Vice President of Partnerships

Position Overview

In this role, you will be responsible for leading the strategy, development and execution of partnership programs to generate revenue and enhance Hornets Sports & Entertainment (HSE) brand presence. The role focuses on identifying, negotiating and managing high-value relationships with corporate partners in alignment with HSE goals. HSE includes the Charlotte Hornets, Greensboro Swarm, Spectrum Center Events and new business ventures. Through coaching and development, you will lead the development and activation teams to achieve revenue goals by maximizing sales volumes and efficiencies.

In order to be successful in this role you will need extensive experience in building, managing and maintaining successful long-term sponsorships that enhance both the partner’s and the organization’s brand to be successful. As well as be solutions-focused, using the full portfolio of current company assets and creativity to establish new assets for partnerships.

Core Values

HSE embodies the following core values:

• Integrity
• Teamwork
• Competitiveness
• Candor
• Accountability
• Resilience

Essential Duties and Responsibilities

Strategic Leadership

• Develop and implement a comprehensive partnership strategy to drive revenue and meet organizational goals.
• Lead and oversee the partnership team, providing strategic direction, mentoring and ensuring alignment with business objectives.
• Identify and pursue new business opportunities, working across multiple industries to secure high-value partnerships.
• Incorporate analytics and measurement analysis into prospecting, sales strategy and activation processes.
• Oversee the formulation, management and control of the overall revenue budget for Corporate Partnerships, including setting revenue targets across media, radio, community relations programs, promotions and events. Ensure comprehensive financial oversight, including capital expenditures, sales operations and detailed financial reporting.

Team Leadership

• Recruit, lead, supervise, motivate and provide leadership to the Partnerships department team members using evaluation, training, coaching and situational practices.
• Build an environment for personal accountability, integrity and personal achievement
• Cultivate the development team to build and present dynamic sales presentations for pitching business that drive the closing of long term partners at local, regional, and national levels.
• Seek out new learning and development opportunities to enhance job performance and skills for entire partnership team.
• Actively use, and ensure team members are maintaining, Microsoft CRM system for tracking and sales prospecting status reporting.

Partnership Development & Negotiation

• Build and maintain strong relationships with C-level executives and key decision-makers at top brands and corporations, both locally and nationally, to drive new business partnerships and generate revenue.
• Oversee negotiations, ensuring deals are mutually beneficial, focusing on long-term partnerships.
• Ensure that all sponsorship deals align with the brand’s vision, values and target audience.

Contract Management & Activation

• Manage and negotiate contracts, ensuring that all legal, financial and activation requirements are met.
• Collaborate with internal teams, including marketing, events, digital media and finance to ensure successful activation of partnerships.
• Monitor the performance and delivery of partnership obligations, optimizing opportunities for both parties.

Revenue Growth & Innovation

• Drive significant revenue growth through creative, innovative and effective sponsorship solutions.
• Explore emerging markets and opportunities within the entertainment industry (e.g., streaming platforms, virtual events).
• Utilize data and insights to track and report partnership performance, ensuring continuous improvement.

Brand Collaboration & Cross-functional Leadership

• Work closely with the marketing, public relations and events teams to ensure integrated promotion of partnership programs.
• Act as the primary point of contact for large corporate partners, overseeing all aspects of partnership management, including renewals and expansions.
• Represent the organization at industry events and conferences, building a positive brand image.
• Additional duties as assigned by manager and/or HSE.

Required Skills, Experience, and Abilities

To perform the job successfully, you should demonstrate the following competencies associated with the essential functions of this job.

• Bachelor’s degree in Marketing, Business, or a related field (MBA preferred).
• Minimum of 8-10 years of experience in corporate sponsorships or partnerships, ideally within the entertainment, sports or media industries.
• Proven success in securing high-value, multi-year sponsorship deals with top-tier brands.
• Strong negotiation, relationship-building, and communication skills.
• Established and proven relationships throughout the industry with the ability to leverage these connections for new business partnerships and innovative revenue streams.
• Ability to manage, renew and expand major accounts, with a focus on increasing deal value and long-term partnership growth.
• Experience in leading teams and managing a portfolio of diverse partners.
• A deep understanding of the entertainment landscape, audience behaviors, and market trends.
• Ability to think creatively and strategically to drive revenue and deliver unique partnership solutions.
• Results-driven, with a focus on exceeding revenue targets.
• Presents self in professional manner and have ability to interact with all levels of organization and outside contacts.
• Strong leadership and team management skills.
• Excellent verbal and written communication skills; ability to flex style as needed
• Innovative and strategic thinker with a passion for the entertainment industry.
• Ability to work in a fast-paced, dynamic environment.
• Able to work a flexible schedule including evenings, weekends, and select holidays

Additional Information

This is a full time benefit eligible position. HSE is dedicated to creating and upholding a welcoming environment that celebrates diversity. HSE provides valuable benefits and competitive time off policies to help you and your family lead healthy, balanced lives.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. All requests for medical or religious accommodations to perform the stated job duties will be considered.