Position SummaryThe Senior Director, Sales & Global Partnerships leads the operations and execution of group sales and high-value corporate partnership strategies in close collaboration with senior leadership to drive sustainable revenue growth and long-term brand alignment for the Dr. Phillips Center for the Performing Arts. This role is responsible for identifying, cultivating, and securing local, regional, national, and global group clients and corporate partners across multiple industries, while stewarding relationships that maximize mutual value over time.
The Senior Director oversees the Group Sales & Partnerships teams, providing strategic direction, revenue leadership, professional development, and operational discipline across both sales verticals.
ESSENTIAL JOB FUNCTIONS/RESPONSIBILITIESSales, Partnership Strategy & Revenue Growth- Drive group sales and partnership revenue through new business development, renewals, and strategic upsell opportunities aligned with organizational goals.
- Lead the development and execution of a comprehensive sales strategy for group sales and global partnerships informed by market analysis, competitive benchmarking, and industry best practices.
- Build and manage a robust pipeline of qualified group and partnership prospects by cultivating relationships with senior decision-makers, corporate leaders, and key stakeholders.
- Leverage Sponsor United to identify, develop, and monetize new sponsorable assets and opportunities that align with the Dr. Phillips Center's mission, culture, brand, and guest experience, while securing internal alignment across departments.
- Utilize CPM benchmarks, valuation insights, and performance data to price, package, and position partnership assets, group offerings, and naming rights.
- Utilize Tessitura and SponsorCX to make data driven decisions, pipeline, prospect and fulfill ticketing to drive revenue.
Sales Leadership & Execution- Own individual and team budgets and revenue targets, driving disciplined financial planning, forecasting, and execution to ensure sustained growth and accountability.
- Lead, mentor, and develop the Group Sales & Global Partnerships teams by establishing best practices, implementing scalable processes, and fostering a growth mindset that drives continuous improvement and revenue expansion.
- Oversee the creation of compelling presentations and deliver customized solutions-oriented proposals that align group sales and partnership opportunities with client and prospect business objectives.
- Lead high-impact sales meetings, presentations, and negotiations, clearly articulating value propositions and long-term benefits for both group clients and partners.
- Negotiate terms, draft agreements using approved templates, and ensure compliance with Dr. Phillips Center policies, procedures, and standards.
- Collaborate closely with internal teams to ensure seamless fulfillment, accurate documentation, billing, and overall client and partner satisfaction.
Relationship Management & Cross Functional Collaboration- Foster strong, professional relationships with group clients, sponsors, community leaders, and internal stakeholders, maintaining a positive and influential presence within the market.
- Partner cross-functionally with Development, Events, Programming, Marketing, Ticketing, and other departments to maximize integrated group sales and partnership opportunities.
- Represent the organization at performances, special events, and show nights to greet/welcome, entertain, network and service group clients, partners, and prospects when applicable.
- Establish a weekly cadence of in-market, face-to-face sales meetings while holding the team accountable to the same standard to drive active opportunities and achieve sales targets.
Reporting, Planning & Compliance- Create and maintain detailed financial performance and sales activity reports for leadership, providing insights, trends, and strategic recommendations.
- Actively manage individual and team revenue goals and participate in organizational financial planning processes to ensure accurate forecasting and execution.
- Define and track key performance indicators for group sales and partnerships, adjusting strategy as needed to achieve targets.
- Ensure compliance, such as PCI Compliance, with departmental policies, operational procedures, and applicable local, state, and federal laws and regulations.
Company Culture & Expectations- Thrive in a fast-paced, relationship-driven environment while remaining calm, professional, and effective under pressure.
- Demonstrate discretion, tact, diplomacy, and sound judgment when working with diverse internal and external stakeholders.
- Uphold and demonstrate the Dr Phillips Center's core values while maintaining exceptional customer service standards in all interactions.
- Maintain a collaborative, team-oriented mindset and contribute positively to the organization's culture.
- Perform other duties as assigned.
Knowledge and Experience- Bachelor's degree in Marketing, Communications, Business Administration, Public Relations, or a related field preferred
- Minimum of 7 years of progressive experience in sponsorship sales preferably within the performing arts, live entertainment or events industry, including 3+ years leading, mentoring, and coaching teams.
- Proven success building and sustaining long-term relationships that drive new business, renewals, and expanded engagements, including closing complex six- and seven-figure, multi-year agreements across national and global markets.
- Minimum of 4 years of hands-on experience with Tessitura, SponsorCX, or a similar/equivalent CRM or sponsorship intelligence platform, with demonstrated ability to manage pipelines, forecasting, and performance reporting.
- Exceptional presentation, communication, and executive presence skills, with the ability to professionally represent the organization with senior leaders, partners, and stakeholders.
- Growth-oriented, strategic mindset with a proven ability to design, implement, and optimize scalable processes, systems, and efficiencies that drive measurable revenue growth.
- Strong analytical and quantitative aptitude, including advanced financial modeling, budgeting, revenue forecasting, sponsorship valuation, and executive-level reporting to support strategic decision-making.
- Highly developed written, verbal, interpersonal, planning, and organizational skills, with advanced proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Teams).
- Able to effectively communicate in English in both written and oral forms.
Special Conditions of employment- This position requires the ability to work a variable schedule, evenings, weekends, and holidays to meet operational needs.
- Ability to travel overnight for business when necessary.
- Must be able to provide own transportation to attend off-site meetings and events.
