Director, Partnership Development
About The Position
POSITION SUMMARY: The Director, Partnership Development is a senior, cross-functional leader responsible for developing innovative, insight-led partnership strategies that drive revenue growth, partner retention, and long-term brand value. This role serves as a strategic architect and storyteller – translating partner objectives into transformative, integrated marketing platforms across live sporting events, media, digital, community, and experiential channels. As a thought leader within the Corporate Partnerships department, this individual will collaborate closely with Corporate Sales, Partnership Marketing/Activation, Business Intelligence, Marketing, and other internal stakeholders to fuel new business pitches, renewals, and upsell opportunities while elevating the organization’s overall go-to-market approach. JOB FUNCTION: Partnership Strategy & Commercialization Lead the development of partnership strategies supporting new business, renewals, and upsell initiatives. Identify monetization opportunities across existing and emerging inventory, including new platforms, media assets, and experiential initiatives. Own and evolve the organization’s partnership value proposition, ensuring consistency and quality across all sales materials and presentations. Support pricing, rate card evaluation, category strategy, and inventory optimization in collaboration with Partnership Operations and Business Intelligence. Solutions Development & Storytelling Develop breakthrough, 360-degree partnership platforms that align brand objectives with fan passion and organizational priorities. Lead ideation and creative concepting for custom proposals, serving as a strategic resource for Corporate Sales and Partnership Marketing/Activation teams. Oversee the creation of best-in-class sales materials, including pitch decks, one-sheets, case studies, recaps, and sizzle content. Translate data, insights, and research into compelling narratives that clearly articulate partner ROI and impact. Cross-Functional Collaboration Partner with internal teams including Marketing, Creative, Digital & Social, PR/Communications, Community Relations, Retail, Arena/Venue Operations, and Analytics to ensure feasibility, alignment, and excellence in execution. Serve as a connector across departments to streamline proposal development, approvals, and project timelines. Act as a liaison with league offices, agencies, and external vendors to ensure compliance, best practices, and innovation. Develop and operationalize departmental legal needs, including contract management process, prospect vetting, executive approvals, and more. Manage corporate hospitality initiatives and sponsored events. Research, Insights, & Best Practices Conduct and source brand, category, and marketplace research to inform partnership strategies and proposals. Track partnership, sponsorship, and media trends across sports, entertainment, and culture. Leverage third-party measurement tools and insights (e.g., SponsorUnited, Trajektory, BlinkFire, etc.) to support valuation, storytelling, and performance measurement. Regularly share best practices and innovative case studies internally to inspire creativity and continuous improvement. Operational Leadership Manage and guide a team, fostering professional development and high-quality output. In collaboration with Partnership Operations, manage and maintain partnership inventory documentation, asset catalogs, and internal strategy resources. Support CRM and pipeline processes related to proposal tracking, inventory usage, and sales enablement. Participate in weekly department meetings to provide updates on active projects and strategic initiatives.
Requirements
- Bachelor’s degree in Business, Marketing, Sports Management, or a related field.
- 7-10+ years of experience in partnership strategy, brand solutions, sponsorship sales support, or related roles within sports, entertainment, media, or agency environments.
- Proven ability to develop creative, revenue-driving partnership platforms and go-to-market strategies.
- Strong understanding of how brand objectives translate into integrated marketing and commercial outcomes.
- Exceptional storytelling, presentation, and communication skills.
- Digitally savvy with experience across social, branded content, media, and emerging platforms.
- Highly collaborative, adaptable, and comfortable operating in a fast-paced environment.
- Willingness to work non-traditional hours, including nights, weekends, and events as required.
Nice To Haves
- Experience working directly with sales teams on new business pitches and renewals.
- Familiarity with CRM systems (e.g., Salesforce, KORE) and sponsorship valuation tools.
- Background in data-informed strategy, research, or insights-led marketing.
- Reputation for professionalism and strong relationship management within the industry.
Responsibilities
- Lead the development of partnership strategies supporting new business, renewals, and upsell initiatives.
- Identify monetization opportunities across existing and emerging inventory, including new platforms, media assets, and experiential initiatives.
- Own and evolve the organization’s partnership value proposition, ensuring consistency and quality across all sales materials and presentations.
- Support pricing, rate card evaluation, category strategy, and inventory optimization in collaboration with Partnership Operations and Business Intelligence.
- Develop breakthrough, 360-degree partnership platforms that align brand objectives with fan passion and organizational priorities.
- Lead ideation and creative concepting for custom proposals, serving as a strategic resource for Corporate Sales and Partnership Marketing/Activation teams.
- Oversee the creation of best-in-class sales materials, including pitch decks, one-sheets, case studies, recaps, and sizzle content.
- Translate data, insights, and research into compelling narratives that clearly articulate partner ROI and impact.
- Partner with internal teams including Marketing, Creative, Digital & Social, PR/Communications, Community Relations, Retail, Arena/Venue Operations, and Analytics to ensure feasibility, alignment, and excellence in execution.
- Serve as a connector across departments to streamline proposal development, approvals, and project timelines.
- Act as a liaison with league offices, agencies, and external vendors to ensure compliance, best practices, and innovation.
- Develop and operationalize departmental legal needs, including contract management process, prospect vetting, executive approvals, and more.
- Manage corporate hospitality initiatives and sponsored events.
- Conduct and source brand, category, and marketplace research to inform partnership strategies and proposals.
- Track partnership, sponsorship, and media trends across sports, entertainment, and culture.
- Leverage third-party measurement tools and insights (e.g., SponsorUnited, Trajektory, BlinkFire, etc.) to support valuation, storytelling, and performance measurement.
- Regularly share best practices and innovative case studies internally to inspire creativity and continuous improvement.
- Manage and guide a team, fostering professional development and high-quality output.
- In collaboration with Partnership Operations, manage and maintain partnership inventory documentation, asset catalogs, and internal strategy resources.
- Support CRM and pipeline processes related to proposal tracking, inventory usage, and sales enablement.
- Participate in weekly department meetings to provide updates on active projects and strategic initiatives.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
