Director of Partnership Solutions & Revenue Strategy at Charlotte Hornets

Position Overview The Director of Partnership Solutions & Revenue Strategy will lead all facets of the Partnership Solutions & Revenue Strategy vertical of the Partnerships Department. This role is focused on driving commercial value via campaign creation, platform development, new and renewal business sales process support, and revenue strategy for Hornets Sports & Entertainment (HSE). You will lead a team of partnership professionals responsible for developing fully integrated partnership campaigns and proposals as well as overall departmental strategies geared toward driving results against the organization’s revenue goals. You should possess the ability to diagnose often-hidden partner goals, align them with existing and potential initiatives and serve as a “steward” for cross-departmental creativity, collecting information and redistributing it as necessary to maximize value. The Director of Partnership Solutions & Revenue Strategy will work closely with other members of the Partnerships leadership team to ensure seamless integration into the sales process both for potential prospects and renewals / upsells with existing partners, providing an organizational viewpoint to create better programming and drive incremental revenue. You should possess high-level leadership expertise with a demonstrable record of success leading high- achieving teams to contribute significantly to aggressive revenue goals. Core Values HSE embodies the following core values: • Integrity • Teamwork • Competitiveness • Candor • Accountability • Resilience Essential Duties and Responsibilities • Lead, manage and mentor the Partnership Solutions & Revenue Strategy team and create targeted, individual professional growth plans for each member of the team. • Cultivate and grow talent on the team while fostering a culture that prioritizes teamwork, collaboration, employee well-being, achievement, learning and development. • Encourage cross-departmental collaboration and organizational achievement. • Develop and implement strategies to achieve aggressive revenue goals (new business and partnership marketing leaders, business intelligence leaders and the Vice President of Partnerships). • Drive the team to be industry-leading practitioners by coaching them to leverage business insights, align those with partner objectives, engage target markets with customized, fully integrated partnerships, all to ultimately drive measurable, impactful results for partners that enhance the fan experience and maximize organizational revenue. • Partner with all key departmental stakeholders develop strategies, processes and tactics for achieving annual growth targets. • Assist in creating strategic plans for maximizing revenue for open and emerging business categories, untapped categories and categories up for renewal. • Attend and actively contribute to Discovery, Brainstorm, Pitch and Negotiation meetings with new business prospects and current partners, acting as a true “second chair” in conversations and sales processes. • Stay up-to-date on industry trends, partnership best practices, and competitive offerings to ensure the organization remains at the forefront of partnership solutions. • Continuously improve tools, templates, and resources used in partnership development, activation, and reporting. • Strengthen relationships with current and potential partners through direct interaction with clients and new contacts aimed at influencing revenue driven from those accounts. • Review and approve all partnership proposals prior to distribution to current and prospective partners. • Build, and lead the team that builds, all new and renewal partnership proposals including longform proposal document, pitch decks, deal sheets in CRM, etc. • Serve as the organization’s leader of innovation in the partnerships space. • Attend games and events to support partner activations and strengthen relationships. • Maintain proactive communication with internal teams and external partners to ensure alignment and success. • Demonstrate professionalism and uphold HSE brand standards in all interactions and deliverables. Required Skills, Experience, and Abilities To perform the job successfully, you should demonstrate the following competencies associated with the essential functions of this job. • Bachelor’s degree in Business, Marketing or a related field (preferred). • 8+ years of experience in partnerships or a similar field, with a proven record of managing high-performing teams. • Strong relationship-building skills with a customer-first approach, capable of engaging with executives and affluent clientele. • Exceptional organizational, leadership and people management skills, with the ability to motivate, guide and develop a team. • Proven track record in creating and managing partnership assets, such as rate cards, asset lists and prospect decks. ...