Partnership Development Coordinator, Greensboro Swarm

Charlotte Hornets; Greensboro (NC); On-site; USD 60,000 - 90,000; Full time

Job summary

Charlotte Hornets is seeking a Partnership Development Coordinator for the Greensboro Swarm to drive revenue through new business, renewals, and strategic partnerships. You will prospect, nurture relationships, and present integrated sponsorship solutions to local, regional, and national brands.

The role requires strong sales and negotiation skills, CRM experience, and the ability to work cross-functionally with activation and leadership teams.

Qualifications

• Bachelor’s degree in Business, Marketing, Sports Management, or related field.
• 2-4 years of sales experience in corporate partnerships, sponsorships or B2B sales.
• Proven ability to close new business and maintain strong client relationships.
• Experience with CRM systems.
• Strong negotiation skills with experience structuring, pricing and closing partnership deals.

Responsibilities

• Lead day-to-day revenue strategy initiatives across partnerships to meet or exceed annual revenue targets.
• Conduct high-level sales conversations with key decision-makers via in-person meetings, outbound calls, virtual presentations, Fieldhouse tours and offsite visits.
• Create and sell integrated marketing and partnership solutions to local, regional, and national brands.
• Build and maintain a robust pipeline of prospective partners across key categories.
• Utilize data and market research to identify opportunities for growth and innovation.
• Identify and pursue new business leads through creative prospecting and industry research.
• Cultivate leads provided by the organization while developing independent outreach strategies.
• Utilize KORE and other CRM systems to track activity and manage deal points.

Skills

Sales

Relationship Building

Prospecting

Negotiation

Communication

Presentation Skills

Education

Bachelor’s degree in Business, Marketing, Sports Management, or related field

Tools

KORE CRM

Tableau

Salesforce

Job description

Position Overview

The Partnership Development Coordinator for the Greensboro Swarm, NBA Affiliate of the Charlotte Hornets, serves a vital role on the Corporate Partnerships team as a revenue generator. You are responsible for driving new business, retaining existing clients, and supporting overall sponsorship sales strategy. You will focus on generating integrated corporate partnerships through prospecting, relationship-building, and strategic sales presentations.

Position Overview

The Partnership Development Coordinator for the Greensboro Swarm, NBA Affiliate of the Charlotte Hornets, serves a vital role on the Corporate Partnerships team as a revenue generator. You are responsible for driving new business, retaining existing clients, and supporting overall sponsorship sales strategy. You will focus on generating integrated corporate partnerships through prospecting, relationship-building, and strategic sales presentations.

Values

• We operate with the highest level of integrity, driven by moral standards that guide us in everything we do.
• We communicate with full candor; openly, honestly, and respectfully with clarity.
• We work in the spirit of one team, committed to one vision, shared values, and an inclusive culture that ensures every person feels valued and respected.
• We hold ourselves accountable, and responsible for raising high-level expectations of ourselves and our team.
• We compete at the highest levels and strive to be the best at everything we do.
• We act with resilience and thrive in the face of challenges, bringing others along with us.

Essential Duties & Responsibilities

Sales Strategy & Execution

• Lead the day-to-day initiatives and execution of revenue strategies across partnerships to meet or exceed annual revenue targets.
• Conduct high-level sales conversations with key decision-makers via in-person meetings, outbound calls, virtual presentations, Fieldhouse tours and offsite visits.
• Create and sell impactful, fully-integrated marketing and partnership solutions to local, regional, and national brands.
• Build and maintain a robust pipeline of prospective partners across key categories.
• Utilize data and market research to identify new opportunities for growth and innovation.

Prospecting & Pipeline Management

• Identify and pursue new business leads through creative prospecting and industry research.
• Cultivate leads provided by the organization while developing independent outreach strategies.
• Utilize KORE and other CRM systems to track activity, maintain prospect profiles, log communication, and manage deal points and financials.

Team Leadership & Collaboration

• Oversee the partnership department, including direct collaboration with the Account Manager, Partnership Activation and Coordinator of Partnership Activation.
• Provide day-to-day leadership, coaching and support to ensure team alignment, goal achievement, and professional development.
• Foster collaboration between sales (development) and fulfillment (marketing) functions to ensure seamless execution of partnership agreements.
• Serve as a central point of contact for partnership strategy, communication, and coordination across internal departments.

Reporting & Analysis

• Prepare and deliver accurate weekly revenue and activity reports to the Director of Partnerships.
• Compile, enter and forecast sales data, billing, contract terms and fulfillment details using tools such as Tableau, KORE and internal tracking systems.

Relationship Development

• Build strong relationships with internal stakeholders (ticketing, marketing, community relations) and external decision-makers to drive partnership alignment and execution.
• Attend networking events, client meetings, seat visits and other industry functions to foster long-term business relationships.
• Ensure a premium client experience through ongoing communication, touchpoints, and game-day hospitality.

Game Day & Event Presence

• Attend all home games and key events to represent the partnership team, host clients and ensure successful fulfillment of partnership elements.
• Support the execution of partner activations and ensure client satisfaction during events.
• Assist in developing long-term renewal and upsell strategies for corporate partners.
• Oversee special projects and initiatives as assigned by the Director of Partnerships or Team President.
• Meet and exceed personal and team sales goals established at the beginning of each fiscal year.

Cross-Functional Collaboration

• Represent the revenue department in strategic planning and budget discussions.
• Foster a collaborative and flexible work environment, jumping in to support other departments as needed.
• Serve as a key member of the partnerships team, helping shape organizational culture and strategy.
• Demonstrate professionalism and uphold HSE brand standards in all interactions and deliverables.

Required Skills, Experience, And Abilities

• Bachelor’s degree in Business, Marketing, Sports Management, or a related field, preferred.
• 2-4 years of sales experience, preferably in corporate partnerships, sponsorships or B2B sales.
• Proven ability to close new business and maintain strong client relationships.
• Experience with CRM systems.
• Strong negotiation skills with experience structuring, pricing and closing partnership deals.
• Prior experience in minor league or G League sports business operations.
• Deep knowledge of sponsorship trends and strategies in the sports & entertainment industry.
• Strong communication, presentation and relationship-building skills.
• Results-oriented, with a focus on surpassing organization goals.
• Professional demeanor with the ability to engage effectively with all organizational levels and external stakeholders.
• Strong leadership and team management abilities.
• Excellent verbal and written communication skills, adaptable to different audiences.
• Passionate about the entertainment industry with innovative, strategic thinking.
• Ability to thrive in a fast-paced, dynamic environment.
• Flexibility to work evenings, weekends and select holidays, as well as occasional travel for events, meetings and conferences.

Additional Information

This is a full time benefit eligible position. HSE is dedicated to creating and upholding a welcoming environment that celebrates diversity. HSE provides valuable benefits and competitive time off policies to help you and your family lead healthy, balanced lives. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. All requests for medical or religious accommodation to perform the stated job duties will be considered.