Manager, Partnership Development

Title: Manager, Partnership Development and Activation

Employee Status: Regular Full Time

Work From Home Option: Hybrid - 2 Days/Week (40% Remote)

FLSA Status: Exempt

Job Overview:

The New York Racing Association (NYRA) is seeking a driven and dynamic Manager of Partnership Development & Activation to support the continued growth of our corporate partnerships business. This role is responsible for generating new revenue through the sale of integrated sponsorships while also leading the activation and execution of partnership agreements across NYRA’s premier racing properties, including Belmont Park, Saratoga Race Course, and NYRA’s expansive national broadcast coverage on FOX.

This individual will play a key role in identifying, developing, and closing new business opportunities while ensuring best-in-class delivery of partnership assets, driving measurable value for partners and positioning NYRA for long-term renewals and growth.

Essential Functions:

Sales & Revenue Generation:

• Proactively identify, prospect, and develop new corporate partnership opportunities across priority categories

• Build and maintain a robust sales pipeline; consistently meet and exceed revenue targets

• Lead outbound outreach efforts including calls, emails, networking, and in-person meetings

• Develop customized, multi-platform partnership proposals aligned with client marketing objectives

• Package and position assets across NYRA’s venues, events, broadcast, digital, and hospitality platforms

• Manage the full sales cycle from initial outreach through pitch, negotiation, and deal execution

• Collaborate cross-functionally with marketing, operations, and leadership to develop compelling partnership concepts

• Contribute to the development of new sponsorship platforms tied to marquee events and the Belmont Park redevelopment

• Maintain accurate pipeline tracking, forecasting, and reporting within CRM systems

• Represent NYRA at industry events, race days, and client meetings to cultivate relationships and generate new business

• Support category development strategy and identify emerging revenue opportunities

Activation & Partnership Execution:

• Assist with the planning and execution of sponsorship activation strategies across on-site, digital, broadcast, and hospitality platforms

• Serve as liaison between partners and internal teams to ensure seamless activation delivery

• Translate partnership agreements into detailed activation plans, timelines, and deliverables

• Oversee fulfillment of contractual assets including signage, branding, content integration, experiential activations, and hospitality

• Partner with internal teams (marketing, operations, broadcast, digital, and hospitality) to execute integrated campaigns

• Manage on-site activation elements during race days and marquee events, ensuring premium brand representation and guest experience

• Support development of creative activation concepts that enhance fan engagement and partner ROI

• Coordinate production and placement of branded assets including signage, LED, in-venue displays, and experiential builds

• Ensure all assigned partnership elements are delivered on time, on brand, and to a high standard

Account Management & Partner Success:

• Manage partner relationships post-sale to drive satisfaction, retention, and upsell opportunities

• Lead regular client check-ins, reporting, and recaps demonstrating partnership performance and ROI

• Identify opportunities to optimize and expand partnerships through new assets, inventory, and integrations

• Gather insights and feedback to inform future partnership strategy and product development

Qualifications:

• 3–6+ years of experience in sponsorship sales, corporate partnerships, or sports marketing

• Proven track record of generating new business and closing six-figure+ deals preferred

• Strong understanding of integrated marketing platforms (experiential, media, digital, hospitality)

• Experience executing sponsorship activations and managing partner deliverables preferred

• Excellent communication, presentation, and negotiation skills

• Ability to manage multiple projects in a fast-paced, high-energy environment

• Passion for sports, live events, and/or the racing industry is a plus

Preferred Skills

• Prospecting and lead generation

• Pipeline management and forecasting

• Relationship building and networking

• Strategic thinking and account planning

• Proposal development and storytelling

• Presentation and public speaking

• Client needs assessment and solution selling

• Cross-functional collaboration (sales, marketing, activation)

• CRM management

• Microsoft Office Suite (Excel, PowerPoint, Word, Outlook, Teams)

• Data analysis and insights interpretation

• Time management and organization

• Event hosting and client entertainment

• Experiential marketing and brand activation execution

• Project management and timeline coordination

• Adaptability in fast-paced environments

Summary of Physical Requirements and Work Environment:

This role is primarily sedentary and performed in an office or office-like environment with no special physical demands required. The position involves extended periods of sitting with intermittent standing and walking, as well as occasional bending, reaching, and other routine movements typical of a professional workplace.

The role requires regular hand manipulation, including daily typing and repetitive hand movements while working on a computer. Occasional light lifting (generally up to 10 lbs., and infrequently up to 30 lbs.) may be required.

The work environment does not typically expose the employee to hazardous conditions. There is minimal exposure to environmental hazards such as moving mechanical parts, fumes, extreme weather, or high-risk work areas. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the role.

Pay Range / Salary: $65,000 - $85,000