Director, Partnership Sales

POSITION: Director, Partnership Sales

DEPARTMENT: Partnerships

REPORTS TO: Vice President Sales

FLSA STATUS: Exempt

LEGENDS & ASM GLOBAL

Two powerhouse companies have joined forces to redefine excellence in sports, entertainment, and live events. Together, we combine unmatched expertise with a global reach, offering an end-to-end solution across all areas of venue operations and revenue generation for many of the world’s most iconic brands and venues.

Legends brings a 360-degree, data-driven approach across planning, sales, partnerships, hospitality, and merchandise, working with top-tier clients to deliver exceptional experiences.

ASM Global , the world leader in venue management and live event production, oversees 400+ arenas, stadiums, convention/exhibition centers, and performing arts venues globally.

Our organization is committed to building an inclusive, innovative environment where differences drive solutions that benefit our team members, guests, and partners. Guided by our values of respect, integrity, and accountability, we create a workplace where everyone can succeed. Are you ready to be part of the team that is transforming live entertainment? Join us to make legends happen!

THE ROLE

The Director, Partnership Sales will act as a high-level individual sales contributor, helping to identify, source, negotiate and close new business. The individual hired for this role will be responsible for leading sales efforts, and the development of new corporate partnerships. The Director, Partnership Sales will identify emerging sponsorship categories, build relationships across a variety of industries, generate sales leads through networking and research, conduct client presentations, and negotiate high-value contracts to meet and exceed annual revenue goals. The Director, Partnership Sales will be responsible for managing multiple projects, with an expected 50/50 allocation of time between the Academy of Country Music and other projects as needed, and will report to the Vice President, Partnerships. This position is ideally based in Dallas, TX

GLOBAL PARTNERSHIPS

Delivering for the world’s largest and most complex projects, Legends Global Partnerships experts deliver innovative solutions to create integrated and meaningful partnerships, connecting our partners with the world’s premier and emerging brands in a transformational way. Our comprehensive slate of consulting and sales execution services includes delivering naming and venue entitlement positions, jersey sponsorships, premier events partnerships, emerging entertainment platforms, universities, mixed-use real estate developments and more.

ACADEMY OF COUNTRY MUSIC

Founded in Southern California in 1964 as a regional trade organization, the ACADEMY OF COUNTRY MUSIC (ACM) has grown in the 60 years since into a leading association for the Country Music industry. Headquartered in Nashville, TN and boasting record-high membership of more than 5,000 worldwide, the Academy serves as a powerhouse advocate for Country fans, artists, and all facets of the business, as well as a supporter of philanthropic work through charitable partner ACM LIFTING LIVES, dedicated to improving lives through the power of music and providing aid in times of need, with a focus on health initiatives. 2025 continues to be a landmark year for the Academy with the success of the 60th ACM Awards, hosted by entertainment icon Reba McEntire, which returned to the world headquarters of the Dallas Cowboys in Texas for a third consecutive year and streamed live for a global audience on Prime Video. The Academy also remains relentlessly committed to creating a more inclusive environment for underrepresented groups in Country Music, from the boardroom to the stage, and proudly presents ACM Level Up, a two-year professional development and enrichment curriculum for rising leaders, among other initiatives.

Essential Duties and Responsibilities

• Create, package, and sell sponsorship packages to national brands (packages may be inclusive of the following assets: media integration, event entitlement, digital & social media, hospitality, activation, and more)

• Be accountable for annual revenue goals, pipeline management and growth goals.

• Individual contributor yet strategic thinker to drive long-term partner opportunities, while executing against short-term go-to-market sales strategies.

• Self-starter who likes to develop and build partner opportunities from the ground up.

• Leverage network, relationships, and cold outreach to identify potential new partnerships.

• Flexible and nimble to work within an ever-changing and ever-growing environment.

• Create newsworthy innovative partnerships that pioneer new categories, inventory, campaigns/platforms, and/or partner integrations.

• Develop a deep understanding of target partner categories.

• Ability to prospect through extensive company and executive research for strategic market engagement.

• Ability to construct a brand prospect pipeline and creative outreach plan (via targeting and qualifying leads. through calls and referrals) for potential opportunities with regional, national, and international companies.

• Ability to establish and maintain relationships with prospects and clients from VPs through the C-suite.

• Communicate with external executive staff and stakeholders to coordinate meetings and other touchpoints throughout the sales process.

• Collaborate with internal and external staff to plan, ideate, and develop strategic marketing platforms to present to new prospects.

• Coordinate with Legends Global Partnerships teammates to maximize efficiency and effectiveness of sales process, inclusive of managing and maintaining internal communication platforms (i.e., CRM).

• Self-motivated with entrepreneurial spirit.

• Possess an optimistic team attitude and competitive desire to be the best.

• Other duties and projects as assigned.

SUPERVISORY RESPONSIBILITIES

Carries out supervisory responsibilities in accordance with all Legends & ASM policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty with energy and enthusiasm. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

• Bachelor’s degree or equivalent.

• Minimum of 6+ years of successful corporate sales, premium sales, or brand sponsorship sales experience directly in sponsorship/corporate partnerships.

• Proven track record in closing long-term, seven or eight figure integrated marketing partnerships.

• High-level relationships at large corporations, particularly companies with national and global sponsorship portfolios.

• Experience driving revenue growth with emerging opportunities and established partnerships.

Skills and Abilities

• Demonstrates experience using sales materials and market insights to craft strategy and narrative.

• Storyteller with experience communicating the benefit of marketing opportunities to clients.

• Communication and presentation experience with an emphasis on translating insights, product information, and data into partner values

• Outstanding written and verbal communication skills to develop strong working relationships with partners, teammates, and other stakeholders.

• Capacity to meet challenging sales objectives in a high profile, competitive marketplace.

• Ability to manage a high level of detail across multiple projects and to prioritize efficiently.

• Expertise in identifying opportunities, developing strategies, and negotiating creative solutions.

• Familiarity with digital media marketing and social media platforms.

• Creativity to develop strategic and purpose driven marketing platforms.

• Experience in building out innovative presentations in Keynote or PowerPoint.

• High emotional intelligence, intellectual curiosity and desire to grow professionally.

• Ability to prioritize and meet competing deadlines independently.

• Ability to manage multiple tasks simultaneously, while remaining organized, efficient and calm under pressure

• Proven ability to work collaboratively in a team-oriented environment.

COMPENSATION

Competitive salary, commensurate with experience, and a generous benefits package that includes medical, dental, vision, life and disability insurance, paid vacation, and 401k plan.

WORKING CONDITIONS

Location: Dallas, Texas

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 accommodations may be made to enable individuals with disabilities to perform the essential functions.

NOTE:

The essential responsibilities of this position are described under the headings above. 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 & ASM Global is an Equal Opportunity/Affirmative Action employer, and encourages Women, Minorities, Individuals with Disabilities, and protected Veterans to apply. VEVRAA Federal Contractor.