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Charlotte Hornets
Vice President of Partnership Sales
Charlotte, NC
Chief Business & Revenue Officer
Background:
The Charlotte Hornets are entering a bold new chapter, defined by renewed vision, strategic leadership, and a deepened commitment to excellence on and off the court. Since its founding in 1988, as the first National Basketball Association (NBA) modern-era expansion team, the Charlotte Hornets have long stood as a cultural and civic cornerstone for the Carolinas.
Rooted in the foundational ethos of innovation, ambition, and deep connection to the community, the Hornets have expanded their impact and enterprise through the creation of the Hornets Sports & Entertainment (HSE). HSE owns and operates not only the Hornets but the Greensboro Swarm (NBA G League affiliate), and oversees the management of the Spectrum Center (a premier regional sports and entertainment venue). Together, these ventures emphasize the Hornets' commitment to expanding the organization’s reach, delivering world-class live entertainment, and deepening fan engagement. Now, more than ever, the organization is focused on capturing the hearts of both new and loyal fans, competing at the highest level on the court, and driving business innovation to lead in the sports and entertainment industry, catalyzed by a transformative change in ownership.
With a forward-thinking ownership group led by Co-Chairmen Rick Schnall and Gabe Plotkin, and a newly energized front office, the Hornets are building a sustainable foundation for long-term success and innovation. On the court, the Hornets have assembled one of the most exciting young cores in the NBA. Headlined by All-Star point guard LaMelo Ball, the roster features high-upside talent including Brandon Miller, Mark Williams, and other emerging contributors who bring athleticism, versatility, and a strong competitive drive. With the addition of Charles Lee as Head Coach and a commitment to player development, the franchise is well-positioned to make a return to contention in the Eastern Conference and build a winning culture that can thrive for years to come.
Off the court, the Hornets are reimagining the fan experience through the ambitious Spectrum Center renovation project. This extensive $240 million renovation project includes transformational features like upgraded signage, lighting, and flooring; expanded restrooms; and elevated food and beverage offerings. The reconfiguration of the arena’s layout will also make room for 1,400 additional seats in the lower bowl, a new east-side bar with direct views into the bowl, vibrant new social spaces in the North and South Districts, and a fully redesigned Belk Concourse. Spectrum Center will reopen just in time to tip off the NBA season and mark the celebration of the 20th anniversary of the arena in October 2025.
The Hornets are nested in the heart of Charlotte, one of the country's fastest-growing and most business-friendly cities. Home to over 10 Fortune 1000 companies, Charlotte has emerged as a sought-after destination for companies and professionals. Charlotte is a powerful financial center with a diverse economy. Financial experts know Charlotte as the nation’s second-largest banking center (next to New York City), with over $362 billion in banking assets. These dynamics make Queen City an ideal environment for impactful, long-term brand partnerships that connect with an engaged and growing fan base across digital, in-arena, and community platforms. For outdoor lovers, Charlotte offers easy access to nature. A scenic two-hour drive west brings you to the stunning Blue Ridge Mountains, while a delightful three-and-a-half-hour trip east takes you to beautiful Atlantic beaches. Plus, just an hour away, you'll discover some of the finest golf courses in the world.
The combination of youthful talent, market potential, and ambitious leadership makes the Charlotte Hornets a prime opportunity for business growth and commercial success.
Any interested candidates should contact ZRG directly.
Contacting the Charlotte Hornets will only delay consideration of your Qualifications.
Position Summary:
The Charlotte Hornets seek a dynamic and strategic Vice President of Partnership Sales to drive the company's continued evolution in the live entertainment industry. This high-impact executive role will serve as one of the Hornets' key representatives within the leadership team and the broader Charlotte community.
Reporting directly to the Chief Business and Revenue Officer, this executive will be pivotal in shaping and executing Hornets' corporate partnership strategy and driving significant revenue growth across all HSE properties. The VP will oversee a high-performing team focusing on fostering a culture of excellence, collaboration, and white-glove service to partners and stakeholders.
