- Job Title: Partnerships Manager, New Business - Cannes LIONS
- Company: Informa Group Plc.
- Location: New York, New York, United States
- Job Type: Full-time, Hybrid (3 days in-office)
- Category: Events & Festivals
- Date Posted: May 21, 2025
- Experience Level: 2-5 years
- Remote Status: Office-based (New York)
🚀 Job Overview
Key aspects of this role include:
- Driving new business growth within the Cannes Lions Festival Partnerships ecosystem.
- Securing strategic partnerships and meeting or exceeding revenue targets.
- Managing client relationships from initial engagement to delivering on-site and digital partnership experiences.
- Collaborating with internal teams to ensure seamless delivery of partnerships and client needs.
ASSUMPTION: This role requires a strong focus on sales and business development, with a significant portion of time dedicated to prospecting, client engagement, and contract negotiation.
📋 Key Responsibilities
- Business Growth: Meet and exceed quarterly and annual revenue targets.
- New Business Development: Identify, research, and qualify new business prospects across key markets and industry sectors.
- Lead Generation & Campaigns: Develop and execute strategic outbound lead generation campaigns using various platforms.
- Pipeline Management: Manage and grow a dynamic pipeline of prospective clients, ensuring consistent activity and progression through the sales funnel.
- Sales Process Optimization: Utilize CRM tools (Salesforce) to document activities, track engagement, and refine the sales process.
- Client Engagement: Conduct discovery calls, qualify prospects, and arrange meetings with senior prospects, including C-level presentations, drafting proposals, and negotiating contracts.
- Networking & Market Presence: Maintain a robust in-market presence, actively networking within the industry to generate new business opportunities and strengthen client relationships.
- Negotiation & Closing: Lead contract negotiations, closing deals that align with company revenue goals.
- Collaboration with Internal Teams: Work closely with internal LIONS teams to ensure seamless delivery of partnerships and client needs.
- Supplier Relationships & Reporting: Support supplier relationships, manage invoicing, provide sales reporting to the Commercial Director, and monitor delivery costs.
- On-Site Operations: Provide on-site operational support during the Festival period, including direct client and supplier liaison.
- Travel Requirements: Willing and able to travel for event operations, including trips to the London HQ and Cannes Lions Festival in France.
ASSUMPTION: This role involves a high degree of autonomy and requires strong self-motivation, time management, and organizational skills to balance multiple priorities and deadlines.
🎯 Required Qualifications
- Education: Bachelor's degree in Business, Marketing, or a related field.
- Experience: 3-5 years of experience in a sales or sales-focused customer-facing role, with a proven ability to meet or exceed quarterly and annual revenue targets, and consistently drive business growth through strategic partnerships and securing new business customers.
- Required Skills:
- Proven success in outbound sales, prospecting, and new business development.
- Strong interest and/or experience in advertising, technology, and creative industries.
- Excellent literacy and numerical skills to analyze data, forecast revenue, and track progress towards targets.
- Strong verbal communication skills with the ability to effectively engage and build relationships with clients, communicate value propositions, and close deals.
- Proficient in computer software, including Google Suite, Microsoft Office, and internal CRM systems.
- Fluency in additional languages is a plus, with Spanish being a particularly valuable asset for building partnerships in the Americas market.
💰 Compensation & Benefits
- Salary Range: $70,000 - $75,000 annually, depending on experience level, with additional commission opportunities.
- Benefits:
- 401k Match
- Health Insurance
- Vision Insurance
- Dental Insurance
- Parental Leave
- Employee Stock Purchase Plan
- Paid Time Off (15 days rising to 20 after three years and 25 after six years, plus 10 national holidays and a birthday leave day)
- Volunteer Days (up to four days per year)
- Wellbeing Support (EAP assistance, mental health first aiders, free access to a wellness app)
- Recognition Programs (global awards and kudos programs)
- Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave, and an ESPP offering company shares at a minimum 15% discount.
ASSUMPTION: The salary range provided is based on the information given in the job description. However, the actual salary may vary depending on the candidate's experience and skills.
📌 Applicant Insights
🔍 Company Context
- Industry: Events & Festivals, specifically focused on creative, technology, and business sectors.
- Company Size: Large (10,001+ employees)
- Founded: Informa Group Plc. was founded in 1998, with the LIONS brand being a more recent addition to their portfolio.
- Company Description: Informa Festivals brings together prestigious brands like Cannes Lions, Black Hat, Money20/20, and London Tech Week to create powerful, immersive experiences that drive innovation and industry advancement. They combine cutting-edge marketing intelligence platforms and advisory services to deliver unmissable experiences and insights.
- Company Specialties: Academic Publishing, Marketing Services, Data & Intelligence, Digital events, Exhibitions, Specialist content, Research, Consultancy, Digital services, Lead generation, B2B markets, and Academic markets.
📊 Role Analysis
- Career Level: Mid-level to senior, with opportunities for growth and advancement within the company.
- Reporting Structure: This role reports directly to the Head of Commercial for the US region and works closely with internal LIONS teams.
- Work Arrangement: Hybrid, with a preference for candidates who can work on a hybrid schedule from the New York office location (3 days in-office).
- Growth Opportunities: As the LIONS brand continues to grow, there may be opportunities for the successful candidate to take on more responsibilities, manage a team, or explore other roles within the company.
ASSUMPTION: This role offers significant growth potential, as the LIONS brand is a key focus for Informa Group Plc.'s expansion in the Americas market.
🌍 Location & Work Environment
- Office Type: Hybrid, with a preference for candidates who can work on a hybrid schedule from the New York office location (3 days in-office).
