Insomniac - Director, Partnerships

Job Summary:

WHO ARE YOU?

Do you enjoy dance music? Do you excel at partnership and sponsorship operations and strategy? Then you’re in luck! We are looking for a highly motivated self-starter who embodies both a passion for dance culture as well as creating memorable experiences with various partners. Is this you? Read on…

WHO ARE WE?

Insomniac produces some of the most innovative, immersive music festivals and events in the world. Enhanced by state-of-the-art lighting, pyrotechnics and sound design, large-scale art installations, theatrical performers and next generation special effects, our events captivate the senses and inspire a unique level of fan interaction.  The quality of the Headliner experience is our top priority.

Insomniac produces 10,000 concerts, club nights and festivals for seven million attendees annually across the globe. Since its inception, Insomniac's events have taken place in 13 countries across five continents. The company's premiere annual event, Electric Daisy Carnival Las Vegas, is the world’s largest dance music festival and attracts more than 525,000 fans over three days. The company was founded by Pasquale Rotella and has been based in Los Angeles since it was formed in 1993.

THE ROLE

The Director of Partnerships will be responsible for developing and executing against Insomniac’s comprehensive sponsorship sales strategy. This role involves leading a team, cultivating relationships with potential sponsors, and ensuring the achievement of sponsorship revenue targets. The ideal candidate will have a strong background in sales with a track record in securing festival and event partnerships, a deep understanding of the festival landscape and the key categories / challenges within it, and the ability to conceptualize and plan strategic partnerships. This is not a fully remote position and required in office full time. This position reports into the SVP, Partnerships & Sponsorships.

RESPONSIBILITIES

Strategic Planning and Execution

• Develop and implement a strategic sponsorship sales plan to achieve revenue goals.

• Identify new sponsorship opportunities and develop innovative sponsorship packages

• Analyze market trends and like-minded festivals and events to enhance sales strategies

• Identify and engage with potential partners through new outreach, networking and in-person engagements

• Negotiate and close sponsorship deals, ensuring mutually beneficial agreements

• Manage the entire sales cycle, from lead generation to contract execution

• Build and maintain strong relationships with sponsors and partners to ensure long-term partnership

• Ensure the delivery of sponsorship benefits and address any issues or concerns promptly

• Provide exceptional customer service to partners before, during, and after events

Collaboration and Communication

• Partner closely with internal stakeholders, external sales teams, marketing, and operations teams to ensure seamless execution of sponsorship deliverable

• Prepare regular reports on sales performance, market insights, and sponsorship ROI

• Foster a collaborative and high-performance culture within the team

Budget and Forecasting

• Oversee the sponsorship pipeline, identify opportunities and develop a plan of action for growth

• Forecast sponsorship revenue for individual festivals/events/venues and track performance against target

• Identify areas for improvement and implement strategies to optimize sales processes

• Recruit, train and onboard members on the team both directly and partnering teams

• Other special projects and tasks as assigned as needed

• Some frequent travel may be required (economy)

QUALIFICATIONS

• Bachelor’s degree in business, Marketing, Sales, or a related field

• 8+ years of experience in sponsorship sales, with at least years in a leadership role

• Proven track record of achieving and exceeding sales targets

• Knowledge of digital marketing and social media strategies

• Strong analytical and problem-solving abilities

• Strong leadership and team management skills

• Excellent negotiation, communication, and interpersonal skills

• Ability to build and maintain relationships with high-level corporate sponsors

• Microsoft Office skills with proficiency in Excel, Word, PowerPoint, Keynote required; Airtable, Google asset tracking tools experience preferred

• Follow department and company processes and procedures

• Self-sufficient and able to work with little direct supervision

WORK ENVIRONMENT

• Must be able to tolerate loud noise levels & busy environments

• May work in drastic temperature climates on site at our events

• Must be willing to travel to work during holidays, evening and weekend hours, as required, to meet deadlines

Applicants for employment in the U.S. must possess work authorization, which does not require sponsorship by Insomniac for a visa.

EQUAL EMPLOYMENT OPPORTUNITY
Insomniac strongly supports equal employment opportunity for all applicants regardless of race, color, religion, sex, gender identity, pregnancy, national origin, ancestry, citizenship, age, marital status, physical disability, mental disability, medical condition, sexual orientation, genetic information, or any other characteristic protected by state or federal law.

HIRING PRACTICES

The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

Insomniac recruitment policies are designed to place the most highly qualified persons available in a timely and efficient manner. Insomniac may pursue all avenues available, including promotion from within, employee referrals, outside advertising, employment agencies, Internet recruiting, job fairs, college recruiting and search firms.

Hiring Salary Range: $100,000.00 - $140,000.00 USD

Please note that the compensation information provided is a good faith estimate for this position only and is provided pursuant to the California Salary Transparency in Job Advertisements Law. It is estimated based on what a successful California applicant might be paid. It assumes that the successful candidate will be in California or perform the position from California. Similar positions located outside of California will not necessarily receive the same compensation. Insomniac takes into consideration a candidate’s education, training, and experience, as well as the position’s work location, expected quality and quantity of work, required travel (if any), external market and internal value, including seniority and merit systems, and internal pay alignment when determining the salary level for potential new employees. In compliance with the California Law, a potential new employee’s salary history will not be used in compensation decisions.