Partnership Development Lead

Tottenham Hotspur; Greater London; On-site; GBP 90,000 - 120,000; Full time

Job summary

Tottenham Hotspur is seeking a Partnerships Development Lead to drive new commercial partnerships centred on Tottenham Hotspur Stadium. You will develop and commercialise partnership opportunities that leverage the Stadium’s year‑round event programme, premium experiences, hospitality and destination appeal.

You will lead end‑to‑end sales, build a robust pipeline, and collaborate with internal teams to maximise commercial value and deliver revenue growth for the Club and Stadium.

Qualifications

• Experience in partnership sales, against venue, stadia and alike.
• Proven track record of developing and securing commercial partnerships.
• Excellent stakeholder management and presentation skills.

Responsibilities

• Identify, develop and secure new commercial partnerships focused on the Stadium and destination proposition.
• Build and manage a robust pipeline of opportunities across priority positions, narratives and assets.
• Lead the end-to-end sales process, from prospecting and proposition development through to negotiation and contract execution.
• Deliver against agreed commercial revenue targets.
• Represent the Club and Stadium externally to promote the venue's commercial proposition.

Skills

Partnership sales

Deal negotiation

Stakeholder management

Presentation skills

Strategic partnership development

Job description

Role Purpose

The Partnerships Development Lead is responsible for driving new commercial partnerships centred on Tottenham Hotspur Stadium as one of the world's leading sports, entertainment and business destinations.

The role will develop and commercialise compelling partnership opportunities that leverage the Stadium's year-round event programme, premium experiences, innovation, hospitality and destination appeal. The role will take to market and identify new revenue opportunities by creating solutions that align prospective partner objectives with the unique capabilities of the Stadium and its audiences.

Key Responsibilities

Partnership Development

• Identify, develop and secure new commercial partnerships focused on the Stadium and destination proposition
• Build and manage a robust pipeline of opportunities across priority positions, narratives and assets
• Lead the end-to-end sales process, from prospecting and proposition development through to negotiation and contract execution
• Deliver against agreed commercial revenue targets

Venue & Destination Proposition

• Lead the commercial positioning of Tottenham Hotspur Stadium as a year-round destination
• Develop partnership propositions built around (not exhaustive):
  • World-class sporting events
  • NFL
  • Concerts and live entertainment
  • Premium hospitality
  • Conferences and business events
  • Visitor attractions and tours
  • Retail, food and beverage
  • Innovation and sustainability
• Create solutions that combine physical experiences, marketing rights (venue and club), content, hospitality and business engagement

Narrative & Proposition Development

• Develop compelling commercial narratives that articulate the Stadium's unique value to partners
• Ensure all proposals are insight-led, commercially differentiated and aligned to partner business objectives

Business Development

• Build relationships with senior brand marketing and commercial decision-makers across target industries
• Generate opportunities through direct outreach, agency relationships, networking and industry events
• Represent the Club and Stadium externally to promote the venue's commercial proposition

Cross-Functional Collaboration

• Work closely with the Commercial Partnership's Team, Stadium Operations, Events, Hospitality, Brand & Marketing, Business Intelligence, Finance and Legal to develop innovative, deliverable partnership solutions that maximise commercial value

Person Specification

Skills & Experience

• Experience in partnership sales, against venue, stadia and alike
• Proven track record of developing and securing commercial partnerships
• Strong consultative selling and negotiation skillsExperience developing bespoke commercial propositionsExcellent stakeholder management and presentation skills

Personal Attributes

• Commercially driven with a strong growth mindset
• Excellent relationship builder
• Creative and solutions-oriented
• Strong storyteller with the ability to translate venue capabilities into compelling commercial opportunities
• Collaborative and able to work effectively across multiple departments
• Highly organised with strong project management skills

Success Measures

• New partnership revenue generated
• Growth in the venue and destination partnership pipeline
• Number and value of new commercial partnerships secured
• Quality and innovation of partnership propositions
• Long-term partner engagement and commercial impact

What Success Looks Like

Success in this role is measured by the ability to position and monetise Tottenham Hotspur Stadium as more than a venue, it is a global destination that enables brands to connect with audiences through world-class sport, entertainment, hospitality and business experiences. The role will create strategic partnerships that drive incremental revenue while enhancing the Stadium's reputation as one of the world's premier destinations.