Partnership Development, Director

Hornets Sports & Entertainment is in an exciting new phase, with new leadership in both basketball and business, and a renewed commitment to elevating our franchise. Building on a strong foundation, we are focused on becoming a premier NBA organization—one that sets the standard both on and off the court. The Hornets are about much more than just basketball. We are about the energy of live sports and entertainment—an experience that is truly unmatched. Beyond Hornets basketball, Spectrum Center serves as a premier destination for world-class concerts, family shows and marquee sporting events, bringing unforgettable experiences to Charlotte year-round.

We are deeply committed to our community, using our platform to create meaningful impact and drive positive change. We proudly represent the city of Charlotte, embracing its diversity, culture and unwavering spirit. As an organization, we strive to elevate our city by connecting people through the power of basketball and live entertainment, building something special for our fans, employees and community.

Position Overview

The Partnership Development, Director is a vital role on the Partnerships team and is passionate about crafting innovative solutions for next-generation Hornets Sports & Entertainment (HSE) partners. HSE includes the NBA’s Charlotte Hornets, NBA G-League’s Greensboro Swarm, and managing and operating the region’s premier sports and entertainment venue, the Spectrum Center.

This sales position is expected to have a strong national, regional and local contact list to increase the current growth opportunities in the vibrant Charlotte market.

Duties and Responsibilities

• Meet (and exceed) all personal revenue goals through the development and sale of marketing partnerships for all HSE Brands.
• Manage all phases of the new business development process (identification, research, outreach, qualification, needs analysis, brainstorms, proposal building, negotiation, and closing) for their individual pipeline.
• Identify potential partners within assigned business categories and maintain prospect pipeline, initiate professional outreach and qualification of prospects to determine fit and capacity, and conduct comprehensive needs analysis to diagnose often-hidden marketing objectives and business goals.
• Work cross-departmentally with internal stakeholders to create robust programming that leverages deep business insights to align with client objectives, communicate relevant brand attributes, and engage target markets.
• Construct creative, customized, and comprehensive proposals that follow a compelling narrative with a value proposition that delivers on a potential partner’s marketing objectives.
• Build the partnership business case for new prospects. This includes leading and/or participating as appropriate in presentation building/scripting.
• Successfully negotiate and close marketing partnerships that will drive measurable and impactful results for partners, enhance the fan experience, and maximize revenue for the company.
• Collaborate with business intelligence to optimally utilize available tools and resources, including but not limited to CRM software, audience and fan segmentation, lead generation and prospecting tools, sponsor impact studies, social media reporting, etc.
• Serve as a primary point of contact for prospective partners.
• Act as a host to prospects at a variety of events.
• Compile, report, enter, collect, forecast, and track accurate account elements, billing fulfillment and contract information, as well as reports pertaining to proposals, contracts, budgets, and other account details into Tableau, KORE, and other data driven resources used by HSE.
• Prepare documents as needed, including expense reports, account budgets, memos, letters, contracts, spreadsheets, and other traditional business tools
• Support HSE’s mission, vision and purpose.
• Represent HSE and its related affiliates in a professional manner at all times.
• Perform other related tasks as assigned.

Required Skills, Experience, and Abilities

To perform essential job functions, you should demonstrate the following competencies:

• College degree in Business Administration, Marketing or related field from an accredited college or university (preferred).
• A minimum of 8 years of high-level B2B sales experience, preferably in the sports industry and partnerships.
• Sports partnership, digital, entertainment, B2B, and media sales experience.
• Proficient or ability to learn various corporate-based systems and CRM data driven technologies applied in today’s sports & entertainment industry such as Microsoft Office Suite, KORE, etc.
• Possess proven track record of meeting and exceeding revenue goals, selling and fostering sizable, long-term partnerships through a thoughtful, forward-thinking, structured, and focused approach to the market.
• Self-motivated with drive toward goals.
• Strong organizational communications with high interpersonal skills to handle sensitive situations, and confidential information.
• Ability to organize work effectively, conceptualize and prioritize objectives and exercise judgment based on an understanding of policies and activities.
• Independent judgment to plan, prioritize and organize a diversified workload.
• Ability to coordinate multiple tasks and projects.
• Ability to demonstrate poise, tact and diplomacy, strong teamwork proficiency required.
• Presents self in professional manner and have ability to interact with all levels of organization and outside contacts.
• Required to sit, stand, walk, and reach.
• Ability to occasionally lift, carry and/or drag up to twenty-five (25) pounds if necessary.
• Flexibility to work necessary hours including evenings, weekends and holidays for games and events, as needed, and occasional travel is required.

Additional Information

This is a full-time benefit eligible position. HSE is dedicated to creating and upholding a welcoming environment that celebrates diversity.

HSE provides valuable benefits and competitive time off policies to help you and your family lead healthy, balanced lives.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. All requests for medical or religious accommodations to perform the stated job duties will be considered.