- Office Location(s): 605 3rd Ave, New York, NY 10158, USA
- Geographic Context: New York City is a major global hub for advertising, technology, and creative industries, providing ample opportunities for networking and business development.
- Work Schedule: Standard full-time work hours, with flexibility for travel during event operations.
ASSUMPTION: The hybrid work arrangement allows for a balance between in-office collaboration and remote work, fostering a flexible and inclusive work environment.
💼 Interview & Application Insights
- Typical Process: Applicants can expect a multi-step interview process, including phone or video screens, in-person interviews, and potentially a case study or presentation component to assess sales skills and cultural fit.
- Key Assessment Areas: Sales skills, industry knowledge, communication and presentation skills, and cultural fit.
- Application Tips:
- Tailor your resume and cover letter to highlight relevant experience and skills, with a focus on sales achievements and industry-specific knowledge.
- Prepare for behavioral and situational interview questions that assess your ability to handle objections, negotiate, and close deals.
- Familiarize yourself with the Cannes Lions Festival and Informa Group Plc.'s portfolio of brands to demonstrate your enthusiasm and understanding of the role.
ASSUMPTION: Informa Group Plc. places a strong emphasis on cultural fit and values-driven hiring, so applicants should be prepared to discuss their alignment with the company's mission and values.
🛠️ Tools & Technologies
- Salesforce (CRM)
- Google Suite (Gmail, Google Drive, Google Docs, Google Sheets)
- Microsoft Office (Word, Excel, PowerPoint)
- LinkedIn Sales Navigator (for outbound lead generation and networking)
ASSUMPTION: Proficiency in these tools is essential for managing client relationships, tracking sales pipelines, and driving business growth.
👔 Cultural Fit Considerations
- Company Values: Informa Group Plc. values include integrity, collaboration, and a commitment to delivering exceptional customer experiences.
- Work Style: Informa Group Plc. fosters a dynamic, fast-paced work environment that encourages autonomy, innovation, and a strong focus on results.
- Self-Assessment Questions:
- How have you demonstrated your ability to build and maintain strong client relationships in a previous role?
- Can you provide an example of a time when you successfully negotiated a complex deal, and what was the outcome?
- How do you stay organized and manage your time effectively when balancing multiple priorities and deadlines?
ASSUMPTION: Applicants should be prepared to discuss their alignment with Informa Group Plc.'s values and work style, and provide specific examples of how their skills and experience make them a strong fit for the role and the company.
⚠️ Potential Challenges
- Role-Specific Challenges: Managing a dynamic pipeline of prospective clients and consistently meeting monthly targets may require strong time management and organizational skills.
- Company-Specific Challenges: Working in a large, global organization may present challenges in terms of communication, collaboration, and navigating internal politics.
- Industry-Specific Challenges: The events and festivals industry can be highly competitive and unpredictable, with fluctuations in attendance and revenue that may impact partnership opportunities and sales targets.
- Location-Specific Challenges: New York City's high cost of living and competitive job market may present challenges in terms of recruitment and retention.
ASSUMPTION: Applicants should be prepared to discuss how they have overcome similar challenges in previous roles and how they would approach these potential obstacles in this position.
📈 Similar Roles Comparison
- Role Differentiators: This role focuses specifically on driving new business growth within the Cannes Lions Festival Partnerships ecosystem, while similar roles in the industry may have a broader focus on event operations, marketing, or content development.
- Industry Context: The events and festivals industry is highly competitive and dynamic, with a constant need to innovate and adapt to changing market trends and customer preferences.
- Career Path Comparison: This role offers significant growth potential, with opportunities for advancement within the company as the LIONS brand continues to expand in the Americas market.
ASSUMPTION: Applicants should research similar roles in the industry and be prepared to discuss how this position aligns with their career goals and aspirations.
📝 Sample Projects
- Role-Specific Projects: Developing and executing strategic outbound lead generation campaigns, drafting proposals, and negotiating contracts for potential clients.
- Industry-Specific Projects: Conducting market research and competitor analysis to identify new business opportunities and trends in the advertising, technology, and creative industries.
- Responsibility-Specific Projects: Managing client relationships from initial engagement to delivering on-site and digital partnership experiences, including direct client and supplier liaison during event operations.
ASSUMPTION: Applicants should be prepared to discuss their experience with similar projects and how they would approach these tasks in this role.
❓ Key Questions to Ask During Interview
- What are the key priorities for this role in the first 30, 60, and 90 days?
- How does this role fit into the overall commercial strategy for the LIONS brand in the Americas market?
- What are the most successful partnerships strategies and tactics that have been implemented in the past, and how can I build on that success?
- How does Informa Group Plc. support the growth and development of its employees, and what opportunities are there for professional advancement within the company?
- What are the most significant challenges facing the LIONS brand in the Americas market, and how can this role help address them?
ASSUMPTION: Applicants should prepare thoughtful, insightful questions that demonstrate their understanding of the role, the company, and the industry, and their commitment to driving business growth and success.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through [this link](https://jobs.smartrecruiters.com/InformaGroupPlc/744000060839705-partnerships-manager-new-business-cannes-lions-new-york-office-based-) by June 6, 2025.
- Tailor your resume and cover letter to highlight relevant experience and skills, with a focus on sales achievements and industry-specific knowledge.
- Prepare for behavioral and situational interview questions that assess your ability to handle objections, negotiate, and close deals.
- Familiarize yourself with the Cannes Lions Festival and Informa Group Plc.'s portfolio of brands to demonstrate your enthusiasm and understanding of the role.
- Follow up with the hiring manager after your interview to express your interest in the position and reiterate your qualifications.
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
