly complex, strategic partnerships with Japan's top content providers (e.g., U-NEXT, TVer, ABEMA, NHK, Disney+) including contract negotiations, renewals, and monetization strategies

Represent Amazon at the C-suite level with external partners, establishing trust and influencing partner technical and go-to-market strategies

Own the JP monetization strategy including remote button deals, OPS growth targets, and AVOD monetization frameworks

Lead Fire TV Channels (FTVC) content acquisition and launch strategy in Japan, securing partnerships across news, sports, and entertainment verticals

Drive platform migration initiatives (e.g., Aquila to Vega) through partner communication and relationship management, ensuring timely app readiness and launch

Own Content Personalization partner commitments in JP, expanding integration across key partners

Develop and execute go-to-market strategies for new Fire TV features and services in the Japan market, working cross-functionally with Product, Engineering, Marketing, and Legal

Identify new business opportunities and revenue streams, proposing investment cases with long-term sustainability in mind

Influence VP and S-Team level goals; own longer-term strategic documents (OP1, 3YP) for the JP BD business

• About the team
• The Content & App Partner Engagement (CAPE) team manages the global portfolio of third-party app and game developers (e.g., Netflix, Roblox, Spotify) worldwide that distribute content on Amazon branded and 3P devices with screens (Fire TV, Fire TV Edition, Fire Tablets and Echo Show) and acts as the 'voice of the developer' for internal Amazon teams. The Japan market represents a strategically important territory with unique partner dynamics, monetization models, and customer expectations.

Basic qualifications

• - 10+ years of building and leading large teams and working in matrixed operating structures experience
• - 7+ years of solving problems with technology in the Media & Entertainment Industry experience
• - 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• - Bachelor's degree or equivalent
• - Experience working and communicating with multiple stakeholders, C-level executives and cross functional teams or equivalent
• - Experience in strategic thinking about business, enterprise software products, and new technology platforms and architectures or equivalent
• - Speak, write, and read fluently in Japanese at a business level or above (N1+)

Preferred qualifications

• - 5+ years of managing and developing high performance teams experience
• - Knowledge of digital video landscape, including solid understanding of digital video distribution technologies
• - Experience delivering against a large organization's long-term strategy and goals
• - Experience working with technical and product stakeholders to define requirements, prioritize features, and influence product roadmaps
• - Experience converting insights into strategy and communicating complex ideas clearly and logically in written communication
• - • Experience with platform monetization models (subscriptions, in-app purchases, advertising, direct billing)
• - • Familiarity with app ecosystem dynamics including app certification, SDK integration, and platform migration
• - • Strong presentation, negotiation, and deal-structuring skills with the ability to navigate multi-stakeholder environments

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