Principal Market Development

This position requires office presence of a minimum of 5 days per week and is only located in the location(s) posted. No relocation is offered. As a Principal, Partner Development, you will lead on‑device monetization and strategic partner initiatives across the Android ecosystem, working at the intersection of OEM partnerships, customer experience, and revenue generation. You will play a critical role in ensuring AT&T maintains commercial control, customer visibility, and monetizable real estate on mobile devices as the industry evolves toward AI‑driven services, new distribution models, and shifting platform dynamics. This is a senior individual contributor role with significant executive visibility and external partner engagement. Key Responsibilities OEM & Platform Partnership Strategy (15%) Serve as a strategic lead for Android OEM experience and monetization discussions, including device placements, migration behaviors, and post‑launch experience integrity. Engage directly with senior OEM and platform stakeholders to resolve issues that impact customer experience, partner integrations, and revenue outcomes. Help define AT&T’s long‑term position for on‑device monetization. On‑Device Monetization & AI Enablement (15%) Develop and execute strategies to monetize on‑device real estate through third‑party apps, services, and AI experiences, balancing customer value with sustainable commercial results. Lead evaluation and prioritization of consumer AI services on Android devices, including distribution models, default positioning, and revenue‑share constructs. Translate emerging ecosystem shifts (AI assistants, default services, installer models) into clear business opportunities and risks for executive leadership. Delivery Governance & Programming Guide Ownership (15%) Define, maintain, and govern the Programming Guide, establishing the standards for how AT&T apps, widget highlights, and partner applications are delivered to devices. Coordinate across OEMs, installer partners, and internal teams to ensure consistent, scalable delivery of AT&T and partner experiences at launch and post‑launch. Act as the central point of accountability for what gets delivered, how it is delivered, and where it appears on the device. Resolve delivery conflicts where OEM tooling, migration behavior, or platform constraints interfere with intended placements or highlights. Experience Governance & Delivery Execution (10%) Protect AT&T’s customer‑facing experiences by addressing OEM or platform behaviors that dilute new‑device experiences or suppress discovery of partner services. Align delivery approaches (installer‑based, silent download, system vs. user memory) with commercial strategy while navigating technical and operational constraints. Drive cross‑functional execution to ensure strategies translate into real‑world, launch‑ready outcomes. Commercial Negotiation & Revenue Share Governance (20%) Own complex commercial negotiations and revenue‑share amendments with OEMs and partners to ensure AT&T captures fair value as monetization models evolve. Partner closely with legal, sourcing, finance, and audit teams to ensure agreements are enforceable, scalable, and financially sound. Act as a point of escalation when partner behaviors or reporting practices create financial, operational, or strategic exposure. Partner Performance Reporting & Invoicing Enablement (15%) Establish and own partner performance reporting frameworks that measure monetization outcomes tied to contractual revenue‑share terms. Translate partner‑reported data into invoice‑ready reporting, ensuring accuracy, auditability, and alignment with contract language. Work cross‑functionally with finance, billing, and audit teams to enable timely invoicing, revenue recognition, and dispute resolution. Identify gaps in partner reporting or data transparency and drive remediation to protect AT&T’s financial interests. Executive Decision Support (10%) Create executive‑ready strategy materials, one‑pagers, and presentations that frame complex partner and AI topics in clear business terms. Support leadership cadence with insights on revenue, margin, and performance tied to partner programs and monetization initiatives. Help leadership navigate key strategic choice points, including when to enforce control, renegotiate value, or pivot partnership strategy. Compensation Offered Our Principal Market Development earns between $141,300 - $211,900 annually. Individual starting salary within this range may depend on geography, experience, expertise, and education/training. Why This Role Matters You will help define how AT&T monetizes the device experience in an AI‑first ecosystem, ensuring that partnerships not only launch but perform, report, and pay as intended. Your work will directly influence revenue realization, partner accountability, and AT&T’s long‑term positioning in the Android experience ecosystem. Education Bachelor’s degree (BS/BA) desired. 7+ years of related experience. MBA or advanced degree preferred. Preferred Experience Deep experience in partner development, business development, or strategic partnerships within technology, platforms, or device ecosystems. Strong understanding of mobile platforms, OEM dynamics, and on‑device distribution models. Demonstrated ability to define and optimize on‑device distribution and placement strategies that improve discoverability and drive measurable revenue outcomes. Proven ability to negotiate and govern revenue‑share agreements, including performance measurement and invoicing mechanics. Comfort operating in ambiguity and influencing outcomes without direct authority. Exceptional ability to translate technical and ecosystem complexity into executive‑level business narratives. AI/assistant partnership experience across on‑device distribution models. Benefits Medical/Dental/Vision coverage 401(k) plan Tuition reimbursement program Paid Time Off and Holidays (at least 23 days of vacation each year and 9 company‑designated holidays) Paid Parental Leave Paid Caregiver Leave Additional sick leave beyond what state and local law require may be available but is unprotected Adoption Reimbursement Disability Benefits (short term and long term) Life and Accidental Death Insurance Supplemental benefit programs: critical illness/accident hospital indemnity/group legal Employee Assistance Programs (EAP) Extensive employee wellness programs Employee discounts up to 50% off on eligible AT&T mobility plans and accessories AT&T internet (and fiber where available) and AT&T phone Additional Information Weekly Hours: 40 Time Type: Regular Location: Atlanta, Georgia Salary Range: $141,300.00 - $211,900.00 EEO Statement It is the policy of AT&T to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, AT&T will provide reasonable accommodations for qualified individuals with disabilities. AT&T is a fair chance employer and does not initiate a background check until an offer is made. #J-18808-Ljbffr