Senior Manager, New Business in Toronto

Partnerships TIFF is a charitable, cultural organization dedicated to presenting the best of international and Canadian cinema and creating transformational experiences for film lovers and creators of all ages and backgrounds in our home - TIFF Lightbox. Our mission: To transform the way people see the world, through film. TIFF is committed to embracing diversity and treating all individuals with respect, dignity and fairness by removing physical, social and economic barriers to participation.

As a member of the largest revenue-generating team of the organization, the purpose of the Senior Manager, Partnership, New Business is to recruit new partners to financially support the activities of TIFF through mutually beneficial partnerships, working towards a departmental annual revenue target of $14,000,000 +. Reporting to the Director, Partnerships, New Business, the successful candidate shall drive outreach amongst leading Canadian and international brands in support of TIFF’s partnership growth and business development strategy. They will prospect, develop, and cultivate an ongoing pipeline of more than $3,000,000 of new opportunities with a focus on medium- to large-scale investments with the goal of exceeding New Business and overall Partnerships revenue targets.

RESPONSIBILITIES:

• Drive outbound sales targeting leading Canadian and international brands to support TIFF’s partnership growth goals, aiming to exceed the assigned annual sales target.
• Prospect, develop, and manage an ongoing pipeline of >$3.3M of net new business opportunities.
• Strategize and develop innovative sponsorship solutions for new partners, delivering on their global marketing, brand, and business goals.
• Execute effective prospect management, including setting objectives, negotiating terms for contracts with new sponsors, and supporting the Accounts & Client Success team with large-scale renewals.
• Lead partnership negotiations and close new business, maintaining a strong close rate and deal velocity.
• Act as a strong external ambassador for TIFF within the sponsorship landscape, developing compelling, data-driven proposals, and delivering measurable sales results.
• Screen incoming interest in partnership with TIFF, accurately qualifying inbound leads’ brand alignment and revenue potential, and creating innovative partnership opportunities that will exceed partner expectations and create strong case studies.
• Draft a high volume of best-in-class partnership proposal decks and case studies, demonstrating expertise in sponsorship storytelling and value articulation, in support of new business development and deal execution.
• Work in concert with the Director, New Business, and the sales team on the ideation and development of new business assets with a strong and compatible value proposition.
• Review new partnership agreements under $100K before being submitted to the Director for review and approval.
• Leverage market intelligence to support the team with identifying the market’s demand, partnership & sponsorship trends, and benchmark the property’s KPIs and pricing to deliver strong ROI.
• Build and maintain positive relationships with qualified prospects through ongoing, value-added stewardship that showcases TIFF’s year-round and Festival properties.
• Support the New Business team with sales-focused administrative tasks such as preparing partner briefs, drafting proposals, updating sales materials, reporting, liaising with internal departments, gathering data, and addressing inbound inquiries.
• Work closely with the Accounts & Client Success team to ensure a smooth transition in the handover of new partners to ensure consistency of service for partners.
• Act as a Partnerships Team representative at internal production meetings to drive collaboration and facilitate critical cross-departmental communication and execution specific to the Partnerships’ priorities and initiatives.
• Other responsibilities include but are not limited to partner ticket servicing, partner engagement at the TIFF venue during the Festival and year-round, activation execution, client hosting, and planning year-round and Festival stewardship and programming strategy.

MINIMUM REQUIREMENTS:

• Minimum 7 years of sponsorship/partnerships, business development, agency, account management, or relevant sales experience (equivalent experience in a related field will be considered).
• Minimum University-level post-secondary education in English, Marketing, Business Administration, or other related majors; Graduate Degree would be considered an asset.
• Proven experience driving and managing 3M+ pipelines with a proven track record of closing six- and seven-figure partnership deals.
• Experience in brand marketing, revenue generation, and sponsorship-led partnerships preferred.
• Exceptional Communication: Communicate clearly, confidently, and persuasively across written, verbal, and presentation formats.
• Demonstrate exceptional presentation skills, with proficiency in crafting, delivering, and refining a high volume of presentations on an ongoing basis.
• Act as a credible and vocal Partnerships representative in internal meetings, contributing to the development of new programs, concepts, and asset ideation.
• Demonstrate strong business acumen with a solutions-oriented approach, anticipating partner needs and delivering effective outcomes.
• Calmly and effectively troubleshoot concerns from internal teams, partners, members, or the public, maintaining professionalism in all interactions.
• Collaborate with partners and prospects to define realistic, sustainable objectives during partnership negotiations.
• Problem-solving: Effectively prioritize competing internal and external demands while meeting tight deadlines.
• Develop creative, collaborative solutions to complex prospect requests and partnership goals.
• Think strategically and respond quickly throughout the sales cycle to meet prospect needs, pipeline targets, and deal deadlines.
• Apply critical and analytical thinking to anticipate challenges and opportunities, proactively proposing solutions and ideas to address them.

Job-specific skills:

• Exceptional business writing skills with strong attention to detail, including the development of partnership proposals, contracts, and supporting sales materials.
• Proven experience leading complex negotiations, consistently closing deals and exceeding sales targets.

Leadership:

• Drive a culture of respect, collaboration, and high performance by modeling TIFF’s values and taking a servant-leader approach to management.
• Conduct market research to identify prospective categories and partners for all relevant sponsorship activities, maintaining a strong understanding of TIFF’s partnership business practices.
• Leverage insights on macro trends, industry developments, and emerging opportunities to design innovative, client-focused sponsorship solutions.

Organization/project responsibility:

• Manage priorities, deadlines, and deliverables across a defined portfolio of sales categories and organizational initiatives.
• Adapt effectively to a dynamic sales environment, efficiently prioritizing tasks, opportunities, and pipeline activities to drive results.

Interpersonal skills:

• Demonstrate professionalism, a positive attitude, and exceptional verbal, nonverbal, and active listening skills to build and maintain strong relationships with partners and internal stakeholders.

Job-specific knowledge:

• Deep understanding of the partnerships and sponsorship landscape, including experiential marketing trends, performance measurement, and strategies to demonstrate ROI.
• Skilled in the creative development of activation ideas and marketing concepts, with the ability to approach solutions with an agency mindset.

This job posting is for an existing vacancy. We thank everyone who applies for their interest, but only candidates selected for an interview are contacted. Candidates must be legally able to work in Canada at this time. TIFF regrets that it is unable to sponsor employment visas; however, TIFF considers and welcomes individuals on time-limited visa status for this position. For consideration of those on time-limited visa status, your visa must allow you to complete the full contract. TIFF is committed to fostering an inclusive and accessible environment where employees feel valued and respected, and where every employee has the opportunity to realize their potential. As such, we welcome and encourage applicants who identify as racialized persons, Indigenous persons, persons with disabilities, and persons across the spectrum of sexual orientation and gender identities. If you are a person with a disability and require accommodation and/or assistance during the application process, please contact us in advance at careers@tiff.net. We strive to provide reasonable accommodations whenever requested.