Director, Partnership Sales

TITLE: Director, Partnership Sales

POSITION TYPE: Full Time, Exempt

COMPANY: Sharks Sports and Entertainment, LLC

LOCATION: San Jose, CA

REPORTS TO: Vice President, Global Partnerships

POSTING DATED: August 17, 2023

Pay Range: The base pay range for this role is $150k – $160k plus variable compensation

Actual base pay will be determined based on permissible factors such as transferable skills, work experience, market demands and primary work location. The base pay range provided is subject to change and may be modified in the future.

Position Overview

Our global partners play a critical role in Team Teal’s future. We want to innovate the way we sell, service, and develop partnerships to fulfill both our partner’s and our own objectives. The Director, Partnership Sales will play a critical role in this vision by bringing an innovative mindset to the group and to prospective partners.

As part of the Global Partnerships team, the Director, Partnership Sales will lead the sales efforts of our Global Partnerships team while also generating new multi-year partnerships for Sharks Sports & Entertainment. The Director, Partnership Sales will be an expert collaborator and relationship builder, working closely with most functional units of Team Teal to drive partnership revenue for the organization.

Essential Duties and Responsibilities:

LEADERSHIP

• Oversee the Partnership Sales team to drive new partnerships for Team Teal.
• Ensure regular staff CRM usage for prospect pipelines, active sales opportunities, prospect touch points, and more.
• Provide regular updates of key sales metrics including existing pipeline, new partner opportunities, and upcoming meetings to Vice President, Global Partnerships.
• Collaborate with the Vice President, Global Partnerships, develop and execute a strategy to reach new business Partnership revenue targets.
• Assist Vice President, Global Partnerships in development and training of partnership sales staff.
• Be a thought leader and subject matter expert in the San Jose community and throughout the sports and entertainment industry.
• Coordinate with the Vice President, Global Partnerships on maintaining a best-in-class sales culture rooted in our Pioneering Principles.
• Partner with Director, Partnership Solutions and Sr. Manager, Partnership Marketing on creating new and innovative purpose-based partnership opportunities for prospective partners.
• Use independent discretion to analyze staff performance, create performance improvement plans, and/or take disciplinary action when appropriate.

INDIVIDUAL REVENUE GENERATION

• Identify prospective partners by thoroughly researching business trends, understanding category analysis, and familiarity with industry best practices.
• Develop and sell new business partnership deals through proactive outreach, sales meetings, and presentations to prospects.
• Negotiate deal terms in collaboration of Vice President, Global Partnerships.
• Lead the onboarding process for new partners, ensuring a seamless transition to Partnership Marketing team.
• Utilize CRM to track required touch-point opportunities for each account/interaction.
• Collaborate with other functional units to ensure integrated partnerships with clear communication and understanding with key internal stakeholders.
• Participate in Business Alliance and Teal Inner Circle partner events.
• Perform Game/Event requirements as assigned.
• Other tasks and projects as requested.

Minimum Qualifications

• 10+ years of successful sales and business development experience required with a preference for experience at a sports and entertainment property, marketing agency or brand.
• 1-2 years of experience managing a sales team, including proven hiring, training, coaching, and leadership skills.
• Experience developing, implementing and/or selling sponsorship packages is preferred with comfort pitching digital media, social media, entitlements, naming rights, and hospitality assets.
• Ability to demonstrate consistent history of exceeding assigned revenue targets.
• A strong presenter with experience negotiating complex deals is preferred.
• An excellent written and verbal communicator that is comfortable sharing ideas across functions, to different levels of the organization, and with partners.
• Knowledgeable of emerging industry trends
• Aligned with our Pioneering Principles (below) and in particular:
• A strong collaborator with a team-first mentality who can build strong interpersonal relationships.
• Willing and able to think beyond the status quo and take risks.
• A believer in creating exceptional experiences, both internal and external.
• Someone that appreciates diversity of thought and seeks different perspectives to solve problems.
• Respect for processes and trust in teammates to accomplish shared objectives.
• The ideal candidate is comfortable with technology and is digitally savvy. Experience with Microsoft Suite, a CRM system, ZoomInfo, YouGov, SponsorUnited, DigiDeck, LinkedIn Sales Navigator and other sales technology a plus.
• Strong organizational skills, time management skills and attention to detail required.
• Work independently without supervision, be self-directed and demonstrate initiative.
• Exhibit good judgment and decision-making skills, as well as ability to manage your own time and implement your own schedule.
• Bachelor’s degree (B.A.) or equivalent professional experience required.

