Director of Sales, Events & Sponsorships

Notice of Position Availability

Position Description

Note: “WISPA Entities” includes the Wireless Internet Service Providers Association (“WISPA”), the WISPA Educational Institute, and the WISPA PAC. Board Committees are committees of the Board set forth in, or authorized by the Board in accordance with, the Bylaws. Association Committees, Working Groups and Affinity Groups are distinct from Board Committees but are subject to authorization by and the jurisdiction of the Board.

Position Title:

Director of Sales, Events & Sponsorships

Supervisor’s Title:

Senior Director, Operations & Finance

Location:

Remote/Home Office X

WISPA is looking for a responsible, professional, and experienced Director of Sales, Events & Sponsorships to lead sales activities for our national and regional conferences and events. This includes direct accountability for sales, sponsorships/partnerships, and sales lifecycle management. Reporting to the Senior Director, Operations & Finance, in a role with frequent interactions internal and external stakeholders, the successful candidate will be a capable multitasker with excellent organizational and communication skills and a positive attitude.  Duties include (but are not limited to) being able to:

• Be primarily accountable for all aspects of event and membership revenue generation.
• Develop and deepen vital relationships between WISPA and its industry members and prospects (spanning service provider, vendor and sponsor communities).
• Identify and develop industry partnership opportunities.
• Support WISPA’s professional team in ensuring the delivery of best-in-class programs, events and other products that provide deep value to association members, event participants and stakeholders.
• Serve as a resource to provide membership insight, enhance member relations, communications and day-to-day operations.
• Provide support as directed by the Senior Director, Operations & Finance.

Responsibilities

Sales

• Lead events, sponsorships and membership sales with a skillset focused on:  i) solutions-based, relationship selling, ii) increasing revenue, iii) cultivating a robust prospect pipeline, and iv) managing ongoing relationships.
• Serve as a market-facing ambassador in a highly visible role, motivated by exceeding goals, getting to know stakeholders and their interests, and fostering exceptional event experience and value.
• Steward a large and growing segment of the association’s funding, with responsibility for upwards of $3.5 million a year in sponsorship and non-dues revenue generation. Develop and implement sponsorship and sales plans, and identify new revenue streams across the portfolio of live and virtual events including external revenue opportunities.
• Engage with cross-functional leadership to coordinate with policy, government affairs, membership, operations and communications priorities and campaigns.

Events Coordination

• Demonstrate strength in managing targeted exhibitor and sponsorship sales and benefits delivery for two national conventions and various regional and virtual events, meeting or exceeding event revenue goals.
• Participate in the continuing development and execution of WISPA’s portfolio of virtual and in-person events, programs and educational offerings to deliver valuable programming for members.
• Develop and implement a sponsor retention strategy, working closely with event exhibitors to understand their needs and budgets.
• Identify and analyze industry trends, member feedback and competitive landscapes to continuously improve event services, benefits and metrics. Collaborate with leadership team to ensure that programs, services, education and event initiatives are integrated with the overall association strategy.
• Oversee event vendor relationships.
• Provide reminders of deadlines and meeting dates. Relay information to appropriate parties regarding arrangement of facilities and equipment needed for meetings and events. Notify appropriate parties regarding technology needs for meetings.
• Identify and curate opportunities to generate value for association member interest groups (e.g., CEOs, CTOs, state volunteers, etc.).

Duties and Responsibilities

• Perform other duties as assigned.

Job Specifications/Requirements

Physical demands: the work environment is typical of professional office settings, including noise levels. The ability to move items weighing 50 pounds or less, including documents, meeting materials, office technology and other materials, with or without assistance, is required.

In addition to demonstrating functional proficiencies integral to “Responsibilities” as set forth above, the successful candidate will possess these qualifications:

• Education, Experience, and Background Verification
• A bachelor’s degree in business administration, marketing or a related field is required, with 5-7 years of relevant, progressive work experience. Experience working in a trade association events management role desired but not required.
• Sales and partnership development experience required. Ideal attributes include: i) strong record in consultative sales resulting in long-term, mutually beneficial relationships, ii) impeccable follow-up, and iii) vision – the ability to foresee and pursue opportunities within and beyond the scope of current stakeholders.
• Experience in the telecommunications industry desirable but not required.
• Note: employment contingent upon successful completion of WISPA-commissioned third-party background checks with clear findings.

• Knowledge. Skills & Abilities
• Excellence in:  i) sales and customer relations skills including persuasion (comfortable in making asks), negotiation (closing deals), and conflict management, and ii) organizational, analytical, interpersonal and communication (oral, written and proofreading) skills.
• Strong project management skills including: i) experience developing, publishing and managing projects with interdependent timelines and resources, and ii) the ability to engage and manage cross-functional stakeholders throughout multiple event planning, execution and follow-up lifecycles.
• Critical thinking skills to:  i) solve problems quickly and to take appropriate action under stress, ii) determine, organize, and manage multiple simultaneous priorities, iii) leverage data analytics in decision-making, and iv) meet established deadlines with speed and accuracy.
• Strong service mindset with a passion for finding new and creative ways to deliver value to event participants and stakeholders.
• Sound judgment in the performance of assigned tasks, demonstrated by the exercise of discretion, tact, initiative, confidentiality, and decorum.
• Flexibility in the face of change and ambiguity.

• Physical Demands/Work Environment
• Demonstrate stamina and other acuities, as the duties of this position require the employee to:  i) sit, stand and walk frequently, ii) lift, carry, push, pull, or otherwise move objects, and iii) possess vision acuities including near vision, mid-range vision, depth perception, color vision, and ability to change focus.
• Handling office tasks, such as filing, generating reports and presentations, hosting and attending meetings.
• Using computers to generate reports, create presentations, and conduct research, including proficiency in desktop/laptop/tablet hardware and software applications (Microsoft Office 365 – Word, Excel, PowerPoint, Project – Adobe Acrobat, etc.).
• Use of customer relationship management (CRM) or sales cycle/sales funnel software to manage leads, schedule follow-ups, and maintain proactive engagement with customers and revenue prospects.
• Maintaining professional demeanor (polite composure when communicating interpersonally and via phone, e-mail, and mail); anticipating the needs of others to ensure their seamless and positive experience.
• Additional requirements include the ability to: i) travel for scheduled meetings, conferences, and training, ii) work outside of the regularly scheduled workday periodically (e.g., weekend Board meetings and other events), iii) sit and work at a desk/computer for extended periods of time, and iv) be self-motivated.

Supervisory Responsibilities

This position does not presently directly supervise others but may in the future. This position oversees relationships with external resources including event vendors.

Residency, Compensation, Benefits

This position is open to candidates residing in the continental United States. No relocation assistance will be provided. Some travel, typically 6-8 times per year, is required, including participation in all WISPA events as well as events hosted by certain collaborating associations. Compensation for this exempt position will be commensurate with experience and includes base salary and incentive compensation/commission components. WISPA offers comprehensive employee benefits including PTO, 401(k) with company match, and group health, dental/vision, and short- and long-term disability insurance plans. WISPA is an equal opportunity employer.

The above information has been designed to indicate the general nature and level of work but is not designed to contain or be interpreted as a comprehensive inventory of all required duties, responsibilities, and qualifications.

To be considered for this Director of Sales, Events & Sponsorships position, please submit a letter of introduction, including your compensation requirements and c.v./resume, via email, to: resumes@wispa.org.