Director, Partnerships

The Big 12 Conference Inc.; Irving (TX); On-site; USD 120,000 - 190,000; Full time

Job summary

The Big 12 Conference in Irving, Texas seeks a Director of Partnerships to identify and close high-value corporate partnerships that align brands with the Big 12, its member institutions, championship events, and student-athletes.

You will lead the full sales cycle, develop compelling proposals, and collaborate with Marketing, Events, and Digital teams to drive incremental revenue while building senior-level relationships.

Qualifications

• 5+ years of demonstrated success in corporate partnership sales, sponsorship sales, media sales, or related revenue-generating role.
• Proven track record of generating significant new business revenue and closing multi-year partnerships.
• Strong existing relationships with brands, agencies, and senior-level marketing decision makers preferred.
• Highly motivated self-starter with a strong drive for results and ability to independently develop new business.

Responsibilities

• Drive new corporate partnership revenue through proactive prospecting, relationship development, and strategic selling.
• Build and manage a robust sales pipeline across priority categories and emerging opportunities.
• Identify new partnership categories, brands, and revenue streams that expand the Conference's commercial portfolio.
• Develop customized partnership platforms aligning Big 12 assets with partners' objectives.
• Lead the full sales process from prospecting to contract execution.

Skills

Partnership sales

Relationship building

Prospecting

Negotiation

Closing deals

Presentation skills

Strategic selling

Travel willingness

Sports sponsorship

Education

Bachelor’s degree

Job description

POSITION TITLE: Director - Partnerships

EMPLOYMENT STATUS: Full Time

DEPARTMENT NAME: Partnership Sales & Ticketing

POSITION FUNCTION

The Big 12 Conference seeks qualified applicants to join its team as Director Partnerships. This individual will be responsible for identifying, developing, and closing high-value corporate partnerships that align leading brands with the Big 12, its member institutions, championship events, student-athletes, and rapidly expanding commercial platforms. The ideal candidate is a creative and relentless business developer who thrives in a fast-paced environment, understands how to translate brand objectives into compelling partnership opportunities, and has a demonstrated ability to build relationships and generate significant revenue.

ESSENTIAL DUTIES

• Drive new corporate partnership revenue for the Big 12 Conference through proactive prospecting, relationship development, and strategic selling
• Build and manage a robust sales pipeline across priority categories and emerging areas of commercial opportunity
• Identify new partnership categories, brands, and revenue streams that expand the Conference's commercial portfolio
• Develop customized, insight-driven partnership platforms that align Big 12 assets with prospective partners' business and marketing objectives
• Lead the full sales process from prospect identification and initial outreach through proposal development, negotiation, and contract execution
• Develop compelling sales presentations, proposals, partnership concepts, and other materials that effectively communicate the value of the Big 12 platform
• Build relationships with senior-level decision makers at prospective partner organizations and agencies
• Collaborate with Partnership Solutions, Marketing, Communications, Events, Digital, and other Conference departments to develop integrated and executable partnership programs
• Maintain a deep understanding of the Big 12's commercial assets, media platforms, championship events, member institutions, fan base, and broader value proposition
• Identify market trends, emerging industries, competitive activity, and innovative sponsorship models that can create incremental revenue opportunities
• Represent the Big 12 at industry events, conferences, partner meetings, championship events, and other business development opportunities
• Maintain accurate pipeline reporting, revenue forecasts, prospect activity, and sales documentation
• Support the renewal and expansion of select existing partnerships when appropriate
• Consistently meet or exceed annual partnership revenue goals
• Other duties as assigned
• Reports directly to the Chief Revenue Officer

SKILLS & EXPERIENCE

• 5+ years of demonstrated success in corporate partnership sales, sponsorship sales, media sales, business development, or a related revenue-generating role
• Proven track record of generating significant new business revenue and closing complex, multi-year partnerships
• Strong existing relationships with brands, agencies, and senior-level marketing decision makers preferred
• Highly motivated self-starter with a strong drive for results and demonstrated ability to independently develop new business
• Ability to understand prospective partners' business challenges and translate them into creative, strategic partnership solutions
• Excellent prospecting, presentation, negotiation, communication, and closing skills
• Ability to build persuasive business cases and articulate the value of sports, media, digital, experiential, and intellectual property assets
• Strong understanding of sports sponsorship and media landscape
• Ability to develop and execute strategic sales plans against both short- and long-term revenue objectives
• Comfortable operating in a fast-paced, entrepreneurial environment while managing multiple opportunities simultaneously
• Strong relationship-building skills and executive presence
• Collaborative mindset with the ability to work effectively across departments and with external stakeholders
• Ability to travel and work flexible hours, including gamedays, evenings, weekends, and holidays as required

EDUCATION

• Bachelor’s Degree required. A degree in Business Administration-related field is preferred.

WORKING CONDITIONS

Office environment. Frequent sitting, standing, walking bending, listening, speaking, and use of office equipment. Some requirements for lifting, pushing, or pulling items for less than 30 pounds.Ability to work long non-standard hours, including holidays, nights, weekends, game days or other event dates.

ABOUT THE BIG 12 CONFERENCE

The Big 12 enters its 30th year as one of the nation’s premier conferences in college athletics under the leadership of Commissioner Brett Yormark. Since joining the Conference in August 2022, Yormark has elevated the Big 12 to new heights, emphasizing marketing, brand building and instilling an innovative strategy that has resonated across the college athletics landscape. Starting Aug. 2, 2024, the Conference is composed of 16 universities spanning 10 states and four time zones. The Big 12 members include Arizona, Arizona State, Baylor, BYU, UCF, Cincinnati, Colorado, Houston, Iowa State, Kansas, Kansas State, Oklahoma State, TCU, Texas Tech, Utah and West Virginia. The Big 12 began play in 1996 and is the home of 87 team NCAA national championships, and 764 individual national champions. The Big 12 Conference office is located in Irving, Texas.

The Big 12 Conference, Inc. is an equal opportunity employer. All employees are hired, compensated, promoted, disciplined and evaluated without regard to race, color, religion, creed, gender, sex, age, national origin, marital status, citizenship, genetic information, status as a qualified individual with a disability, military status, sexual orientation, gender identity and/or expression, or any other protected characteristic as established by law. The Big 12 Conference, Inc. strictly prohibits any and all discrimination and harassment based upon an individual’s race, color, religion, creed, gender, sex, age, national origin, marital status, citizenship, genetic information, status as a qualified individual with a disability, military status, sexual orientation, gender identity and/or expression, or any other