Manager, Partnership Strategy | TB Rays

ASM Global; United States; On-site; USD 110,000 - 170,000; Full time

Job summary

Legends Global in Tampa, FL, seeks a Manager of Partnership Strategy to drive go-to-market partnership programs for the Rays’ stadium project, overseeing strategic planning and multi-year corporate partnerships with cross-functional teams.

You will develop sales materials, pitches, and research briefs, using data-driven insights to shape sponsorship value while collaborating with executives, sales, marketing, and analytics across time zones.

Qualifications

• Experience navigating stakeholders in a sports/entertainment or business environment.

Responsibilities

• Lead development of comprehensive go-to-market partnership sales strategies to maximize revenue across categories and assets.
• Collaborate with sales leadership to identify and cultivate high-value partnership opportunities for long-term revenue.
• Guide complex partnership sales cycles with tailored solutions aligned to client marketing and brand objectives.
• Drive creation of integrated partnership platforms leveraging physical, digital, experiential, content, hospitality, and media assets.
• Develop and communicate compelling go-to-market narratives supported by data and market insights.
• Coordinate and execute client/prospect pitch meetings, events, gifting, and engagements.
• Lead stakeholder meetings and negotiations with senior client executives and decision-makers.

Skills

Stakeholder management

Sports industry experience

Strategic thinking

Sales pitches & decks

Presentation skills

Interpersonal skills

Time management

Team collaboration

Entrepreneurial spirit

Travel readiness

Education

Business/Marketing degree

Tools

macOS

Microsoft Office

CRM platforms

Creative/web-based software

Job description

LEGENDS GLOBAL Legends Global is the premier partner to the world's greatest live events, venues, and brands. We deliver a fully integrated solution of premium services that keeps our partners front and center through our white-label approach. Our network of 450 venues worldwide, hosting 20,000 events and entertaining 165 million guests each year, is powered by our depth of expertise and level of execution across every component of feasibility & consulting, owner’s representation, sales, partnerships, hospitality, merchandise, venue management, and content & booking of world-class live events and venues. The Legends Global culture is one of respect, ambitious thinking, collaboration, and bold action. We are committed to building an inclusive workplace where everyone can be authentic, make an impact, and grow their career. Winning is an everyday thing at Legends Global. We have the best team members who understand every win is earned when we come together as one unified team. If this sounds like a winning formula for you, join us!

ABOUT THE ROLE

The Manager of Partnership Strategy will be responsible for developing and executing strategic partnership processes that drive significant revenue growth for the Tampa Bay Rays’ new stadium project. This individual will oversee strategic planning and go-to-market efforts, and play a critical role in securing transformational, multi-year corporate partnerships on behalf of the Tampa Bay Rays’ new stadium project. This individual will support business intelligence, category research, creative asset ideation, and the development of sales materials—including custom pitch presentations and research briefs—with the goal of securing large-scale, multi-year partnerships with brands seeking to maximize their engagement with high-profile sports and entertainment platforms. This position will collaborate closely with senior executives, sales leadership, marketing, analytics, and other cross-functional stakeholders to develop industry-leading partnership programs that align with organizational objectives and client business goals.

ABOUT THE PROJECT

The Tampa Bay Rays are developing a state-of-the-art ballpark at Hillsborough College in Tampa’s Westshore district, targeting a 2029 opening. This public-private partnership anchors the Champions Quarter mixed-use district. With this new district development being designed to set new MLB benchmarks, Legends Global seeks exceptional leaders to drive this transformational project.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Strategic Leadership Lead the development of comprehensive go-to-market partnership sales strategies designed to maximize revenue across all partnership categories and major assets.
• Collaborate with sales leadership to identify, prioritize, and cultivate high-value partnership opportunities capable of generating substantial, long-term revenue.
• Serve as a strategic leader throughout complex partnership sales cycles, developing tailored solutions that align with prospective partners’ marketing, business, and brand objectives.
• Drive the creation of innovative, integrated partnership platforms that leverage physical, digital, experiential, content, hospitality, and emerging media assets.
• Develop and communicate compelling go-to-market narratives supported by data, insights, and market intelligence.
• Coordinate and execute client and prospect pitch meetings, event hosting, gifting and other engagements.
• Business Intelligence & Market Strategy Lead industry, category, competitive, and consumer research initiatives to identify market opportunities, business trends, and partnership growth strategies.
• Provide executive-level insights and recommendations regarding sponsorship trends, valuation opportunities, category developments, and emerging partnership models.
• Partner with Legends Insights and analytics teams to establish data-driven partnership strategies and measurable value propositions.
• Maintain a deep understanding of the evolving sports, entertainment, media, and marketing landscape.
• Sales Enablement & Materials Development Oversee the development of best-in-class sales materials, executive presentations, proposals, and partnership narratives.
• Ensure strategic consistency and quality across all proposal development efforts.
• Participate in and lead high-stakes client meetings, pitches, workshops, and negotiations alongside sales leadership.
• Serve as a subject matter expert during partnership discussions with senior client stakeholders and executive decision-makers.

QUALIFICATIONS

• Proven track record in successfully working with and navigating internal and external stakeholders in a sports, entertainment, or business-related environment
• Creativity to develop strategic and purpose-driven solutions
• Experience creating sales pitches, decks, or similar materials
• Professionalism and strong interpersonal skills with the ability to effectively communicate and collaborate with sales executives, clients and senior leadership
• Excellent presentation, communication, time management and interpersonal skills
• Capacity to work in partnership with the sales team to meet challenging sales objectives in a high profile, competitive marketplace
• Self-starter with ability to network and create relationships while working efficiently in a fast-paced sales environment
• Self-motivated with entrepreneurial spirit and attention to detail
• Skilled across macOS, Microsoft Office, CRM platforms, and various creative and web-based software
• Ability to develop strong peer-level relationships and work in a team environment and contribute to the general success of the Tampa Bay Rays and Legends Global across all facets, including positively representing both organizations Self-motivated with entrepreneurial spirit and attention to detail
• Willingness to travel and work across multiple time zones as needed
• Possess an optimistic team attitude and competitive desire to be the best

EDUCATION AND/OR EXPERIENCE

Degree in Business, Management, Sales or Marketing required. 4-5+ years of partnership and/or marketing industry experience.

COMPENSATION

Competitive salary plus bonus opportunities and a generous benefits package that includes medical, dental, vision, life and disability insurance, paid vacation, and 401k plan.

WORKING CONDITIONS

Location: Tampa, FL

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

NOTE

THE essential responsibilities of this position are described below the above headings. They may be subject to change at any time due to reasonable accommodation or other reasons. Also, this document in no way states or implies that these are the only duties to be performed by the employee occupying this position.

Legends Global is an Equal Opportunity/Affirmative Action employer, and encourages Women, Minorities, Individuals with Disabilities, and protected Veterans to apply. VEVRAA Federal Contractor. Our Work Experience is the combination of everything that's unique about us: our culture, our core values, our company meetings, our commitment to sustainability, our recognition programs, but most importantly, it's our people. Our employees are self-disciplined, hard working, curious, trustworthy, humble, and truthful. They make choices according to what is best for the team, they live for opportunities to collaborate and make a difference, and they make us the #1 Top Workplace in the area.