TITLE: Director of Partnerships
FLSA STATUS: Salaried, Exempt
REPORTS TO: Chief Financial Officer
ABOUT US: The Fiesta Sports Foundation's mission is to be a world-class community organization dedicated to providing premier college football bowl experiences and local events that serve as economic drivers for Arizona and provide charitable resources for our community. As a nonprofit organization, we believe in the importance of fostering a culture of community outreach and service.
OPPORTUNITY OVERVIEW: We seek a driven and experienced seller who excels in crafting partnerships that reflect our organization’s values, match our ambitions, and reflect our mission. Under the direction of the Chief Financial Officer, the Director of Partnerships is responsible for generating profitable revenue through the pursuit of innovative and high-value partnerships and leading up-sell opportunities for key accounts while enhancing the Fiesta Sports Foundation brand.
This role involves identifying, negotiating, and cultivating relationships with partners to create mutually beneficial opportunities that drive business results and result in mutually beneficial and unique partnerships that enhance Fiesta Sports Foundation events and initiatives. The Director of Partnerships will have the responsibility for managing a small partnerships team that is primarily responsible for existing partner relationship management and all partnership activation and reporting.
The ideal candidate will have proven experience and success in partnership sales, a strong understanding of the sports business, live events and charitable giving landscape, and a passion for giving back to the community through grants, engagement and economic impact.
KEY RESPONSIBILITIES:
- Efficiently and effectively maximize profitable revenue through strategic marketing solutions and innovative sales and marketing concepts focused on thoughtful and intentional opportunities.
- Development of new strategic partnerships through proactive outreach, discovery, sales, meetings, presentations, negotiations and closing, while involving the Chief Financial Officer and other internal subject matter experts when appropriate.
- Identify and proactively pursue prospective partners by thoroughly researching business trends, understanding category analysis, and familiarity with industry best practices.
- Maximize outward facing activities and time with prospects.
- Work closely cross-functionally with asset inventory management.
- Support partnerships team by providing strong mentorship, coaching, and guidance to other team members.
- Cultivate and maintain a network of prospective partners.
- Provide strategic advice and support to partners to maximize effectiveness of the relationship, identify opportunities for up-sell and maximize renewal potential.
- Negotiate deal terms in collaboration with the Chief Financial Officer and Chief Legal & Strategy Officer and consultation with VP of Brand & Marketing.
- Drive the sales from prospecting to closing, ensuring that agreed upon profitable revenue targets are met or exceeded.
- Collaborate with other functional areas, including event leadership, marketing, ticketing and community engagement, to ensure clear communication and understanding with key stakeholders. You will be working in a high-functioning team environment. We work together to win together.
- Work closely with the marketing, communications and activation teams to ensure fulfillment and delivery of contracted benefits.
- Monitor and assist the finance team in accounts receivable for partner accounts.
- Lead budget oversight of department, driving organizational KPIs.
- Utilize and maintain regular CRM touchpoints and deal sheets for each prospect/account, utilizing Salesforce.com and SponsorCX.
- Represent Fiesta Sports Foundation at events and properties by regularly attending and hosting partners.
- Perform Game/Event requirements as assigned.
- Other Duties as assigned.
CORE COMPETENCIES/QUALIFICATIONS
- Bachelor’s degree, Graduate degree preferred.
- 4 - 7+ years of progressively increasing responsible experience in partnership sales, business development, and management of a team.
- Strong relationship builder, and ability to drive profitable partnership revenue with a proven track record.
- Commitment to a vision of excellence and ambition, making us the preferred partner to prospects and accounts.
- Strong analytical skills with ability to interpret data to drive decision making and familiarity with standard value tracking and measurement tools.
- Advanced proficiency in PowerPoint and Excel.
- Excellent verbal and written communication skills, conflict resolution, and interpersonal skills with the ability to facilitate cross-team collaboration.
- Ability to understand the partner or prospective partner’s mission and needs, and how the relationship can be beneficial to both the partner and the Fiesta Sports Foundation both in the short and long-term.
- Be able to clearly describe the mission of the Fiesta Sports Foundation with an intimate understanding of each of the organization’s events, causes and relationships.
- Ability to demonstrate flexibility and adaptability with changing priorities in the dynamic industry of college athletics.
WORK CONDITIONS:
- Work in the Scottsdale, Arizona office four to five days each week.
- Ability to work game and event days/nights, weekends and holidays as needed, support partner activation team as needed which may require physical demands and mobility around stadium or other event locations.
If you meet the above qualifications and are ready to take on the challenge of leading Fiesta Sports Foundation to success, we want to hear from you. Please submit your resume and cover letter detailing your relevant experience and why you are the ideal candidate for the position.
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, sexual orientation, age, disability, gender identity, marital or veteran status, or any other protected class.
