Senior Director of Partnership Marketing

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 Senior Director of Partnership Marketing will lead the team responsible for managing, renewing, upselling, and activating marketing partnerships for Hornets Sports & Entertainment (HSE). HSE includes the Charlotte Hornets, Greensboro Swarm, Spectrum Center Events and new business ventures.

You will guide the vision, strategy and direction for the team while ensuring strong integration across departments. The Senior Director will also play a key role in developing revenue strategies that contribute to the organization's financial goals. This position is crucial in maintaining high levels of client satisfaction, driving revenue amongst current partners, and ensuring partnerships align with HSE overall priorities.

To be successful, you will need a strong background in revenue, marketing and relationship management, with a proven track record of leading partnerships, gaining buy-in from internal teams and executing successful campaigns. You should also be a leader who has successfully mentored and developed relationship management and marketing professionals.

Core Values

HSE embodies the following core values:

• Integrity
• Teamwork
• Competitiveness
• Candor
• Accountability
• Resilience

Essential Duties and Responsibilities

• Lead the team responsible for managing, renewing, upselling, and activating marketing partnerships, providing individual professional growth plans for team members.
• Develop and implement the partnership marketing strategy, overseeing all stages of the partnership process (planning, onboarding, activation, measurement, upsell and renewal).
• Create both short- and long-term plans to make the department a leader in the industry.
• Foster collaboration across departments, including marketing, digital, content, community engagement, game presentation, sales, and operations, to meet revenue goals.
• Work with other teams to identify new partnership opportunities that exceed partner expectations, generate upsell opportunities and encourage renewals.
• Participate in the sales process, supporting sales meetings and reviewing proposals, including budgeting for fulfillment costs.
• Establish guidelines for resource allocation, team structure and ongoing account management.
• Leverage new and existing organization-wide platforms as opportunities for partner activation.
• Support the creation and implementation of departmental revenue strategies.
• Lead the use of tools like Microsoft Dynamics, KORE software, sponsor impact studies and social media analytics to maximize partnership effectiveness.
• Act as the main representative of the Partnership Marketing department for major revenue-generating initiatives, ensuring clear communication of strategy, goals and success metrics.
• Manage department budgets, including activation costs, partner gifts, VIP trips and other partner engagement activities in conjunction with the Director of Partnership Marketing & Activation.
• Set and track KPIs to measure partnership success and guide reporting processes.
• Work closely with business analysts to gather relevant data and insights that highlight partnership effectiveness.
• Work independently, demonstrate strong decision-making and establish a presence as a key leader within the organization and community.
• Collaborate with the Vice President of Partnerships on departmental and organizational projects as needed.
• Work game days and special events to engage with partners and provide top-tier service.
• Host visiting marketing partners at various events.
• Maintain office organization and assist with additional tasks as needed.

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 partnership marketing 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.
• Strong negotiation skills and the ability to highlight the value of partnerships.
• Exceptional organizational and leadership skills.
• Proficiency in CRM tools and analytics platforms.
• Excellent negotiation, closing and consensus-building skills.
• Professional demeanor with the ability to engage with all levels of the organization and external stakeholders.
• Exceptional verbal and written communication skills, with adaptability in style.
• Innovative and strategic thinker, passionate about the entertainment industry.
• Flexible schedule availability, including evenings, weekends, and select holidays.

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.