Title: Director, Corporate Partnerships
Department: Corporate Partnerships
Location: Baltimore, MD (Oriole Park at Camden Yards)
Reports To: Vice President, Corporate Partnerships
FLSA Status: Full-time, Exempt
Position Summary:
The Director, Corporate Partnerships leads the strategic management, activation, retention, and growth of the Baltimore Orioles’ corporate partnership portfolio. This position directs the Partnership Management team, establishes account-management and service standards, and ensures that partners receive consistent, proactive, and high-quality support throughout the partnership lifecycle.
The Director is accountable for balancing strategic leadership with operational execution. This includes allocating team resources, developing talent, maintaining accountability, anticipating account risks, advancing renewals, and strengthening relationships across partner organizations and internal departments. The role requires strong business judgment, communication discipline, executive presence, and the ability to translate departmental priorities into consistent team performance. These expectations align with the Orioles’ Director-level framework, which emphasizes resource management, strategic relationship building, analytical decision-making, resource stewardship, and talent leadership.
Essential Duties & Responsibilities:
Team Leadership and Resource Management
- Lead, coach, and develop the Partnership Management team, establishing clear responsibilities, performance expectations, service standards, and accountability.
- Allocate accounts, workload, people, and resources based on partnership complexity, revenue, renewal timing, and team capacity.
- Provide hands-on coaching and strategic direction, particularly on high-priority accounts, partner meetings, renewal planning, and complex activations.
- Conduct regular portfolio reviews to evaluate account health, team performance, execution risks, renewal status, and resource needs.
- Create a high-performing team culture that balances employee support and development with accountability, urgency, and measurable results.
- Recruit, onboard, retain, and develop employees while creating clear opportunities for professional growth.
Strategic Account Management
- Establish and maintain the department’s standards for strategic account planning, partner communication, relationship management, activation, and renewal preparation.
- Ensure each partner has a documented account strategy that identifies business objectives, key stakeholders, contractual commitments, success measures, relationship risks, renewal timing, and growth opportunities.
- Maintain visibility into the health of the full portfolio, intervening directly on high-value, complex, or at-risk partnerships.
- Develop trusted relationships with senior partner stakeholders and serve as an escalation point for important opportunities, challenges, and service issues.
- Ensure the team understands each partner’s business, industry, priorities, and measures of success.
- Lead strategic conversations and business reviews for significant accounts while ensuring Managers can independently lead their assigned relationships.
Renewals, Retention, and Account Growth
- Own the department’s renewal planning process and ensure renewal strategies begin well in advance of contract expiration.
- Partner with the Vice President and Partnership Development leadership to establish renewal positioning, pricing parameters, timing, responsibilities, and negotiation strategy.
- Hold team members accountable for advancing renewal conversations, identifying decision-makers, completing partner recaps, and presenting forward-looking recommendations.
- Identify risks to retention early and develop clear action plans to protect partnership revenue.
- Drive upsell and account-growth strategies by identifying new assets, platforms, hospitality programs, community initiatives, and marketing solutions aligned with partner objectives.
- Maintain accurate renewal and growth forecasts and communicate status, risks, decisions, and next steps to leadership.
- Position Partnership Management as a direct contributor to revenue retention, revenue growth, and long-term account value.
Partner Communication and Meeting Leadership
- Establish clear expectations for proactive, timely, and strategic communication with partners and internal stakeholders.
- Ensure important partner meetings include clear agendas, defined objectives, active facilitation, appropriate internal participation, and documented follow-up.
- Personally lead significant partner meetings, executive business reviews, renewal discussions, and strategic planning sessions.
- Ensure partner requests, internal questions, approvals, and follow-ups are acknowledged and advanced within established service standards.
- Communicate material account developments, risks, and opportunities to leadership with appropriate context and recommended action.
- Model a confident, engaged, and solutions-oriented leadership presence in all internal and external interactions.
Activation and Execution
- Oversee the accurate and timely fulfillment of all contractual partnership assets, including media, digital content, signage, hospitality, experiential programs, promotions, events, appearances, and community initiatives.
- Ensure each activation has defined ownership, timelines, approvals, and cross-functional responsibilities.
