Director, Strategic Partnerships

Job Description

Job Description

The Director, Strategic Partnerships is responsible for building and sustaining partnerships that expand NLC's impact, influence, and resources. This role sits at the intersection of strategy, collaboration, and execution, transforming shared priorities into meaningful, results-driven alliances. Working closely with senior leadership and cross-functional teams, the Director identifies, designs, and stewards high-value partnerships across Corporate and Enterprise partners and leads NLC's Sponsorship programs and initiatives. From concept to execution, the Director ensures that partnerships are aligned with NLC's organizational goals and deliver measurable value to members.

The ideal candidate is both strategic and relational and is equally comfortable shaping long-term partnership strategy, negotiating complex agreements, and cultivating enduring relationships. With a strong external orientation and internal collaboration mindset, the Director of Strategic Partnerships turns connection into momentum and collaboration into lasting impact. This position requires proven business development acumen, identifying new, profitable business opportunities, and managerial experience overseeing the day-to-day operations of the Strategic Partnerships department.

1. Partnership Strategy, Design, and Administration
   • Create and sustain short-term and long-term strategic plans that generate revenue growth, grow and extend partnership and program goals and agendas in alignment with overall NLC strategies and initiatives in collaboration with the Senior Executive, Member & Partner Engagement.
   • Lead the Program Director of Enterprise Partnership as they manage Enterprise Partner (strategic business partner)relations, including negotiating contracts and monitoring contract compliance.
   • Direct the promotion and delivery of programs that offer savings and solutions to cities through our Enterprise, Executive, and Capstone partnerships. Facilitates coordination among programs for promotion, content sharing, and conference engagement.
   • Direct NLC’s solicitation and engagement with corporate partners across industry sectors in the city marketplace, including government technology, municipal finance and investments, civic innovation, infrastructure and community development, health and retirement services, public safety, and media and telecommunications.
   • Continuously seeks practical and sustainable methods of expanding NLC partnerships and programs within cities to drive outcomes while also strengthening program impact, driving revenue and alignment for NLC.
   • Ensure consistency and continuity among programs, resolving discrepancies or conflicts between programs as required.
   • Leverage past program successes and failures, industry trends, best practices, and strengths offered by existing partnerships to guide the development of future initiatives.  Design, create, and support new program models that expand existing programs in new directions, driving revenue growth.
   • Oversee the development of work plans and staff assignments to guide the implementation of initiatives. 
   • Maintain a comprehensive work plan across the program area to provide visibility on overall program efforts.
   • Assist the Senior Executive with the overall management of the Department, including strategic planning, coordination of cross-program initiatives, and the identification and cultivation of prospective business partners, sponsors, and funders.
   • Prepares and manages the annual budget for the Strategic Partnerships department.
2. Partnerships and Sponsorship
   • Lead and drive the overall revenue-generating operations of our Strategic Partnership team.
   • Owns and prioritizes revenue growth as a core outcome of the role, ensuring partnership strategies, sponsorship models, and engagement approaches consistently drive sustainable non-dues revenue for NLC.
   • Drives sponsorship revenue for NLC’s annual conference.
   • Ability to grow existing partnerships and develop new, engaging partnership experiences.
   • Develop strategies to build sponsorship for the assigned program area with other NLC divisions/departments for the annual conference.
   • Directs the planning, coordination, and execution, in collaboration with colleagues across the organization, of sponsorship fundraising goals associated with NLC conferences and other key programs.
   • Identify and facilitate the formation of key partnerships with member cities, corporate and strategic partners, and other key stakeholders to generate impactful relationships and member city experiences that create practical and innovative opportunities to cultivate solutions for local municipalities across the country.
   • Meet with NLC staff, state municipal leagues(in collaboration with Senior Executive), and external partners at other nonprofits and universities to understand the current landscape of local municipal issues and forge partnerships to help further organizational and member efforts. 
   • Identify opportunities to draw upon these partnerships to broaden the array of resources available to municipal leaders in NLC member cities, towns, and villages.
   • Promote innovative solutions for local municipal officials that explicitly address program issues, topics, and goals in their cities.  Establish opportunities that give them a national voice on the impacts of program topics in their cities, showcasing their efforts as they relate to NLC programs and partnerships.
3. Program/Partner Education, Outreach, and Events
   • Strategize the deployment of corporate relationships that deepen the capacity of city leaders to drive effective local action.
   • Educate the staff on new and existing Corporate, Enterprise, and Strategic Partnerships.
   • Develop events/convenings with corporate and strategic partners that directly contribute to creating member experiences that allow city leaders to grow their capacity as leaders and to address key issues and topics.
   • Work with Digital, Engagement, Marketing, and Communications Department and the Member Services and Engagement Department to direct, strategize, and oversee the development of communication materials, initiatives, testimonials, and partner/member engagement activities.
   • Assist with directing the development of program-specific content for conferences and meetings.  Deliver speeches and presentations to diverse audiences and represent NLC at various events.  Leverage these opportunities to build new partnerships and strengthen existing collaborations with city leaders, foundations, corporate funders, and other stakeholders.
4. Membership Services & Engagement Collaboration
   • Align with the Director, Member Services and Engagement to support the strategic partner connection to the Member First strategy
   • Work in close partnership with the Director, Member Services and Engagement to ensure strategic partners are meaningfully connected to member needs, city priorities, and NLC program offerings (e.g., Constituency Groups, Member Councils, and other strategic network groups).
   • Develop joint outreach strategies with the Director, Member Services and Engagement that highlight partner offerings, solution-based opportunities, and thought leadership that directly support member cities.
   • Track industry trends and emerging solutions to identify partnership opportunities that address evolving members' and city needs.
   • Facilitate cross-departmental collaboration with the Director, Member Services and Engagement to align partner activities with member needs and ensure seamless integration into member onboarding, retention, and engagement efforts.
   • Coordinate with the Director, Member Services and Engagement to track partner participation in city outreach, events, and programming to evaluate impact and inform future partnership strategy.
   • Serve as a bridge between strategic partners and NLC member-facing teams to ensure partnership activities support real municipal challenges and elevate member value.
5. Program Research and Thought Leadership
   • Provide thought leadership on the development of innovative solutions to problems confronting city leaders.
   • Provide thought leadership in identifying new and emerging opportunities for exploration to shape the direction of future NLC programs.
   • Serve as a resource regarding our corporate and strategic partner relationships with other NLC staff and departments.
   • Research and seek out potential partners and sponsors, including analyzing corporate industry trends, public-private partnerships, and association fundraising practices.
6. Program Evaluation
   • Define and establish measures to evaluate the achievement of program strategy and goals. 
   • Utilize membership data and analytics to track and evaluate the impact of ongoing programs.
   • Oversee the solicitation and incorporate feedback from stakeholders on membership issues to ensure that policies and procedures meet their needs.  Recommend changes to improve the effectiveness of programs based on program results, member city feedback, and changes in city needs/requirements.
   • Oversee and work with the NLC's Center for Data and Analytics, the collection of data, and review progress on the overall growth and success of assigned program areas.  Provide feedback and reports to program leadership regarding the success or failure of particular programs.
7. Leadership
   • Participate as a member of the Senior Management Team and the Leadership Team for the Center for Member and Partner Engagement
   • Contributes strategic vision to NLC’s private sector engagement and non-dues revenue generation and directs the Corporate Partners Program, Enterprise Partnerships(strategic business partnerships), and sponsorship fundraising.
   • Identifies and implements strategies to leverage and integrate state municipal league, corporate, and business partner relations.
   • Guide and direct the efforts of assigned staff members in the department to plan and complete the necessary work in support of overall program strategies.  Define individual work goals, expectations, priorities, and measures for success.
   • Lead and create an environment that fosters positive team culture, team development, and growth for a current team of 5-6.
   • Serve as a mentor and coach for staff, providing knowledge and technical expertise in the assigned program area. 
   • Plan and deliver professional development to staff based on their current work assignments and long-term career goals.
   • Perform functions typically associated with managing and leading others, including performance management, recruitment and selection, and compensation and policy administration.
8. Perform other duties and lead special projects as assigned.

