📌 Core Information
🔹 Job Title: Director, Partnership Marketing
🔹 Company: USTA National Headquarters
🔹 Location: New York, NY
🔹 Job Type: Full-Time, Hybrid
🔹 Category: Marketing
🔹 Date Posted: June 17, 2025
🔹 Experience Level: 5-10 years
🔹 Remote Status: On-site with flexibility
🚀 Job Overview
Key aspects of this role include:
- Managing corporate partnerships and supporting new business development for the USTA sponsorship program
- Overseeing account management, partnership activation, and revenue generation efforts
- Collaborating with internal stakeholders to develop dynamic and impactful marketing programs
- Cultivating strong relationships with key contacts at partner organizations
- Identifying and presenting upsell opportunities to grow existing partnerships and leading the renewal process
ASSUMPTION: This role requires a strategic and entrepreneurial mindset, with a strong focus on driving revenue and building client relationships.
📋 Key Responsibilities
✅ Manage relationship with USTA sales agency of record for US Open specific new business opportunities
✅ Meet and exceed department revenue goals leveraging existing inventory and development of new sponsorship packages
✅ Stay informed on partner industries, market trends, and competitive landscapes to offer valuable insights and identify new opportunities
✅ Oversee the day-to-day management and execution of contractual deliverables for a portfolio of corporate partners
✅ Develop dynamic and impactful marketing programs and promotional initiatives that align with partner objectives and deliver measurable results
✅ Cultivate strong, respectful, and long-lasting relationships with key contacts at partner organizations, including senior-level executives
✅ Identify and present upsell opportunities to grow existing partnerships and lead the overall renewal process, ensuring continued revenue generation
✅ Establish metrics to measure partnership success, deliver recaps of program / event metrics, and collaborate with Digital Strategies team to develop and execute integrated digital programs
✅ Strategically develop sponsorship renewals, negotiations, and contracts as applicable, and direct/manage other projects as assigned by Managing Director, Corporate Partnerships
ASSUMPTION: This role involves a high level of independence and requires strong project management, organizational, and communication skills.
🎯 Required Qualifications
Education: Bachelor's degree required
Experience: A minimum of five to ten years of management level related business experience in sports/event sponsorship, proven track record of driving revenue, event planning and on-site execution, contract negotiation and client servicing
Required Skills:
- Proven history of consistently meeting and exceeding revenue goals and successfully developing, selling, and fostering long-term partnerships
- Sales acumen, including negotiating and closing business deals, as well as upsell and renewal opportunities
- Excellent written and verbal communication and presentation skills, with the ability to effectively present information and respond to questions from diverse groups
- Proven strategic thinker with the ability to craft innovative solutions, and articulate a clear vision for partner growth
- Experience with Google programs (Slides, Sheets)
- Superior organization, project management skills, and attention to detail, with the ability to manage multiple projects, prioritize objectives, and meet deadlines in a fast-paced, dynamic environment
- Strong interpersonal skills with the ability to collaborate, influence, and build positive relationships at all levels of the organization and with external contacts
- Proactive, driven, self-motivated, and entrepreneurial spirit with a hands-on approach
- High level of commitment to quality work product and organizational ethics, integrity, and compliance
- Proven success in developing and executing integrated digital strategies across multiple platforms
- Working knowledge of the legal process related to contract development and obligations
Preferred Skills:
- Experience working in the sports industry or with sports organizations
- Familiarity with the USTA and its events, such as the US Open
ASSUMPTION: Candidates with experience in sports marketing or sponsorship sales may have an advantage in this role.
💰 Compensation & Benefits
Salary Range: The expected range for the base salary for this position is between $140,000 - $160,000 plus a potential ICP bonus. This range does not include any additional pay or benefits for which a person may qualify. The actual base salary offered is determined by several variables, including, as appropriate, the applicant's qualifications for the position, the years of relevant experience, their unique skills, and the location from which they will be performing the job.
