Director of Partnership Solutions & Revenue Strategy

Charlotte Hornets • Charlotte, NC

120d

About The Position

The Director of Partnership Solutions & Revenue Strategy will lead all facets of the Partnership Solutions & Revenue Strategy vertical of the Partnerships Department. This role is focused on driving commercial value via campaign creation, platform development, new and renewal business sales process support, and revenue strategy for Hornets Sports & Entertainment (HSE). You will lead a team of partnership professionals responsible for developing fully integrated partnership campaigns and proposals as well as overall departmental strategies geared toward driving results against the organization's revenue goals. You should possess the ability to diagnose often-hidden partner goals, align them with existing and potential initiatives and serve as a 'steward' for cross-departmental creativity, collecting information and redistributing it as necessary to maximize value. The Director of Partnership Solutions & Revenue Strategy will work closely with other members of the Partnerships leadership team to ensure seamless integration into the sales process both for potential prospects and renewals / upsells with existing partners, providing an organizational viewpoint to create better programming and drive incremental revenue. You should possess high-level leadership expertise with a demonstrable record of success leading high-achieving teams to contribute significantly to aggressive revenue goals.

Requirements

• Bachelor's degree in Business, Marketing or a related field (preferred).
• 8+ years of experience in partnerships or a similar field, with a proven record of managing high-performing teams.
• Strong relationship-building skills with a customer-first approach.
• Exceptional organizational, leadership and people management skills.
• Proven track record in creating and managing partnership assets.
• Ability to develop innovative, compelling partnership opportunities.
• Strong experience in creating partner recaps and measuring partnership performance.
• Knowledge of partnership activation, digital media, sponsorship trends and fan engagement strategies.
• Keen negotiation skills and the ability to highlight the value of partnerships.
• Strong strategic understanding of partnership sales, marketing and activation.
• Proven ability to get buy-in and work cross-functionally across teams.
• Strong analytical skills to assess partnership performance.
• Proficiency in CRM tools and analytics platforms.
• Excellent negotiation, closing and consensus-building skills.
• Professional demeanor with the ability to engage with all levels of the organization.
• Exceptional verbal and written communication skills.
• Innovative and strategic thinker, passionate about the entertainment industry.
• Flexible schedule availability, including evenings, weekends and select holidays.

Responsibilities

• Lead, manage and mentor the Partnership Solutions & Revenue Strategy team and create targeted, individual professional growth plans for each member of the team.
• Cultivate and grow talent on the team while fostering a culture that prioritizes teamwork, collaboration, employee well-being, achievement, learning and development.
• Encourage cross-departmental collaboration and organizational achievement.
• Develop and implement strategies to achieve aggressive revenue goals.
• Drive the team to be industry-leading practitioners by coaching them to leverage business insights and align those with partner objectives.
• Partner with all key departmental stakeholders to develop strategies, processes and tactics for achieving annual growth targets.
• Assist in creating strategic plans for maximizing revenue for open and emerging business categories.
• Attend and actively contribute to Discovery, Brainstorm, Pitch and Negotiation meetings with new business prospects and current partners.
• Stay up-to-date on industry trends, partnership best practices, and competitive offerings.
• Continuously improve tools, templates, and resources used in partnership development, activation, and reporting.
• Strengthen relationships with current and potential partners through direct interaction.
• Review and approve all partnership proposals prior to distribution.
• Build, and lead the team that builds, all new and renewal partnership proposals.
• Serve as the organization's leader of innovation in the partnerships space.
• Attend games and events to support partner activations and strengthen relationships.
• Maintain proactive communication with internal teams and external partners.
• Demonstrate professionalism and uphold HSE brand standards in all interactions and deliverables.

Benefits

• Valuable benefits and competitive time off policies.
• Dedicated to creating and upholding a welcoming environment that celebrates diversity.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Performing Arts, Spectator Sports, and Related Industries
• Education Level: Bachelor's degree
• Number of Employees: 1,001-5,000 employees