Sponsor Success Director
Location: London, UK
Department: Sales & Engagement
Reports to: Commercial Director
About TM Forum
TM Forum is a global alliance of more than 850 communications service providers, vendors, hyperscalers and system integrators, together generating US$2 trillion in revenue and serving five billion customers across 180 countries. We unite these diverse communities to drive end-to-end change, putting the sector at the heart of the global connected economy and providing an open platform for innovation and growth.
Our strategy is centered on helping communications service providers become AI-native autonomous enterprises that are composable, autonomous and trusted by design. This ambition is delivered through three strategic Industry Missions: Composable IT & Ecosystems, Autonomous Networks, and Trustworthy AI & Data. Learn more at www.tmforum.org/about
The Sponsorship Success Director plays a pivotal role in driving commercial success, member value, and gross margin optimisation through strategic sponsorship management, operational excellence, and executive engagement initiatives. This leadership position ensures seamless delivery of sponsor commitments, maximises profitability, strengthens relationships, and champions process innovation across TM Forum’s Events and Insight functions.
Role Purpose
Accountable for maximising sponsor value, supports revenue, and responsible for gross margin through efficient delivery of sponsorship commitments and strategic relationship management. Acts as the single point of contact for all sponsors, ensuring operational excellence from contract signature to fulfilment. Supports sales enablement, champions process improvements, and automation to enhance efficiency, profitability, and overall member experience.
Functional Accountability
Leads all sponsorship-related activities across the entire Events and Insight function, ensuring alignment with TM Forum’s strategic objectives. Key areas include:
Exhibition Management
Oversee sponsor exhibition spaces, ensuring a premium experience, cost efficiency, and full compliance with agreed deliverables.
Sponsor Deliverables & Gross Margin Management
Guarantee the timely, accurate, and profitable fulfilment of all contractual obligations. Collaborate with Finance, Operations, and Commercial teams to monitor costs, ensure margin targets are achieved, and identify optimisation opportunities.
Sales Enablement
Support the sales organisation through effective management and communication of sponsorship inventory. Collaborate with Marketing and Sales to provide clear, accurate sales collateral, package mapping, and deliverable guidance to ensure deal accuracy, protect margin, and enable confident selling.
Cross-Functional Integration
Operate as the central hub between sponsors and internal departments to ensure seamless execution, consistent communication, and financially responsible delivery.
Key Responsibilities
Serve as the primary liaison for all sponsors, ensuring clear communication and alignment on deliverables.
Build and maintain executive-level relationships to strengthen sponsor partnerships.
Oversee end-to-end sponsorship delivery, coordinating across internal teams.
Implement robust processes for tracking deliverables, approvals, milestones, and reporting.
Lead initiatives to streamline workflows from contract to delivery, leveraging automation tools.
Drive sponsorship revenue growth, upsell opportunities, renewal success, and gross margin performance.
Partner closely with Sales Directors to enable accurate scoping, pricing, and expectation setting.
Monitor delivery costs, proactively identify margin risks, and implement mitigation plans.
KPIs / Success Measures
Sponsorship revenue, gross margin, and renewal rates
Sponsor satisfaction and Net Promoter Score (NPS)
Reduction in delivery cycle time through automation
Skills & Experience
Proven track record in sponsorship management and operational delivery
Strong commercial acumen, including margin management and revenue optimisation
Experience in sales enablement, process improvement, and cross-functional collaboration
Strong stakeholder engagement and executive relationship-building skills
Collaborative leadership style with experience managing cross-functional teams
Why join TM Forum?Be part of a forward-thinking organization shaping the future of telecommunications.
Opportunities for professional development and advancement in a collaborative global team.
A supportive and inclusive work environment that values creativity, innovation, and diversity.
Diversity & Inclusion at TM Forum
At TM Forum, we’re building a workplace where everyone can belong, feel respected, supported and able to do their best work. We welcome talent from all walks of life to join our global community, which is made stronger by the different perspectives, backgrounds and experiences each person brings. We hire based on skills, potential and values, never on assumptions about who someone is or where they come from. We actively work to ensure our recruitment and people practices are fair, inclusive and free from bias.
Skills Required
- Proven experience in sponsorship management and operational delivery
- Strong commercial acumen, including margin management and revenue optimization
- Experience in sales enablement, process improvement, and cross-functional collaboration
- Strong stakeholder engagement and executive relationship-building skills
- Collaborative leadership experience managing cross-functional teams
What We Do
TM Forum is a global, nonprofit alliance representing more than 800 organizations across the connectivity ecosystem, including communication service providers, hyperscalers, network equipment providers, vendors, consultancies, and system integrators. It provides a collaborative environment for members worldwide to innovate, develop practical guidance, and deliver lasting change, renewed value, and a more sustainable future for telecommunications and related connectivity industries.
