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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
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