Physical Requirements

• Ability to sit, stand and utilize a computer for extended periods of time
• Communicate via phone and email with a variety of individuals
• Ability to bend at the waist, reach overhead and lift up to 15 lbs with or without accommodation
• Physically navigate stairs and catwalks at SSE facilities during normal work hours and events with or without accommodation
• Ability to work occasional extended hours including nights, weekends, holidays (all with advance notice)

What We Offer

• Competitive compensation (base salary and variable incentive plan)
• Medical/Dental/Vision/Flexible Spending Accounts (all LGBTQ+ friendly)
• Pretax Transportation Benefit
• 401K (pre-tax and Roth options)
• Unlimited Paid Time Off
• Minimum of 10 Paid Holidays and Wellness Days per year
• Complimentary or discounted sports and concert tickets
• Other League & partner discounts
• Central office location in downtown San Jose at the heart of Silicon Valley; convenient access to Caltrain, VTA, major freeways and free parking
• An inclusive culture which values diversity of background and a passion to improve our SSE’s commitment to change with impact on our community and industry
• Potential for flexible scheduling and telework opportunities

This position is not eligible for U.S. work authorization sponsorship.

Summary:

Born in 1991, Sharks Sports and Entertainment (“SSE”) has grown into a multi-faceted organization that includes the SAP Center, the NHL San Jose Sharks, the AHL San Jose Barracuda, the Tech CU Arena, three Sharks Ice facilities, and the non-profit Sharks Foundation. Additionally, we are growing our organization through expansion in the Bay Area and surrounding communities in Northern California.

We work and play in the Bay Area, and are deeply influenced by the technology, innovation, diversity, and commitment to excellence that surrounds us. Our culture is transforming to reflect those values, with an eye towards a pioneering, forward-thinking, and inclusive environment in sports and entertainment.

We live, work, and innovate by a set of Pioneering Principles:

T – Team success is more important than individual success

E – Exceptional experience is non-negotiable in everything we do

A – Appreciate others for their diversity and opinions

M – More risk leads to more rewards and expands our comfort zones

T – Trust that all teammates have the best intentions

E – Empower all teammates to make informed decisions

A – Always say what you really mean and do what you say

L – Lead by showing the respect to others you expect from them

We strive to unite people through a shared love of ice sports, entertainment, and our hometown. We are #TealTogether.

Our Commitment to Diversity, Inclusion & Belonging

Here at Team Teal, we recognize and celebrate that individuals come with a wealth of experience and talent well beyond any list of required skills and qualifications – in fact, we believe diversity of backgrounds and skills, combined with passion, are the most important keys to meaningful innovation and excellence. Therefore, we encourage people from all backgrounds to apply to our positions. Please let us know if you require accommodations during the interview process.

Equal Opportunity Employer

Sharks Sports and Entertainment is an equal opportunity employer. We accept our responsibility to make employment decisions without regard to race, religious creed, color, age, sex, sexual orientation, gender identity, gender expression, national origin, marital status, medical condition as defined by state law (genetic characteristics or cancer), physical or mental disability, military service or veterans’ status, pregnancy, childbirth and related medical conditions, genetic information, or any other classification protected by applicable federal, state, and local laws and ordinances.

Notice to Recruiters and Agencies

SSE recruits candidates directly, rather than through third-party recruiters or agencies. Under no circumstances will SSE pay a fee for candidates submitted or presented without a signed recruiting agreement in place between SSE and the recruiter or agency prior to the submittal; any submittal must be for requisition specifically and individually assigned in writing by SSE’s HR department. In the case of candidate(s) submitted or presented to SSE by a recruiter or agency without a signed agreement AND written assignment by SSE Human Resources, SSE explicitly reserves the right to pursue and hire those candidate(s) with no financial obligation to the recruiter or agency.

San Jose Sharks