Director, Partnership Sales

PGA of America•Frisco, TX

About The Position

Join a team of proud, passionate, and caring people that together share their diverse talents and backgrounds to serve our members and grow the game of golf. Being at the PGA of America means you are supported, respected, and appreciated for your contributions. The Director, Partnership Sales develops, secures and grows strategic partnerships that advance the PGA of America’s mission to serve the Member and grow the game of golf. This role leads the partnership sales process from prospecting and outreach through proposal development, negotiation, contracting and onboarding. While collaborating across the Association to create customized opportunities across the PGA’s 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, achieve revenue objectives, maintain a strong sales pipeline, support partner retention and identify opportunities to expand existing relationships.

Requirements

Bachelor’s degree (B.A.) in Business Administration, Economics, Marketing, Sales, Sports Management or equivalent combination of education, training, and experience preferred.
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.
Proven ability to manage multiple priorities and build relationships with senior clients, agencies and internal stakeholders, with a strong understanding of integrated marketing, media, digital, content, hospitality and experiential activation.
Must have 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.
Demonstrated ability to develop partnership opportunities aligned with the PGA of America’s strategic priorities, understand client needs, and support revenue growth.
Requires strong presentation, relationship management, financial analysis and contract negotiation skills, as well as 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 (AI) tools and concepts. This includes using AI to enhance business operations and drive innovation, enabling us to better serve our Members and stakeholders.
Ability to travel up to 40%.
Travel is required both domestically and internationally.

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.
Assists in the development of the partnership development budget and manage partnership activations within assigned budgets.