Business Development Manager - IP Licensing

Job description

### RESPONSILIBITIES **Developer & Publisher Development** Identify, qualify, and engage Chinese mobile, PC, and console game developers and publishers as potential IP licensees Build and maintain a pipeline of active developer and publisher relationships in the Chinese gaming market Present IP collaboration opportunities tailored to each developer's game genre, audience, and monetization model Establish and maintain a network of relationships with Chinese film, entertainment, and IP companies, and gain a strong understanding of China’s proprietary IP operations and management mechanisms. Represent Xsolla Agency at Chinese gaming industry events (ChinaJoy, CGDC, WePlay, etc.) **Deal Structuring & Negotiation** Structure licensing deals including guest appearance integrations, full game licenses, season pass DLC, platform deals Negotiate MG amounts, royalty rates, revenue share terms, platform scope, and territory rights Prepare and review term sheets in coordination with legal and finance Manage deal progress from first contact through to signed contract **Market Intelligence** Track trends in the Chinese gaming market — top-grossing titles, emerging genres, player behavior, and monetization shifts Maintain Salesforce CRM records for all developer contacts, deal stages, and pipeline values Provide regular market reports and competitive analysis to the global team **Cross-functional Collaboration** Work closely with the IP sourcing team to match Chinese developer demand with the right IP supply Coordinate with Xsolla's legal, finance, and product teams on deal approval and contract execution Support product milestone reviews and launch coordination for live deals ### REQUIREMENTS **Experience** 3–6 years of business development, partnerships, or licensing experience in the gaming industry Demonstrated track record of closing deals with game developers or publishers Prior experience working with IP licensing, branded content, or game collaboration programs is a strong plus Familiarity with mobile-first game ecosystems (iOS/Android/WeChat Mini Programs) preferred **Skills** Fluent in Mandarin Chinese (native or near-native); business-level English required for internal communication Strong commercial negotiation skills with experience structuring MG, royalty, and revenue share deals Excellent relationship-building and communication skills with C-suite and BD executives Analytical — able to read deal economics, evaluate ROI, and present business cases internally Proficiency in CRM tools (Jira, Slack, Salesforce preferred) and standard office software **Industry Knowledge** Deep understanding of the Chinese gaming landscape — major publishers (Tencent, NetEase, miHoYo, ByteDance), platforms (TapTap, Bilibili Games, WeGame), and market dynamics Awareness of IP licensing trends globally including anime, creator/influencer, film & TV, and video game IP Understanding of game monetization models: F2P, gacha, DLC, battle pass, cosmetics