- Monitor major initiatives closely, remove obstacles, and escalate decisions before timelines or partner expectations are affected.
- Establish quality-control standards for partner-facing materials, creative, data, reporting, and proof of performance.
- Ensure the team provides partners with relevant performance reporting, business context, and measurable evidence of value.
- Maintain a consistent standard of execution across game-day and non-game-day programs.
Cross-Functional Leadership
- Build strong working relationships with Marketing, Communications, Community Development, Ballpark Operations, Ticketing, Finance, Legal, Digital, Content, and other internal stakeholders.
- Engage the appropriate departments early enough to allow for thoughtful planning and effective execution.
- Clarify roles, decision rights, timelines, and dependencies across partnership initiatives.
- Resolve competing priorities collaboratively and prevent the Partnership Management team from becoming a bottleneck or unnecessary conduit for information.
- Represent partner interests while balancing organizational priorities, operational requirements, and responsible use of resources.
Business Intelligence and Performance Management
- Use partner data, market intelligence, contractual information, financial performance, and activation results to guide decisions and recommendations.
- Confirm that all partner-facing data and reporting are accurate, appropriately contextualized, and reviewed before distribution.
- Establish dashboards and reporting rhythms for account health, renewal progress, revenue retention, upsell activity, execution status, and team workload.
- Maintain strong Salesforce discipline and ensure account information, activities, opportunities, risks, and forecasts remain current.
- Provide leadership with clear analysis and recommendations rather than reporting information without context.
Measures of Success:
- Partnership renewal rate and revenue retention
- Incremental revenue and account growth
- Timeliness and quality of renewal planning
- Partner satisfaction and executive relationship development
- Accuracy and timeliness of account-health and renewal forecasting
- Quality and consistency of activation execution
- Proactive internal and external communication
- Team accountability, development, retention, and performance
- Cross-functional confidence in the Partnership Management team
- Accuracy and strategic value of partner recaps, reporting, and recommendations
Qualifications:
- Bachelor’s degree in business, marketing, communications, sports management, or a related field.
- Minimum of 7 years of relevant experience in corporate partnerships, sponsorship, partnership marketing, account management, or client service, preferably within sports, entertainment, an agency, media, or a brand environment.
- Demonstrated experience leading and developing a team.
- Proven success managing significant corporate partnerships and supporting renewals, retention, and account growth.
- Experience working directly with senior-level partner and organizational stakeholders.
- Strong knowledge of integrated sponsorship assets, activation planning, hospitality, experiential marketing, digital platforms, and performance measurement.
- Exceptional leadership, communication, presentation, organization, and relationship-management skills.
- Strong business judgment with the ability to prioritize resources, evaluate risk, and make timely decisions.
- Proficiency with Microsoft Office and CRM platforms; Salesforce experience preferred.
- Availability to work nontraditional hours, including nights, weekends, holidays, Orioles home games, and select partner events.
DISCLAIMER:
The statements herein are intended to describe the general nature and level of work being performed by the employee in this position. The duties listed do not represent an exhaustive list of all responsibilities, duties, and skills required of a person in this position.
EQUAL OPPORTUNITY STATEMENT:
The Baltimore Orioles are an Equal Opportunity Employer. It is the policy of the Baltimore Orioles to ensure equal employment opportunity without discrimination or harassment on the basis of race (including hair textures, afro hairstyles, or protective hairstyles), color, national origin or ancestry, religion or creed, gender or sex (including pregnancy), age, disability, citizenship status, marital status, veteran’s status, genetic predisposition or carrier status, gender identity, sexual orientation, or any other characteristic protected by law.
The anticipated salary for this role is $100,000-$120,000 annually depending on experience, plus commission opportunity.
The Baltimore Orioles are committed to providing competitive pay and benefits for our employees.
The Baltimore Orioles provide generous benefits, including unlimited PTO, paid holidays, paid sick leave, health insurance (single and family), vision and dental coverage, life insurance, 401(k) plan with discretionary employer match, concession/merchandise discounts, free parking and complimentary baseball tickets to home games.
This information is being provided in accordance with the Maryland Equal Pay for Equal Work - Wage Range Transparency law.
Posted: 10/12/2026