Director, Partnership Sales

The Director, Partnership Sales develops, secures and grows strategic partnerships that advance the PGA of America’s mission to serve the Member and grow the game of golf. This role leads the partnership sales process from prospecting and outreach through proposal development, negotiation, contracting and onboarding. While collaborating across the Association to create customized opportunities across the PGA’s championships, events, member and consumer platforms, media, digital, PGA REACH, education, hospitality, licensing, content and other strategic assets. The Director builds trusted relationships with brand decision-makers, agencies, media partners and internal stakeholders to deliver meaningful value, achieve revenue objectives, maintain a strong sales pipeline, support partner retention and identify opportunities to expand existing relationships.

RESPONSIBILITIES (Specific areas of responsibility include but are not limited to):

Lead partnership sales efforts, including prospecting, outreach, presentations, negotiations and closing.

Develop and manage a qualified sales pipeline to achieve new business, renewal and revenue goals.

Identify prospective partners and emerging opportunities aligned with the PGA’s mission, audiences and assets.

Create customized partnership proposals, sales materials, pricing strategies and financial analyses.

Collaborate with internal departments and media partners to develop integrated opportunities across PGA assets.

Lead contract development and negotiations in partnership with Legal and senior leadership.

Manage relationships with assigned partners, ensuring satisfaction, delivery of benefits and achievement of objectives.

Develop recaps and performance reports to demonstrate partner engagement, return on investment and renewal opportunities.

Identify opportunities to retain, renew, extend and expand existing partnerships.

Maintain strong relationships with brand decision-makers, agencies and industry contacts.

Monitor industry trends and competitive activity to inform sales strategies and identify new revenue opportunities.

Communicate partnership opportunities, agreements, progress and challenges to senior leadership.

INCLUSION:

Employees are expected to contribute to a respectful and inclusive team environment by welcoming and respecting others’ beliefs, backgrounds, identities, abilities, and individuality to help ensure a supportive and engaging experience for Association Members, partners, customers, and guests. PGA of America respects the uniqueness of each employee and offers everyone the means to find their place and thrive. 

SHARED VALUES: 

Embody the organization's shared values and help ensure the organization's values-based culture thrives by proactively identifying and addressing any shared values, challenges and opportunities you are experiencing. 

SUPERVISION:

No supervisory responsibility.

FINANCIAL RESPONSIBILITY:

Assists in the development of the partnership development budget and manage partnership activations within assigned budgets.

EDUCATION AND EXPERIENCE:

Bachelor’s degree (B.A.) in Business Administration, Economics, Marketing, Sales, Sports Management or equivalent combination of education, training, and experience preferred. 

Five or more years of progressive experience in partnership sales, sponsorship sales, sports marketing, media sales, experiential marketing or a related discipline.

Demonstrated success securing and growing complex partnerships and strategic business relationships, including developing proposals, presentations, financial analyses and contracts.

Proven ability to manage multiple priorities and build relationships with senior clients, agencies and internal stakeholders, with a strong understanding of integrated marketing, media, digital, content, hospitality and experiential activation.

SKILLS, KNOWLEDGE AND ABILITIES:

Job Knowledge/Technology:  Must have knowledge of partnership sales techniques, integrated marketing and the golf or sports industry. Ability to communicate effectively across multiple mediums, manage sales and marketing activities, maintain a sales pipeline, and collaborate with internal teams and external partners. Demonstrated ability to develop partnership opportunities aligned with the PGA of America’s strategic priorities, understand client needs, and support revenue growth. Requires strong presentation, relationship management, financial analysis and contract negotiation skills, as well as proficiency with standard business and customer relationship management technologies. Working knowledge of Gmail, Google Drive, Google Sheets, and Google Docs. Basic fluency in artificial intelligence (AI) tools and concepts. This includes using AI to enhance business operations and drive innovation, enabling us to better serve our Members and stakeholders.

Ability to travel up to 40%.

Travel is required both domestically and internationally. 

Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of this position.

The PGA does not discriminate on the basis of race, color, creed, religion, gender, age, disability, sexual orientation, national origin, citizenship, veteran status, gender identity or expression, marital or familial status, genetic information or any other characteristic protected by federal, state or local law. In addition, to ensure full equality of opportunity in all operations and activities of the organization, every staff member employed by the PGA shall be selected under fair employment procedures that provide equal employment opportunities to all people.

This position is not eligible for immigration sponsorship.

Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of this position.

PGA does not discriminate on the basis of race, color, creed, religion, gender, age, disability, sexual orientation, national origin, citizenship, veteran status, gender identity or expression, marital or familial status, genetic information or any other characteristic protected by federal, state or local law. In addition, to ensure full equality of opportunity in all operations and activities of the organization, every staff member employed by the PGA shall be selected under fair employment procedures that provide equal employment opportunities to all people. DFWP.