Director, Partnership Sales

PGA of America•Frisco, TX

About The Position

The Director, Partnership Sales develops, secures, and grows strategic partnerships that advance the PGA of America’s mission to serve its Members and grow the game of golf. The role leads the partnership sales process from prospecting and outreach through proposal development, negotiation, contracting, and onboarding. In collaboration with teams across the Association, the Director creates customized opportunities across PGA championships, events, Member and consumer platforms, media, digital, PGA REACH, education, hospitality, licensing, content, and other strategic assets. The Director builds trusted relationships with brand decision-makers, agencies, media partners, and internal stakeholders to deliver meaningful value, meet revenue objectives, maintain a strong sales pipeline, support partner retention, and identify opportunities to expand existing relationships. The position has no supervisory responsibility and assists in developing the partnership development budget while managing partnership activations within assigned budgets. Travel of up to 40% is required, both domestically and internationally.

Requirements

Five or more years of progressive experience in partnership sales, sponsorship sales, sports marketing, media sales, experiential marketing, or a related discipline.
Demonstrated success securing and growing complex partnerships and strategic business relationships, including developing proposals, presentations, financial analyses, and contracts.
Ability to manage multiple priorities and build relationships with senior clients, agencies, and internal stakeholders.
Strong understanding of integrated marketing, media, digital, content, hospitality, and experiential activation.
Knowledge of partnership sales techniques, integrated marketing, and the golf or sports industry.
Ability to communicate effectively across multiple mediums, manage sales and marketing activities, maintain a sales pipeline, and collaborate with internal teams and external partners.
Ability to develop partnership opportunities aligned with PGA of America strategic priorities, understand client needs, and support revenue growth.
Strong presentation, relationship management, financial analysis, and contract negotiation skills.
Proficiency with standard business and customer relationship management technologies.
Working knowledge of Gmail, Google Drive, Google Sheets, and Google Docs.
Basic fluency in artificial intelligence tools and concepts, including using AI to enhance business operations and drive innovation.
Ability to travel up to 40%; domestic and international travel is required.

Nice To Haves

Bachelor’s degree in Business Administration, Economics, Marketing, Sales, Sports Management, or an equivalent combination of education, training, and experience is preferred.

Responsibilities

Lead partnership sales efforts, including prospecting, outreach, presentations, negotiations, and closing.
Develop and manage a qualified sales pipeline to achieve new business, renewal, and revenue goals.
Identify prospective partners and emerging opportunities aligned with the PGA’s mission, audiences, and assets.
Create customized partnership proposals, sales materials, pricing strategies, and financial analyses.
Collaborate with internal departments and media partners to develop integrated opportunities across PGA assets.
Lead contract development and negotiations in partnership with Legal and senior leadership.
Manage relationships with assigned partners, ensuring satisfaction, delivery of benefits, and achievement of objectives.
Develop recaps and performance reports to demonstrate partner engagement, return on investment, and renewal opportunities.
Identify opportunities to retain, renew, extend, and expand existing partnerships.
Maintain strong relationships with brand decision-makers, agencies, and industry contacts.
Monitor industry trends and competitive activity to inform sales strategies and identify new revenue opportunities.
Communicate partnership opportunities, agreements, progress, and challenges to senior leadership.
Contribute to a respectful and inclusive team environment and embody the organization’s shared values.
Assist in developing the partnership development budget and manage partnership activations within assigned budgets.