Director, Partnership Sales | GA Tech

Legends Global

Legends Global is the premier partner to the world’s greatest live events, venues, and brands. We deliver a fully integrated suite of premium services through a white-label model that keeps our partners front and center — from feasibility and project development to sales, partnerships, hospitality, merchandise, venue management, and world-class content and booking.

With a global network of more than 450 venues, hosting 20,000 events and welcoming 165 million guests annually, Legends Global brings unmatched scale, expertise, and connectivity to help our partners grow. The Legends Global Way guides how we operate: Align, Scale, Connect, Team, Win — shared success, repeatable systems, connected solutions, unstoppable teams, and wins that are earned every day.

The Project

Legends and Georgia Tech Athletics have entered a first-of-its-kind partnership to combine all main revenue opportunities across multi-media rights, premium seating, ticketing, annual fundraising, corporate hospitality, data and analytics, business intelligence, and e-commerce into one integrated partnership.  The partnership will take a customized and holistic approach for identifying new, engaging, and entertaining platforms for corporate partners and Yellow Jacket fans to connect with Georgia Tech athletics and position the Institute for success and growth in the evolving collegiate athletics landscape.

The Role

The Director, Partnership Sales will conceptualize, develop, and secure key corporate sponsorships and marketing partnerships with companies wishing to maximize their relationship with Georgia Institute of Technology.

They will be primarily responsible for driving new business development as a lead member of the sales team. The Director will also be responsible for individually driving six- and seven- figure, multi-year partnerships. This position will report to the Senior Vice President, Partnership Sales & Activation.

Essential Functions

• Lead management of key category development and platform ideation for new and existing partners
• Secure and conduct partnership development meetings with potential clients by leveraging relationships as well as cold outreach
• Aim to understand the marketing and business objectives of prospective clients and their agencies to determine how a partnership with Georgia Tech Partnerships can help them achieve their goals
• Develop relationships and work directly with key Institute colleagues to create a collaborative business development process and the opportunity for integrated partnerships. Work with business development team to design high-level vision decks and interactive practice pitch meetings
• Present Georgia Tech Athletics to potential national/international sponsorship partners and develop an integrated, solution-driven approach to creating sponsorship packages
• Create, package and sell solution-based naming rights and sponsorship while leading a team to meet and exceed all revenue goals
• Manage a pipeline of new business prospects for the entire Partnership sales team
• Develop and maintain strong relationships with key decision-makers at client marketing companies and their respective advertising agencies
• Understand the marketing objectives of prospective clients and their agencies and determine how a partnership with Georgia Tech Athletics can help them achieve their goals
• Research and identify industries and organizations to solicit for sponsorship
• Negotiate and close sponsorship deals and work with counsel through contract execution
• Be a team player and contribute to the general success of Georgia Tech Partnerships across all facets, including positively representing Georgia Tech Athletics among all corporate and Institute partners

Qualifications

To perform this job successfully, the candidate must be able to perform each essential duty above at the highest levels. The requirements listed below are representative of the knowledge, skill, and/or ability required.

• Bachelor’s Degree or equivalent required
• 5-6 years of high-level partnership revenue performance preferred selling partnerships for professional, collegiate or media sports property
• Preferable experience includes working with new and/or facility renovation projects within the Entertainment or Sports Industry
• Renowned solution-selling pedigree
• Solid book of business with high-level contacts at large and midsize corporations, particularly companies with sponsorship portfolios
• A proven track record in pitching, negotiating and closing six and seven-figure sponsorship deals
• Expertise in identifying opportunities, developing strategies and negotiating creative solutions
• Strong interpersonal and leadership abilities with excellent communication skills
• High energy and a personality that thrives in a fast-paced, ever-changing environment
• Strong work ethic and a competitive drive to win
• Excellence in pitching, negotiating and closing six and seven-figure sponsorship deals
• Ability to communicate the value of sponsorship vs. pure media as a marketing solution
• Ability to develop creative proposals that meet and exceed potential partners’ needs
• Ability to develop strong peer-level relationships and excel in a collaborative, team-oriented environment
• Ability to develop and pitch deals independently

Working Conditions

Location: On Site (Atlanta, GA)