Minimum Qualifications

• Bachelor’s degree in public administration, business, political science, nonprofit management, or a related field (MBA preferred).
• Minimum of 8–10 years of progressive experience developing, managing, and sustaining complex strategic partnerships across public, private, nonprofit, and/or philanthropic sectors.
• Demonstrated success in originating, negotiating, and stewarding high-value partnerships, including sponsorships, MOUs, and multi-year collaborative agreements.
• Proven ability to align partnerships with organizational strategy, mission, and measurable outcomes.
• People management experience, including the ability to develop, lead, mentor, and coach a team and provide innovative and results-oriented direction.
• Strong experience forging positive internal and external relationships, leading detailed program planning and implementation, and driving business development, working with senior executives, funders, corporate partners, and external stakeholders.
• Proven track record of revenue generation, resource development, or value creation through partnerships.
• Excellent strategic, analytical, and relationship-management skills, with the ability to manage multiple partnerships simultaneously.
• Exceptional written and verbal communication skills, including the ability to craft partnership proposals, executive briefings, and reports.
• Experience operating in matrixed, cross-functional environments, collaborating closely with program, finance, legal, and communications teams.
• High degree of professionalism, judgment, and discretion in managing sensitive relationships and negotiations.
• Ability to interact effectively with members, representatives of other organizations, elected officials, consultants, and all levels of NLC staff.
• Public speaking experience, including presenting and influencing at the executive level.
• MS Office skills (Word, Excel, and PowerPoint).

Salary Range: $117k - $176k

Target Hiring Range: 140k - 150k

NLC INCLUSION STATEMENT

• NLC is committed to fostering a culture that values diverse backgrounds, perspectives, and experiences.
• NLC is dedicated to ensuring that our hiring practices and workplace policies provide equal access to opportunities, skill development, and merit-based advancement.
• By embracing inclusion, we foster a work culture of continuous learning, innovation, creativity, and understanding which are essential to our success supporting cities, towns, and villages.
• NLC will take steps to ensure that people with disabilities are provided reasonable accommodations. Accordingly, if a reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please contact Human Resources at hr@nlc.org

WORK LOCATION

This hybrid position is based in Washington, DC, and requires three days on-site at our NLC headquarters.

EOE