The Role
Lead all partnership sales, account management and corporate partnership strategy for the Sony Championship. This individual will drive new business development, maximize partner revenue, build equity with key local stakeholders and government officials, cultivate long-term relationships with Hawaii’s business community, national brands and strategic stakeholders.

RESPONSIBILITIES
Corporate Partnership Sales

• Lead the development and execution of the tournament's annual sponsorship sales strategy.

• Identify, cultivate and secure new corporate partnerships across local, regional and national markets.

• Build and manage a robust sales pipeline through proactive prospecting and relationship development.

• Develop customized partnership proposals that align client objectives with tournament assets.

• Negotiate sponsorship agreements and oversee contract execution.

• Consistently achieve or exceed annual partnership revenue targets.

Partnership Management

• Serve as the primary relationship manager for assigned corporate partners.

• Ensure contractual rights and benefits are delivered at the highest standard.

• Develop annual activation plans with each partner to maximize return on investment.

• Lead renewal discussions and identify opportunities for partnership expansion.

• Deliver exceptional customer service before, during and after tournament week.

Revenue Strategy

• Collaborate with tournament and IMG Events leadership and sales operations to establish annual sponsorship inventory, pricing and sales priorities.

• Evaluate new commercial assets and revenue opportunities across hospitality, branding, digital media, fan engagement and community programs.

• Develop sponsorship valuation models and pricing recommendations.

• Monitor market trends and competitive sponsorship activity.

Cross-Functional Leadership

• Work closely with Operations, Hospitality, Marketing, Ticketing and Communications teams to ensure seamless delivery of all partnership benefits.

• Collaborate on sponsor activation logistics during tournament week.

• Support marketing initiatives that increase sponsor visibility and tournament awareness.

Community & Business Development

• Build strong relationships with Hawaii's corporate community, tourism partners, civic leaders and business organizations.

• Represent the tournament at industry, networking and community events.

• Identify opportunities to engage new industries and strategic sectors in tournament partnerships.

• Collaborate with IMG's broader golf partnerships team to leverage national client relationships and cross-sell opportunities.

Reporting & Administration

• Maintain accurate sales pipeline reporting and revenue forecasting.

• Prepare regular partnership performance updates for tournament leadership.

• Track sponsorship inventory and fulfillment.

• Manage partnership budgets and sales expenses.

• Maintain CRM and sales documentation.

Key Results Areas

• Commercial leadership and delivery of sponsorship revenue across portfolio.

• Ensuring annual sponsorship targets are reached/exceeded for the event and region.

• Delivery of new sponsors to the portfolio.

• Management and retention of existing sponsors.

• Identify and exhaust alternative revenue streams.

QUALIFICATIONS

• A proven track record delivering high value sponsorship deals and generating commercial revenue experience is required.

• Minimum 10+ years’ experience in sales / events / sponsorship.

• A good knowledge and understanding of brands and how they buy sponsorship.

• A good knowledge and understanding of the start to end sales process.

• Demonstrative ability to move fluidly through the process of identifying the opportunity, facilitating the sale and driving through to execution.

• A black book of current up to date brand relationships and knowledge of trends.

• Experience of face to face meetings, presentation creation and proposal writing.

• Knowledge of lifestyle, sports, arts and entertainment brand landscape.

• Experience managing a small team would be preferential.

• A proven track record delivering high value sponsorship deals and generating commercial revenue experience is required.

• A strong proven leadership abilities both commercial and soft skills are required.

• An understanding of digital media and how it can be commercialised.

• Experience working across multiple properties.

• Ability to network and maintain relationships with internal and external stakeholders

• Confident individual with ability to have a positive impact on the culture of the division.

• Team player with ability to understand all elements of the event portfolio.

• Ability to handle pressure, remain professional and stay calm when dealing with difficult situations.

• Excellent time management and prioritisation skills.

• Strong record of accomplishment in a sales role.

• Ability to fit into an existing organisational structure and culture and deliver great Leadership skills

• Ability to plan and execute a yearly sales cycle for multiple Events.

• Confident individual with ability to have a positive impact on future direction of the series and demonstrable experience in turning leads into contracted revenue.

Per local requirements and in the interest of transparency, the hourly rate shown below reflects the prevalent current hiring range for this position. Hiring pay rates are based on a number of factors, including location and may vary depending on job-related qualifications, knowledge, skills and experience. The company strives to provide locally competitive rewards packages, which include base rate along with, as applicable, short- and long-term incentives, growth and developmental opportunities, and robust benefits, such as health care, retirement, vacation and other paid time off, and additional offerings.

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