Director, Global Partnerships, Tennis Events, North America

Who We Are:

IMG is a leading global sports marketing agency, specializing in media rights management and sales, multi-channel content production and distribution, brand partnerships, strategic consulting, digital services, and events management. It powers growth of revenues, fanbases and IP for more than 200 federations, associations, events, and teams, including the National Football League, English Premier League, International Olympic Committee, National Hockey League, Major League Soccer, ATP and WTA Tours, the AELTC (Wimbledon), Euroleague Basketball, CONMEBOL, DP World Tour, and The R&A, as well as UFC, WWE, and PBR. IMG is a subsidiary of TKO Group Holdings, Inc. (NYSE: TKO), a premium sports and entertainment company.

Director, Global Partnerships, Tennis Events, North America

Key Responsibilities, Accountabilities

• Key member of the Global Tennis Events team, works closely with VP of Sponsorship Sales (Miami), SVP Tennis, North America, SVP of Tennis Sales (Global)to source and maximize sponsorship sales for IMG’s Tennis assets in North America and other regions as appropriate.
• Key salesperson for the Tennis Events division in North America, supports current portfolio of Miami Open and Mubadala Citi DC Open and collaborates with overall Tennis Events sales team on various priorities from time to time

• Works with all key stakeholders across the company as well as peers and collaborators with specific rights holders that IMG represents in the Tennis space
• Network, travel and frequently attend events at major sports events related to the business
• Ownership of client relationship and liaison with Sponsorship Activation Team for assigned client projects
• Work continuously to identify new target clients and establish a book of business
• Regular reporting to Sales and Finance leadership regarding sales pipeline
• Regular attendance at sales meetings to support company wide collaboration on new client initiatives

Person Specification

Knowledge and Experience

• Extensive sponsorship sales experience with a demonstrable track record of sourcing new business and opening doors
• Proven track record in sponsorship sales in the Tennis market with ability to close deals at high fee value levels (five figures to seven figures)
• Experience in negotiating high value, complex, commercial contracts and global sponsorship/partnership deals across multiple platforms  
• Proven track record of successful client relationships and strategic account management/engagement

• Experience in the LATAM sponsorship/partnerships space with a proven track record of success
• Experience developing business plans and tracking pipelines to ensure sales are delivered
• Experience initiating and driving sales with limited hands-on guidance
• Track record of leveraging referrals, developing leads and securing meetings with prospective suppliers and partners through research, outbound calls and building an industry network profile
• Demonstrable knowledge of accurate forecasting and revisiting business plans regularly
• Effective communication skills with a broad range of audiences. Experience in presenting partnership opportunities to and engagement of senior and c-level executives and targeted companies and brands

• Experience of the development of bespoke and tailored propositions to suit the needs of individual companies
• A thorough understanding of the end-to-end sales process and the customer buying process (including awareness of the emotional connections required by brands)
• Working knowledge of closing deals including negotiation of commercial terms and working alongside the legal team to negotiate and conclude contractual agreements
• Demonstrable knowledge of the digital landscape in sports, sponsorship activation across all platforms and trends on consumer behavior to spot opportunities for new business

Skills and Abilities

• Impeccable communications and interpersonal skills with the confidence to create leads in person and on the phone
• Collaborative approach to working with multiple stakeholder groups including Senior Sales Management at Endeavor, Hard Rock Stadium and Miami Dolphins.
• Excellent sales, presentation and negotiation skills. 
• Strong decision making and awareness of the need for involvement of legal, finance and senior teams at the appropriate stages
• Ability to monitor own performance at regular intervals and develop alternative strategies if sales plan/own goals are not being achieved
• Ability t