Director, Strategic Partnerships

Black & White Zebra

Director focused on personally driving and closing new revenue streams for BWZ, a media tech company. Leading high-value deals end-to-end to commercialize new offerings for enterprise buyers.

Posted 4/15/2026full-timeRemote • California, Colorado, Florida, Illinois, New Jersey, Texas • 🇺🇸 United StatesLead💰 $140,000 - $160,000 per yearWebsite

About the role

Key responsibilities & impact

Close high-value enterprise deals - Own the full lifecycle from discovery to signed contract for integrated programs across events, content, data, and demand generation.
Lead with event-led partnerships - Develop and sell event sponsorships as a core entry point into broader partnerships. Use events to anchor higher-value, multi-channel programs.
Understand customer needs and shape solutions - Work directly with senior buyers to understand goals, budgets, and constraints. Turn these into clear, commercially viable programs.
Create new revenue offerings through live deals - Use real opportunities to design and test new offerings, including event sponsorship packages, premium listings, data products, and integrated campaigns.
Turn custom deals into repeatable products - Identify patterns in what sells. Convert successful programs into structured, scalable offerings.
Define positioning, pricing, and packaging - Develop clear messaging, pricing models, and offer structures that make products easy to sell and understand.
Build and manage a high-value pipeline - Identify and prioritize target accounts. Grow partnerships into larger, multi-program engagements.
Work cross-functionally to deliver programs - Partner with audience, events, ad ops, and product teams to ensure what is sold can be executed at a high standard.
Ensure quality and outcomes for clients - Maintain accountability for delivery and performance of partnership programs.
Establish early sales systems and playbooks - Create the foundations for scalable sales, including packaging, processes, and engagement models.
Feed the product roadmap - Capture learnings from deals. Identify opportunities for standardization and future product development.

Requirements

What you’ll need

7–12+ years in strategic partnerships, enterprise sales, or related roles
Proven track record of selling strategic marketing solutions (digital, events, or integrated programs) to CMOs / VPs in B2B tech
Strong understanding of integrated media, events, demand gen, and attribution models
Ability to translate customer needs into clear commercial solutions
Experience working cross-functionally with marketing, product, or delivery teams
Strong commercial judgment and communication skills

Benefits

Comp & perks

Discretionary bonus
Comprehensive benefits package

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

enterprise salesstrategic partnershipsevent sponsorshipsdemand generationattribution modelscommercial solutionspipeline managementprogram developmentpricing modelsproduct development

Soft Skills

communication skillscommercial judgmentcross-functional collaborationcustomer needs analysisaccountabilityproblem-solvingnegotiationrelationship buildingstrategic thinkingleadership