Partnership Development Manager

About the role

A hands-on commercial revenue role working closely with the Director Strategic Partnerships & Brand to oversee Invictus Australia's revenue strategy, with particular responsibility for developing and converting new corporate sponsorship and partnership opportunities. The Partnership Development Manager is responsible for driving the execution of Invictus Australia's revenue strategy to grow and diversify sustainable non-government revenue. The role will have a primary focus on securing new, long-term and high-value corporate sponsors and commercial partners. It will take day-to-day ownership of the new-business pipeline, from market research, prospect identification and qualification through to engagement, proposition development, negotiation, contracting and handover for activation and ongoing account management.

Key responsibilities

• Translate the approved revenue strategy into a practical execution plan, including priority markets, target organisations, propositions, activity levels, milestones and revenue forecasts.
• Take day-to-day ownership of the new-business development pipeline, with primary responsibility for progressing qualified opportunities from identification through to signed agreement.
• Achieve agreed non-government revenue targets, with a principal focus on new corporate sponsorship and commercial partnerships.
• Work closely with the Director Strategic Partnerships & Brand to identify strategic priorities, coordinate senior-level engagement and maintain alignment across new and existing revenue opportunities.
• Build and maintain a prioritised pipeline of prospective corporate partners aligned with Invictus Australia's purpose, strategy, values, brand and commercial objectives.
• Undertake market research, prospect mapping and qualification to identify organisations with the capacity, strategic alignment and appetite to enter long-term partnerships.
• Proactively initiate contact and build relationships with senior corporate decision-makers, drawing on organisational networks and leadership support where appropriate.
• Develop tailored sponsorship propositions, partnership concepts, pitch materials, investment cases and commercial presentations.
• Lead the progression of commercial discussions, including negotiation of scope, investment, rights, benefits, term, exclusivity, performance measures and renewal pathways, subject to appropriate internal approval.
• Maintain accurate and current records in HubSpot, including activity, decision-makers, next steps, probability, value, expected timing, risks and dependencies.

About you

• At least five years' experience in business development, corporate partnerships, sponsorship sales, fundraising or a related revenue-generating role.
• A demonstrated record of originating, developing and closing new corporate sponsorship or commercial partnership opportunities.
• Experience managing a business-development pipeline against defined revenue targets, forecasts and conversion measures.
• Strong commercial judgement, including the ability to structure partnership propositions, assess value and negotiate investment, rights, benefits, terms and performance measures.
• Confidence engaging, influencing and presenting to senior corporate decision-makers.
• Demonstrated ability to convert an organisational strategy into a focused program of business-development activity.
• Excellent written communication and proposal-development skills, with the ability to develop persuasive, evidence-based pitches and presentations.
• Strong relationship-management skills and the judgement to balance revenue objectives with partner needs, organisational capacity and long-term reputation.
• Experience using a CRM to manage prospects, activity, forecasts and reporting. Experience with HubSpot would be advantageous.
• Tertiary qualifications or equivalent relevant experience.

About us

Invictus Australia is a national not-for-profit organisation, licensed to use the Invictus brand in Australia by the Invictus Games Foundation, and committed to supporting the health and wellbeing of Australia's military veterans and their families through the power of sport. We are the legacy organisation of the Invictus Games Sydney 2018 and work collaboratively with partners across sport, community, government and defence to provide inclusive sporting pathways for all veterans. As a NFP, we rely on the generosity of Corporate Partners, Government, Fundraising and the general public to deliver revenue so we can continue our work.