Director, Partner Development - College

Fanatics; San Mateo (CA); Hybrid; USD 100,000 - 150,000; Full time

Benefits offered by this job

Flexible time off

Health and wellness programs

401k plan

Job summary

A sports merchandise leader is looking for an experienced professional to drive partnership development in collegiate athletics. The role requires over 12 years of sales or client management experience, deep understanding of college partnerships, and a collaborative spirit. Candidates should be proficient in tools like PowerPoint and Excel, and willing to travel approximately 30% of the time. The position offers a flexibly located environment, focusing on innovation and team culture.

Qualifications

• 12+ years of experience in sales or business development roles.
• Experience in higher education or collegiate athletics preferred.
• Ability to travel ~30% of the time.

Responsibilities

• Cultivate partnerships with collegiate stakeholders.
• Lead RFP processes and negotiations.
• Collaborate with other departments to enhance partner relations.

Skills

Understanding of college partners

E-commerce experience

Sales experience

Strong communication skills

Data analytics proficiency

Education

Bachelor’s degree

Tools

PowerPoint

Excel

Job description

At Fanatics Commerce, we’re more than just a leader in licensed sports merchandise – we’re a team united by a relentless passion for our fans and a commitment to innovation. We live by our BOLD Leadership principles: We Build Championship Teams, we’re Obsessed with Fans, we embrace a Limitless Entrepreneurial Spirit, and we approach every challenge with a Determined and Relentless Mindset. If you’re ready to contribute to a dynamic, fast-paced environment that thrives on collaboration and growth, we want you to be part of our team.

HOW YOU WILL MAKE AN IMPACT

• Cultivate comprehensive, impactful partnership opportunities through strategic communication and relationship development efforts with key campus stakeholders across athletics, licensing, finance, auxiliary services, and legal
• Lead partnership development efforts with other assigned collegiate stakeholders, including conferences (e.g., ACC, Big 12, Big Ten, SEC), associations (e.g., NCAA, CFP), and key service providers (e.g., multimedia rights partners, licensing agencies)
• Collaborate with other College Partner Development colleagues and support their work to expand and enhance rights and relationships with their designated partners and prospects
• Collaborate with other partner-facing personnel across the Fanatics ecosystem to ensure strategic, cohesive, streamlined communication and execution with designated partners and prospects
• Maintain and develop productive relationships with senior campus, athletics, and industry decision makers through campus visits and a wide range of industry and conference-level events and affiliations
• Lead and execute RFP processes, pitches, and renewal negotiations for designated partners and prospects, with support from and in collaboration with relevant internal stakeholders (e.g., legal, finance, various business segment leads)

WHAT YOU BRING TO THE TEAM

• Deep understanding of college partners and the fans they serve – and the ability to convey a compelling, comprehensive, cohesive vision for how Fanatics can support and enhance each assigned partner and prospect institution
• Intimate familiarity with the commercial landscape of higher education and collegiate athletics, preferably including experience with e-commerce, retail, licensing, and marketing
• Demonstrated experience navigating campus decision-making dynamics, purchasing processes, and contract negotiations
• Strong and favorable network of campus and conference decision makers
• Entrepreneurial spirit to drive modern business solutions for partners and prospects
• Self-motivation, team-orientation, and pride in both individual and team output in a fast-paced, data-driven environment
• Confidence and ease engaging senior executives and leaders in one‑on‑one and small group settings
• Ability to multitask while managing and prioritizing multiple deadlines across RFPs, proposals, renewals, etc.
• Ability to collaborate with and positively influence teammates to drive partner‑focused decision making.
• Strong verbal and written communication skills to effectively distill and convey complex business concepts
• Proficiency in PowerPoint, Keynote, Excel, and common data analytics tools

WHERE YOU’LL WORK AND WHAT’S REQUIRED

• Location is flexible, but preferably near a large Fanatics office (e.g., Atlanta, New York, San Mateo, Jacksonville, Tampa)
• Ability to travel ~30% of the time, on average, for partner meetings and industry events, with heavier travel during peak periods (e.g., CFP, postseason basketball) and occasional weekend and holiday travel
• 12+ years of experience working in sales, business development, or client management roles in college athletics or higher education, preferably in the e-commerce, retail, licensing, or sports marketing industries
• Bachelor’s degree

If you don’t meet every single requirement, that’s okay – we still want to hear from you! We believe in the power of diverse experiences and talents. If you’re excited about the role and confident that you can contribute, don’t hesitate to apply. We’re genuinely interested in how your unique skills and perspective can help us build something amazing together.

WHAT’S IN IT FOR YOU

• Culture: Join a team where you're surrounded by top-tier talent, driven by a shared passion to relentlessly enhance the fan experience. With a focus on collaboration, support, and continuous development, you’ll be empowered to help shape a culture that celebrates both individual and team successes.
• Benefits: We provide a wide range of health, financial, legal, and development assistance, including wellness programs with fitness and weight management partners, paid maternity and paternity leave, and infertility treatment. Additionally, we offer flexible time off to help you recharge, along with a competitive 401k plan to support your financial future. At Fanatics, we’re dedicated to supporting you in all aspects of work and life.