Sr. Manager, Partnership Development

Job Summary  

The VSG Partnerships department is responsible for the strategic planning, sales, partnership marketing, activation, retention and growth of flagship property Tampa Bay Lightning and AMALIE Arena as well as the University of South Florida Athletics (football, men’s and women’s basketball, baseball and softball), and the Yuengling Center 

 
The Sr. Manager, Partnership Development will be responsible for driving new business sales for VSG across all properties. This role will be responsible for achieving individual and department revenue goals though successful prospecting, pipeline management, strong relationships, business acumen, solution and objective based ideation and selling, and negotiation. The Manager will be immersed in all VSG property benefits and business lines. Additionally, the Manager will have leadership responsibilities within the department, on special projects and serve on organizational committees. 

 
This person will work in close collaboration with the entire department and organization to ensure organizational cohesion and synergy. Culture fit and the proven ability to operate successfully at a high level while leading in both thought and action with an organization first, department second, individual third mindset is critical. 

 
The Sr. Manager, Partnership Development will need to possess a positive, solution oriented, collaborative mindset, be a relationship-oriented individual, excel at storytelling and creativity, and embrace innovation. 

Essential Duties & Responsibilities 

• Responsible for growing VSG property business lines via new partnership sales including AMALIE Arena / Lightning, and the Yuengling Center / USF Athletics.  

• Responsible for supporting the department’s new business sales process from start to finish – identify and manage individual account prospect list, CRM input, relationship development, client objective-based ideation, pitching, negotiating, closing, contract execution and full transition of new partner accounts to the assigned partnership marketing and activation account lead.  

• Develop and execute a strategic plan to achieve individual new business goals while supporting and contributing to the larger organization’s goals and objectives. 

• Research, ideate and execute industry leading partnership sales concepts and platforms.  

• Identify and target potential, best-in-brand corporate partners at the regional, national, and international level, with a key focus on national, and international brands. 

• Ensure partner-based business objectives, asset alignment, analytics, and world class storytelling is incorporated into all new sales pitches. 

• Negotiate new partnerships that benefit the partner, our fans, and the organization.  

• Adapt selling style and technique to organizational priorities, evolving property portfolio and business needs. 

• Continually assess the industry landscape, market demands, innovation, and emerging categories to keep sales strategies and tactics relevant.  

• Collaborate and support the team in executing all partner relationships, contracts, and events. 

• Collaborate with other internal VSG departments and external portfolio properties to ideate new partnership assets and platforms. 

• Actively contribute to the team’s sales efforts by carrying an individual new business sales goal, targeted at a minimum $250K+ per partnership threshold. 

• Achieve and exceed company and department goals and objectives.  

• Host and entertain corporate partners and prospects at games and events. 

• Develop strong, long-term relationships with both clients and co-workers.  

• Support organization CHARGE program with a recommended 40 hours of community service 

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