The ideal candidate for the Vice President of Partnership role will be a visionary and results-oriented leader with a profound understanding of the sales landscape, particularly within the sports industry. The VP should possess a proven track record of developing and closing multi-million-dollar deals. This individual will excel at building and maintaining strong relationships with top-tier clients and industry partners. The candidate should demonstrate a collaborative leadership style, fostering an environment that motivates and empowers their team, while emphasizing innovation and the pursuit of outstanding sales outcomes.
With exceptional communication and negotiation skills, the ideal candidate will be skilled at navigating complex business scenarios, ensuring client needs are met while aligning with organizational objectives. Adaptability is essential, as the candidate should be able to pivot quickly in response to evolving market trends and client requirements. Finally, the successful candidate will possess a strategic mindset, leveraging industry insights and data to stay ahead of sales trends and reimagine client partnerships in impactful ways.
Hornets Vision
To build and maintain the premier franchise in the NBA and to manage a world class venue with the best people, a winning culture, and consistency in how we operate and compete both on and off the court. We will measure our success by both wins and losses and the meaningful relationships we build within our community and with our fans and partners.
Hornets Values
HSE embodies the following core values:
- Integrity
- Teamwork
- Competitiveness
- Candor
- Accountability
- Resilience
Essential Functions
Business Development:
- Proactively identify, pursue, and secure transformative, multi-year partnership opportunities with leading local, regional, and national brands.
- Build and maintain senior-level relationships with key decision-makers and influencers to expand the Hornets’ commercial network.
- Lead the creation of custom, insight-driven proposals that clearly articulate partner ROI and the unique value of alignment with the Hornets’ brand, platforms, and assets.
- Own the negotiation and closing process for complex, high-impact deals that drive revenue and elevate the Hornets’ brand presence.
- Continuously evaluate market trends and competitor activity to uncover new revenue streams and strategic partner categories.
- Manage a dynamic pipeline of prospects with precision using CRM tools to forecast revenue and support data-driven decision-making.
Strategic Leadership:
- Develop and implement a comprehensive partnership sales strategy to achieve and exceed revenue targets.
- Lead, mentor, and manage the partnership sales team, fostering a culture of accountability, innovation, and excellence.
- Collaborate with cross-functional teams, including solutions, marketing, analytics, and activation, to create integrated partnership solutions.
- Utilize data-driven insights to inform sales strategies and demonstrate ROI to partners.
Team Management:
- Recruit, train, and develop sales talent, providing ongoing coaching and professional development
- opportunities.
- Establish clear performance metrics and regularly assess team performance against goals.
- Encourage collaboration and knowledge sharing within the team to drive collective success.
- Role model the Hornets values and hold staff accountable to live up to them.
- Foster a high energy and supportive culture that breaks down silos across the organization.
Stakeholder Engagement:
- Serve as a senior representative of the Hornets in partner interactions, industry events, and community engagements.
- Work closely with the Chief Business and Revenue Officer to align partnership initiatives with broader organizational objectives.
- Ensure seamless communication and coordination between internal departments to deliver exceptional partner experiences.
Required Skills/Qualifications:
- Bachelor's degree in Business, Marketing, Sports Management, or a related field
- Minimum of 10 years of experience in partnership sales, with a significant portion in a leadership role within the sports or entertainment industry.
- Demonstrated success in securing and managing high-value sponsorships and partnerships.
- Strong leadership and team management skills, with the ability to inspire and drive performance.
- Excellent communication, negotiation, and presentation skills.
- Proficiency in CRM systems and data analysis tools.
- Deep understanding of the sports marketing landscape and emerging trends.
- Established and proven relationships throughout the industry with the ability to leverage these connections for new business partnerships and innovative revenue streams.
Additional Information
This is a full time benefit eligible position. HSE is dedicated to creating and upholding a welcoming environment that celebrates diversity.
HSE provides valuable benefits and competitive time off policies to help you and your family lead healthy, balanced lives.
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. All requests for medical or religious accommodation to perform the stated job duties will be considered.
ZRG’S Commitment:
At ZRG, we do not just accept differences—we celebrate and support it. All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, sexual orientation, pregnancy, race, color, religion, national origin, disability, genetic information, marital or partnership status, military or veteran status, age, or any other characteristic protected by applicable law. ZRG is an equal opportunity employer and workplace, and we encourage applicants of all backgrounds & communities to apply.