Benefits:
- Medical, dental, vision, access to doctors virtually, a flexible spending account to manage health and dependent care expenses, and life and disability insurance
- Generous paid time off policy - including vacation, sick, personal, and paid holidays, parental leave, and a paid winter recess
- 401(k) with employer matching (up to 3%), promotional and growth opportunities, Learning and Development programs to learn on the job
- Mental and emotional wellness resources for overall well-being including mental health and meditation benefits
- Other cool perks: A personalized health management program, pet insurance, commuter benefits, identity theft protection, discounts with our network of partners, and fun events
Working Hours: Full-time, with a hybrid work arrangement that allows for both remote and on-site work. Any such position must meet the current USTA hybrid/flex requirements as updated from time to time. Please consult HR for the most current policy.
ASSUMPTION: The salary range provided is based on industry standards for similar roles and may vary depending on the candidate's qualifications and experience.
📌 Applicant Insights
🔍 Company Context
Industry: Sports and Entertainment
Company Size: Large (approximately 15,000 employees)
Founded: 1881
Company Description:
- The USTA (United States Tennis Association) is the national governing body for the sport of tennis and the leader in promoting and developing the sport’s growth on every level in the United States, from local communities to the crown jewel of the professional game, the US Open.
- The USTA is committed to removing barriers and creating opportunities for all to participate in tennis, with a focus on growing the sport and making it accessible to everyone.
- The USTA offers a passionate team of staff and volunteers focused on growing the sport of tennis and making it accessible to all, with a commitment to diversity, equity, and inclusion.
Company Specialties:
- Tennis event management and promotion
- Sponsorship and partnership development
- Community tennis programs and initiatives
- Player development and high-performance training
Company Website: USTA.com
ASSUMPTION: The USTA is a well-established organization with a strong presence in the sports industry, offering a comprehensive benefits package and opportunities for professional growth.
📊 Role Analysis
Career Level: Mid-level to senior management
Reporting Structure: This role reports directly to the Managing Director, Corporate Partnerships and may have supervisory responsibilities for junior team members or external agency partners
Work Arrangement: Hybrid with flexibility, allowing for both remote and on-site work
Growth Opportunities:
- Potential advancement to a senior leadership role within the Corporate Partnerships department or other areas of the USTA
- Opportunities to work on high-profile events and initiatives, such as the US Open
- Chance to develop and grow within a large, established organization with a strong commitment to employee development
ASSUMPTION: This role offers opportunities for career growth and development within the USTA and the broader sports industry.
🌍 Location & Work Environment
Office Type: Corporate headquarters with a hybrid work arrangement
Office Location(s): USTA National Headquarters, New York, NY
Geographic Context:
- New York, NY is a major metropolitan area with a diverse population and a vibrant sports culture
- The USTA National Headquarters is located in Flushing Meadows-Corona Park, adjacent to the USTA Billie Jean King National Tennis Center, home to the US Open
- The area offers easy access to public transportation, shopping, dining, and entertainment options
Work Schedule: Full-time, with a hybrid work arrangement that allows for both remote and on-site work. The specific work schedule and office hours may vary depending on the candidate's role and responsibilities.
ASSUMPTION: The hybrid work arrangement offers flexibility and a balance between remote work and on-site collaboration, allowing employees to optimize their productivity and work-life balance.
💼 Interview & Application Insights
Typical Process:
- Initial phone or video screen with a member of the HR team
- First-round interview with the hiring manager or a panel of stakeholders
- Second-round interview with senior leadership or additional team members
- Final interview with the decision-maker or a panel of senior leaders
- Background check and reference check
Key Assessment Areas:
- Sales and revenue generation skills
- Strategic thinking and problem-solving abilities
- Communication and presentation skills
- Cultural fit and alignment with USTA values
Application Tips:
- Tailor your resume and cover letter to highlight your relevant experience and skills for this role
- Demonstrate your understanding of the USTA, its mission, and its events, such as the US Open
- Showcase your ability to drive revenue and build strong client relationships through specific examples and achievements
- Prepare thoughtful questions to ask during the interview, focusing on the role, the team, and the company's goals and initiatives
ATS Keywords: Partnership Marketing, Sponsorship Sales, Revenue Generation, Client Relationship Management, Event Planning, Contract Negotiation, Strategic Thinking, Project Management, Communication Skills, Digital Strategy, USTA, US Open
ASSUMPTION: The interview process for this role may include multiple rounds of interviews, assessments, and background checks to ensure the best fit for the candidate and the organization.
