Partnership Development Manager

About the role

A hands-on commercial revenue role working closely with the Director Strategic Partnerships & Brand to oversee Invictus Australia’s revenue strategy, with particular responsibility for developing and converting new corporate sponsorship and partnership opportunities.  

The Partnership Development Manager is responsible for driving the execution of Invictus Australia’s revenue strategy to grow and diversify sustainable non-government revenue. 

The role will have a primary focus on securing new, long-term and high-value corporate sponsors and commercial partners. It will take day-to-day ownership of the new-business pipeline, from market research, prospect identification and qualification through to engagement, proposition development, negotiation, contracting and handover for activation and ongoing account management. 

The position will translate the agreed revenue strategy into a disciplined program of activity, with clear prospects, priorities, milestones, revenue forecasts and next steps. The role will be expected to actively originate opportunities, build relationships with senior corporate decision-makers and maintain momentum through complex and sometimes lengthy partnership-development processes. 

Working collaboratively with the Director Strategic Partnerships & Brand and colleagues across the organisation, the role will develop compelling, evidence-based commercial propositions that align prospective partners’ objectives with Invictus Australia’s purpose, programs, brand and assets. 

While corporate sponsorship and commercial partnerships will be the principal focus, the role will also identify and progress complementary revenue opportunities through corporate foundations, workplace giving, philanthropy, fundraising campaigns, events and other appropriate channels where these align with organisational priorities and capacity. 

Success in the role will be measured through the quality and value of the opportunity pipeline, conversion of qualified prospects, achievement of agreed revenue targets and contribution to sustainable, values-aligned revenue growth. 

Reporting to: Director Strategic Partnerships & Brand 

Department: Commercial  

Direct reports: None 

Financial responsibility: Responsible for achieving agreed non-government revenue targets and managing the business development pipeline. Any expenditure or contractual commitments must be within delegated authority and approved budgets.   

Key working relationships:  

Internal:  

• Director Strategic Partnerships & Brand  

• Corporate Partnerships Manager 

• Marketing Manager 

• Other Invictus Australia staff, as required  

External: 

• Invictus Games Foundation 

• Prospective corporate partners and sponsors 

• Corporate foundations and workplace giving contacts 

• Philanthropic trusts, foundations and major donors 

• Fundraising suppliers, agencies and professional advisers 

• Other Stakeholders as required, which may include Government, Supplier and Strategic Partners 

Key responsibilities

• Translate the approved revenue strategy into a practical execution plan, including priority markets, target organisations, propositions, activity levels, milestones and revenue forecasts. 

• Take day-to-day ownership of the new-business development pipeline, with primary responsibility for progressing qualified opportunities from identification through to signed agreement. 

• Achieve agreed non-government revenue targets, with a principal focus on new corporate sponsorship and commercial partnerships. 

• Work closely with the Director Strategic Partnerships & Brand to identify strategic priorities, coordinate senior-level engagement and maintain alignment across new and existing revenue opportunities. 

• Build and maintain a prioritised pipeline of prospective corporate partners aligned with Invictus Australia’s purpose, strategy, values, brand and commercial objectives. 

• Undertake market research, prospect mapping and qualification to identify organisations with the capacity, strategic alignment and appetite to enter long-term partnerships. 

• Proactively initiate contact and build relationships with senior corporate decision-makers, drawing on organisational networks and leadership support where appropriate. 

• Develop tailored sponsorship propositions, partnership concepts, pitch materials, investment cases and commercial presentations. 

• Lead the progression of commercial discussions, including negotiation of scope, investment, rights, benefits, term, exclusivity, performance measures and renewal pathways, subject to appropriate internal approval. 

• Coordinate input from programs, marketing, operations, finance and leadership to ensure proposed partnerships are commercially credible, deliverable and aligned with organisational capacity. 

• Progress opportunities efficiently through due diligence, approval, contracting and handover into activation and account management. 

• Maintain accurate and current records in HubSpot, including activity, decision-makers, next steps, probability, value, expected timing, risks and dependencies. 

• Provide regular pipeline and revenue reporting to the Director Strategic Partnerships & Brand, identifying emerging opportunities, forecast changes, risks and corrective actions. 

• Identify and test new partnership assets, commercial propositions and complementary revenue opportunities, capturing evidence and learning to support future investment decisions. 

