Sr. Director, Strategic Partnerships

Position Summary The Sr. Director, Strategic Partnerships leads the organization’s efforts in developing and executing the sponsorship sales strategy for the Dr. Phillips Center. The Sr. Director is responsible for identifying prospects and securing partnerships with local, regional and national organizations and brands, to optimize revenue opportunities and ensure long-term success of the relationships. The ideal candidate will have a record of success in leadership along with sponsorship sales in the performing arts or events industry.   ESSENTIAL JOB FUNCTIONS/RESPONSIBILITIES Creates and executes annual Sales Work Plan aligned with the company’s goals and objectives. Leads and coaches team to meet and exceed revenue goals. Identifies new sponsorable assets that fit the organization’s culture and environment. Collaborates with internal teams for buy-in. Drives revenue through acquisition of new partners, renewals and upsells. Ensures fulfillment is executed, recorded and billed. Cultivates a pipeline of prospects through relationship building with key decision-makers. Creates presentations and proposals to showcase opportunities that align with prospects’ business goals. Leads negotiation, creates contracts (using approved templates) and ensures mutually beneficial terms that align with Dr. Phillips Center policies. Creates and maintains financial performance reports for executive and board leadership. Provides insights on successes and recommendations to overcome challenges. Collaborates with other departments including development, events, programming, marketing and ticketing to capitalize on beneficial business relationships. Utilizes software such as SponsorCX (CRM), Tessitura (ticketing) and others. Accountable for administrative responsibilities to include: recruiting, scheduling, payroll, budgets and purchasing. Interviews, selects. trains, supervises, counsels, disciplines and evaluates performance of team for the efficient operation of the department. Schedules and directs colleagues on their work assignments. Leads departmental budgeting and financial planning processes and ensures accurate execution and management of such. Responsible for ensuring compliance with all policies and procedures that relate to the department as well as local, state and federal laws and regulations. Follow and support all operational policies and procedures.  Assimilate into the arts center culture through understanding, supporting and demonstrating the core values.  Maintain a professional and friendly relationship with other departments, colleagues, and partners.  Maintains positive presence within community.  Maintains positive relationships with key clients, sponsors and local community business leaders. Able to remain calm under pressure.  Ability to work effectively with internal and external customers, some of whom will require high levels of patience, tact, and diplomacy.  Maintain Dr. Phillips Center standards of customer service at all times. Work show nights and special events to entertain, network and service clients and  prospects.  Other duties as assigned. Knowledge and Experience Bachelor’s degree in marketing, communications, business administration, public relations, or a related field is preferred. 7 years’ experience in the sales field, performing arts or live entertainment environment required, including experience leading a successful sales driven business model. Transaction sales experience is necessary. Must have previous leadership experience to include recruiting, selection, training and mentoring a team.  Highly developed written and verbal communication, interpersonal, planning and organizational skills. Strong computer proficiency skills including Microsoft Suite (Word, Excel, Powerpoint, Outlook and TEAMS) and CRM software. Special Conditions of employment This position requires the ability to work a variable schedule, evenings, weekends, and holidays to meet operational needs. Must be able to provide own transportation to attend off-site meetings and events. ORGANIZATIONAL RELATIONSHIPS Positions directly reporting to this position: Director, Strategic Partnerships  Manager, Sponsorship/Partnership Sales  Partnership Activation Manager - Sales   Associate Manager, Sponsorships/Partnerships