Director, Strategic Partnerships

Job Description

Job Description

The Opportunity

Consistent with the mission, vision, and values of the National League of Cities (NLC), the Director of Strategic Partnerships is a senior leadership role responsible for driving non-dues revenue growth and strategic business development through corporate partnerships, enterprise partnerships, and sponsorship initiatives.

This role leads the strategy, growth, and execution of NLC’s corporate engagement portfolio and is accountable for expanding revenue-generating partnerships that advance solutions for cities, towns, and villages.
The Director will develop and execute innovative partnership models, cultivate high-level corporate relationships, and secure financial support that strengthens NLC’s programs, conferences, and member engagement efforts.

The Director of Strategic Partnerships will lead and mentor a high-performing team, set departmental strategy, and work closely with senior leadership across the Center for Member and Partner Engagement to ensure partnership initiatives align with NLC’s mission and deliver measurable value to members.

The ideal candidate is a strategic leader, relationship builder, and revenue generator with experience in fundraising, sponsorship development, and corporate partnership cultivation.

Role and Responsibility:

1. Partnership Strategy

• 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.
• Identify, cultivate, and secure new corporate partnerships, sponsorships, and funding opportunities aligned with NLC priorities and municipal needs.
• Analyze industry trends, emerging technologies, and municipal challenges to identify new partnership opportunities and guide the development of innovative partnership models.
• Oversee the Corporate Partners Program and Enterprise Partnerships, including partner strategy, contract negotiations, and program alignment across NLC.
• Collaborate with the Senior Executive to identify and cultivate major corporate partners, sponsors, and funders that support NLC’s strategic initiatives.
• Lead the Program Director of Enterprise Partnership as they manage Enterprise Partner (strategic business partner)relations, including negotiating contracts and monitoring contract compliance.
• Prepares and manages the annual budget for the Strategic Partnerships department.

1. Partnerships and Sponsorship

• Lead and drive revenue generation through corporate partnerships, sponsorships, and strategic alliances, establishing and achieving annual fundraising and sponsorship targets.
• Develop and implement strategies to grow and diversify NLC’s sponsorship portfolio, including major conference sponsorships and program-specific fundraising initiatives.
• Strengthen relationships with existing partners while actively cultivating new sponsors and corporate partners.
• Ability to grow existing partnerships and develop new engaging partnership experiences
• Oversee the planning, coordination, and execution of sponsorship fundraising efforts for NLC conferences and key initiatives in collaboration with internal teams.
• 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. 

1. Program/Partner Education, OutreachandEvents

• Strategize the deployment of corporate relationships that deepen the capacity of city leaders to drive effective local action.
• Educate internal 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 explicitly 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.  Make speeches and presentations to diverse audiences and otherwise represent NLC at events.  Leverage these opportunities to build new partnerships and strengthen existing collaborations with city leaders, foundations, corporate funders, and other stakeholders.

1. Member Value and Partnership Integration

• 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 and engagement strategies with the Director of Member Services and Engagement that highlight partner solutions, thought leadership, and resources available to cities.
• Ensure partnerships deliver meaningful value to NLC member cities by connecting partner solutions with municipal priorities and challenges.
• Define and establish measures to evaluate the achievement of program strategy and goals. Use membership data and analytics to track and evaluate the impact of ongoing programs.
• Track industry trends and emerging technologies to identify partnerships that address evolving city needs.
• Serve as a bridge between strategic partners and NLC member-facing teams to ensure partnership activities support real municipal challenges and elevate member value.

1. 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.

1. Leadership and Team Development

• Provide strategic leadership for the Strategic Partnerships team, fostering a culture of innovation, collaboration, accountability, and results.
• Lead, mentor, and develop a team of 5–6 staff responsible for partnership development, sponsorship sales, and partner engagement.
• Establish clear goals, performance expectations, and revenue targets, holding the team accountable for partnership growth and fundraising outcomes
• Build a high-performing team focused on partnership growth, fundraising success, and delivering value to members.
• Support staff development through coaching, professional growth opportunities, and leadership mentorship.
• Participate as a member of the Senior Management Team and the Leadership Team for the Center for Member and Partner Engagement
• Perform functions typically associated with managing and leading others, including performance management, recruitment and selection, and compensation and policy administration.

Education and Experience:

• Bachelor’s degree in a related field and 10 years of practical experience in Business Development Leadership and corporate partnerships or related field. (MBA preferred)
• At least 10-12 years of experience leading the planning, implementation, and/or administration of a non-profit program or corporate social responsibility.
• Possess required technical knowledge within assigned program areas (refer to specific qualifications below)
• Experience drafting/writing program documentation, contract proposals, and management reports.
• Ability to interact effectively with members, representatives of other organizations, elected officials, consultants, and all levels of NLC staff.
• MS Office skills (Word, Excel, and PowerPoint)
• People management experience
• Public speaking experience

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 in 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.

SALARY RANGE

$117k - $160k

OUR BENEFITS

• Competitive benefits and retirement package
• Generous paid time off and holidays
• Hybrid work environment
• Professional Development

EOE/M/F/D/V