Partnerships Manager (Sponsorship and Advertising Sales)

Job Description

Job Description

About The Institutes

Located in beautiful Malvern, Pennsylvania, The Institutes® are a not-for-profit comprised of diverse affiliates that educate, elevate, and connect people in the essential disciplines of risk management and insurance. Through products and services offered by our nearly 20 affiliated business units, people and organizations are empowered to help those in need with a focus on understanding, predicting, and preventing losses to create a more resilient world.

Additionally, we understand the importance of work-life balance—in 2026 Philly.com named us a Top Workplace for the eleventh year and USA Today named us a USA Top Workplace for the fourth year. We provide excellent benefits and a friendly, team-focused work environment to drive employee engagement.

Partnerships Manager

The Partnerships Manager is responsible for identifying, building and working a pipeline of prospects for multiple business units across the Institutes enterprise. This position is responsible for achieving an individual sponsorship and advertising sales goal that contributes directly to the Partnerships team's overall revenue objectives. Main activities will revolve around sales prospecting and presenting, for both personal and team sales. Additionally, this role will collaborate with business unit leaders and Partnerships stakeholders to identify market needs, shape sponsorship and advertising offerings, and provide customer insights that inform product and go-to-market strategy. This role will also serve as an experienced resource and subject matter expert for newer Business Development Representatives by sharing knowledge, best practices, and sales resources.

What You’ll Do:

• Continually grow pipeline with lead generation activities including building lists, researching prospective clients, and finding the best way to connect with decision makers
• Execute individual sales plans and contribute to broader team sales initiatives to achieve both personal revenue goals and overall team performance objectives. This will include high activity outreach with a focus on scheduling meetings to discuss sponsorship and advertising opportunities
• Develop and maintain a pipeline of sales prospects, including new business as well as servicing and growing current business.
• Partner with business unit leadership to evaluate market opportunities, identify sponsorship inventory, recommend new products and offerings, and align commercial opportunities with organizational objectives.
• Collaborate with the Director of Partnerships and cross-functional stakeholders on strategic sales initiatives for target accounts, including solution development, presentations, and account strategy
• Build and maintain long-term, mutually beneficial relationships with clients through a strategic and consultative approach, providing expertise in the development of custom business solutions
• Use the Salesforce CRM platform to manage prospects, sales, and activity
• Develop and refine sales enablement materials, proposals, agreements, and other sales resources in collaboration with the Partnerships team.
• Take on additional projects and initiatives to support broader organizational goals.
• Serve as a resource for Business Development Representatives by sharing sales best practices, supporting onboarding activities, answering questions, and developing sales tools and reference materials.
• Support the development and delivery of high-level sales presentations and pitches, including collaborating on strategy and messaging.
• Continue to refine and hone prospecting, outreach, presentation, and sales skills
• Be innovative – consistently look for opportunities to work more effectively, and serve our customers in deeper ways.
• Be flexible – actively learn of the risk management industry, as well as enterprise brands and offerings to better serve our clients.
• Resolve client issues in a timely, thorough, and pro-active manner.
• Professionally represent The Institutes at all times.
• Other duties as assigned

What We’re Looking For:

• Bachelor’s degree or equivalent experience required.
• 2+ years of sales, partnerships, or account management experience required.
• Experience in risk management, insurance, and/or financial services industry preferred but not required.
• Proficiency with MS Office Suite (including Word, Excel, & PowerPoint) and e-mail (Outlook) software required.
• Willingness to learn technical platforms including Zoom, Microsoft Teams, and Salesforce
• Ability to work in team-based environment across organizational boundaries in a constructive and collaborative manner.

Key Competencies

• Sales: Emphasis on retaining business and closing sales. Ability to conduct strong discovery sessions to learn customer business needs and determining where there is a fit between customer requirements, future needs and The Institutes overall solution Ability and willingness to proactively seek out new business and cross-sell opportunities. Also demonstrates strategic thinking to contribute to product and brand development.
• Communication: Exceptional oral and written communication skills and ability to communicate throughout all levels of the organization, both internally and externally. Ability to read, understand and follow oral and written instructions. Ability to present information and respond to questions professionally and effectively, conversationally and in written communications
• Detail-oriented: Pays close attention to all aspects of a project or responsibility, understanding even little things can have an impact in the outcome of a project. Ensures work quality is to the highest standards.
• Relationship Building: Exceptional People Skills. Must be able to develop and maintain strong relationships across the industry. Also able to build and foster internal relationships to support team support team collaboration, onboarding, and knowledge sharing.
• Customer Focus: Must be customer service oriented and exhibit the best interest of customers as the main priority when delivering goods or services.
• Time management: Must be highly self-motivated and demonstrate a high sense of urgency and ability to effectively prioritize and execute tasks in a high-pressure, deadline-driven environment. Must be detail-oriented and possess strong organizational and follow up skills.
• Leadership: Demonstrates leadership through influence, collaboration, and expertise. Shares best practices, contributes to continuous improvement initiatives, and serves as a knowledgeable resource for Business Development Representatives and cross-functional teams.

The Best Part? The Benefits!

To enforce the importance of work-life balance, employees enjoy excellent benefits, including:

• 401(k) plan with company contribution up to 16%
• Generous time off package that includes paid vacation, personal, sick, and holidays
• Paid maternity and parental leave
• Tuition reimbursement
• Medical, dental, vision, and prescription coverage
• On our Malvern campus: Free lunch every day when working on campus, onsite fitness center, and a beautiful 1.25-mile walking path!