Manager, Strategic Partnerships & Events

Retail & Hospitality Information Sharing & Analysis Center, Inc•Vienna, VA

3d•$85,000 - $95,000•Remote

About The Position

The Retail & Hospitality Information Sharing and Analysis Center (RH-ISAC) is the trusted community for sharing sector-specific cybersecurity information and intelligence. The RH-ISAC connects information security teams at the strategic, operational, and tactical levels to work together on issues and challenges, share best practices and benchmark among each other – all with the goal of building better security for the retail and hospitality industries through collaboration. RH-ISAC serves retailers, restaurants, hotels, gaming casinos, travel, food retailers, consumer products and other consumer-facing companies. The RH-ISAC team values the importance of trust, learning and commitment. Our mission matters, and you will contribute to positive change in the industries we serve. We trust our employees to balance their work hours to suit their lives outside of the office as long as main hours are covered and supervisor approves. We rely on one another to deliver on promises, and we offer opportunities to acquire new skills and stay ahead in your field. The manager of strategic partnerships and events reports to the vice president of operations and serves as the primary point of contact for solution provider organizations interested in engaging with the RH-ISAC. This individual manages and nurtures relationships across the solution provider community, guiding organizations through engagement opportunities, including event sponsorships and Associate Membership, while supporting associated sales, retention, and growth objectives. As part of the Events team, this role works closely with the Engagement team to ensure a coordinated, seamless experience for solution providers while aligning internal stakeholders across multiple departments.

Requirements

Prior experience in working with the cybersecurity vendor community for membership and/or event sponsorship sales
Experienced working in member-driven non-profit/trade/industry associations
Demonstrated experience managing projects and engaging with clients, partners, and/or vendors
Excellent written and oral communication skills
A passion for connecting with our members
Detail-oriented, deadline-driven, adaptable, and dependable
Personable, professional, and bring a positive, collaborative spirit to the team
Embrace new challenges and thrive in a matrixed environment
Genuine desire and willingness to actively support your teammates

Responsibilities

Achieve and exceed sponsorship and Associate Member revenue goals through renewals and new partner acquisitions
Develop, manage, and report on the pipeline of prospective sponsors and strategic partners, including sales forecasting, trend analysis, and opportunity tracking
Collaborate with director of strategic partnerships to identify and cultivate partners whose offerings align with member needs and RH-ISAC strategic objectives
Serve as the first touchpoint for prospective sponsors and partners, initiating and advancing the sales cycle through outreach, introductory calls, relationship development, and timely follow-up
Manage partner relationships throughout the full engagement lifecycle from initial inquiry and contract execution through renewal, including ongoing account management
Maintain accurate records in Salesforce, including account details, opportunities, entitlements, and engagement activities
Participate in check-in calls with Associate Members to support renewals, bundled package opportunities, retention, and continuity
Ensure successful sponsor participation by conducting event overview and keys to success calls, communicating deliverable deadlines, building sponsorship guidance documents, sharing event status updates, and executing post-event follow-up
Manage shared mailboxes related to sponsorships and Associate Membership, ensuring timely responses, appropriate follow-up, and accurate routing of inquiries
Achieve established satisfaction goals and continuously identify opportunities to enhance the sponsor and Associate Member experience
Collaborate with the Marketing team on the communication strategy to reach RH-ISAC’s target audience of prospective sponsors and Associate Members
Ensure sponsorship prospectuses, Associate Membership materials, promotional assets, and related website content are up to date
Leverage sponsors and Associate Members as channel marketing partners to distribute information to their customers and expand awareness of RH-ISAC and increase participation in RH-ISAC programs and events
Lead introductory call to introduce appropriate RH-ISAC team members and ensure clear understanding of partnership objectives, goals during membership period, and entitlement execution
Partner with engagement operations manager to ensure contracts and agreements are accurate and are executed in a timely manner
Update Salesforce with new member contacts, ensuring contact roles are identified as appropriate, including main point of contact and designated billing contact
Transition payment contacts to the engagement operations manager to set up correct vendor/billing
Work collaboratively to maintain accurate event tracking sheets and dashboards
Provide regular updates on event progress and sponsorship confirmations to the Marketing team
Assist in copy editing for event-related communications to ensure accuracy in sponsorship promotions
Collaborate across departments to ensure sponsorship entitlements are fulfilled
Support third-party engagements related to sponsor entitlement execution, including badge scanning tools and onsite vendors where applicable
Achieve 100% collection for sponsor payments
Ensure at least 95% of sponsorship fees are collected prior to event dates
Ensure at least 85% of dues payments are received within 90 days of invoicing
Work with engagement operations manager and support team to ensure sponsorship and Associate Member invoices are generated, payments are tracked, and status is reported on using RH-ISAC technologies/tools
Maintain efficient communication with sponsors and verify payments received prior to event participation
Flag and communicate any outstanding accounts or unanticipated disruptions in payments
Offer support on ad-hoc projects and general office operations as requested