🛠️ Tools & Technologies
- Microsoft Office Suite (Word, Excel, PowerPoint)
- Google Workspace (Slides, Sheets)
- CRM software (e.g., Salesforce, HubSpot)
- Project management tools (e.g., Asana, Trello)
- Event planning and management software (e.g., Cvent, Eventbrite)
ASSUMPTION: The tools and technologies required for this role may vary depending on the specific needs and preferences of the USTA and the candidate's responsibilities.
👔 Cultural Fit Considerations
Company Values:
- Passion for tennis and its growth
- Commitment to diversity, equity, and inclusion
- Integrity and ethical behavior
- Collaboration and teamwork
- Innovation and continuous improvement
Work Style:
- Entrepreneurial and proactive
- Strategic and forward-thinking
- Collaborative and team-oriented
- Adaptable and flexible
- Results-driven and focused on excellence
Self-Assessment Questions:
- How do you align with the USTA's commitment to growing tennis and making it accessible to all?
- How have you demonstrated your ability to build strong, long-lasting relationships with clients or stakeholders in previous roles?
- How do you approach strategic thinking and innovation in your current or previous roles?
ASSUMPTION: The USTA values a diverse and inclusive work environment, with a strong commitment to fostering a culture of collaboration, innovation, and excellence.
⚠️ Potential Challenges
- Managing multiple projects and priorities in a fast-paced, dynamic environment
- Building and maintaining strong relationships with a diverse portfolio of corporate partners
- Meeting and exceeding revenue goals and driving revenue growth
- Navigating a large, complex organization with multiple stakeholders and departments
- Adapting to changes in the sports industry and market trends
ASSUMPTION: This role presents unique challenges and opportunities for growth and development within the USTA and the broader sports industry.
📈 Similar Roles Comparison
- This role differs from related positions in the sports industry, such as sponsorship sales managers or account executives, as it requires a higher level of strategic thinking, independence, and revenue generation responsibility
- Within the USTA, this role is part of the Corporate Partnerships department and works closely with other teams, such as Digital Strategies and Event Operations, to deliver integrated marketing programs and promotional initiatives
- Career paths for this role may include advancement to senior leadership positions within the Corporate Partnerships department or other areas of the USTA, as well as opportunities to transition into related roles within the sports industry
ASSUMPTION: This role offers unique opportunities for career growth and development within the USTA and the broader sports industry, with a focus on strategic thinking, revenue generation, and client relationship management.
📝 Sample Projects
- Developing and executing a comprehensive partnership activation plan for a major corporate sponsor, including digital and on-site event activations, hospitality experiences, and co-branded content
- Negotiating and securing a multi-year sponsorship renewal with a key partner, including incremental revenue growth and expanded marketing opportunities
- Collaborating with internal stakeholders to create and implement a targeted upsell campaign, resulting in increased revenue and expanded partnership opportunities
ASSUMPTION: These sample projects illustrate the strategic, innovative, and collaborative approach required for success in this role.
❓ Key Questions to Ask During Interview
- Can you describe the team structure and dynamics within the Corporate Partnerships department?
- How does this role contribute to the overall success of the USTA and its mission to grow tennis and make it accessible to all?
- What are the key priorities for this role in the first 90 days, and how will my performance be measured and evaluated?
- How does the USTA support the professional development and growth of its employees?
- What are the most challenging aspects of this role, and how can I best prepare to succeed in this environment?
ASSUMPTION: Asking thoughtful, insightful questions during the interview process demonstrates your interest in the role and your commitment to understanding the organization and its goals.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through the USTA careers portal
- Tailor your resume and cover letter to highlight your relevant experience and skills for this role, with a focus on revenue generation, client relationship management, and strategic thinking
- Prepare for the interview by researching the USTA, its mission, and its events, such as the US Open, and by practicing your responses to common interview questions
- Follow up with the hiring manager or HR representative within one week of your interview to express your continued interest in the position
- If you are offered the position, be prepared to discuss your start date, onboarding process, and any additional requirements or next steps
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