• Ensure all commercial activity protects Invictus Australia’s brand, reputation, charitable purpose, licence obligations and relationships with veterans and their families. 

• Apply appropriate ethical screening, due diligence, privacy, legal, financial and risk-management requirements throughout the partnership-development process. 

• Represent Invictus Australia professionally at pitches, meetings, networking opportunities, conferences and events. 

• Contribute to broader fundraising and all revenue-generating initiatives where these support the organisation’s strategic and financial objectives. 

Qualifications & Experience

• At least five years’ experience in business development, corporate partnerships, sponsorship sales, fundraising or a related revenue-generating role. 

• A demonstrated record of originating, developing and closing new corporate sponsorship or commercial partnership opportunities. 

• Experience managing a business-development pipeline against defined revenue targets, forecasts and conversion measures. 

• Strong commercial judgement, including the ability to structure partnership propositions, assess value and negotiate investment, rights, benefits, terms and performance measures. 

• Confidence engaging, influencing and presenting to senior corporate decision-makers. 

• Demonstrated ability to convert an organisational strategy into a focused program of business-development activity. 

• Excellent written communication and proposal-development skills, with the ability to develop persuasive, evidence-based pitches and presentations. 

• Strong relationship-management skills and the judgement to balance revenue objectives with partner needs, organisational capacity and long-term reputation. 

• High levels of initiative, persistence and personal accountability, including the ability to maintain momentum across multiple complex opportunities. 

• Strong organisational and project-management skills, with disciplined attention to follow-up, records, deadlines and commitments. 

• Experience using a CRM to manage prospects, activity, forecasts and reporting. Experience with HubSpot would be advantageous. 

• Demonstrated ability to work autonomously and collaboratively in a small, dynamic and mission-driven organisation. 

• Tertiary qualifications or equivalent relevant experience. 

• A commitment to improving the health and wellbeing of veterans and families, and an appreciation of the role of sport and recreation in achieving social impact. 

Success Factors 

Operational: 

• Achievement of agreed annual revenue targets. 

• Value and quality of the qualified corporate partnership pipeline. 

• Conversion of priority prospects into signed, sustainable partnerships. 

• Growth in the number and value of new corporate sponsors and commercial partners. 

• Accuracy and reliability of pipeline and revenue forecasting. 

• Development of commercially viable new assets, propositions and revenue opportunities. 

• Effective handover of new partnerships into activation and ongoing relationship management 

• Delivery of agreed revenue-strategy actions and milestones. 

• Consistent and disciplined prospect engagement, follow-up and CRM management. 

• Quality and commercial credibility of proposals and pitch materials. 

• Effective collaboration with the Director Strategic Partnerships & Brand and relevant internal teams. 

• Appropriate management of commercial, reputational, legal and delivery risks. 

• Positive, professional and values-aligned representation of Invictus Australia. 

Behavioural (values): 

• Attitude: Display a positive attitude towards work, colleagues and external stakeholders to maintain the positive and professional reputation of Invictus Australia.  

• Integrity: Take responsibility and ownership for the performance of the organisation, individual performance and decisions in a transparent, honest and forthright manner. 

• Respect: Always act in a respectful manner with all individuals and organisations. 

• Drive: Take advantage of the opportunities presented by exercising good judgement, appropriate consultation, and regard for the strategic priorities. 

• Commitment: Express full potential, capability and energy in role. 

About us

Invictus Australia is a national not-for-profit organisation, licensed to use the Invictus brand in Australia by the Invictus Games Foundation, and committed to supporting the health and wellbeing of Australia’s military veterans and their families through the power of sport. We are the legacy organisation of the Invictus Games Sydney 2018 and work collaboratively with partners across sport, community, government and defence to provide inclusive sporting pathways for all veterans. As a NFP, we rely on the generosity of Corporate Partners, Government, Fundraising and the general public to deliver revenue so we can continue our work.  

At Invictus Australia we:   

• Partner with national sporting organisations and peak bodies to jointly open opportunities, break down barriers and roll out initiatives tailored to veterans and their families  

• Support the delivery of sport and recreation in local communities, working alongside other organisations on the ground to help veterans of all abilities to access and take advantage of opportunities  

• Work with the Australian Defence Force (ADF) to deliver the national ADF Adaptive Sport Program for veterans who are wounded, injured or ill – including supporting the Australian Invictus Games and Warrior Games teams 

• Advocate for the important role that sport can play in the lives of veterans and their families