Director, Sales and Strategic Partnerships

Position Summary
The Director, PUF Partnerships & Sponsorships, serves as PUF’s senior leader for external engagement, strategic partnerships, sponsorship development, revenue generation, and ecosystem relationship stewardship. This revenue-focused role is responsible for securing major sponsorships, expanding PUF’s partner portfolio, strengthening industry visibility, and building a scalable, modern partnership infrastructure that sustains and grows PUF’s influence, reach, and financial performance.

This position blends relationship management, sales strategy, sponsorship packaging, events-based engagement, and cross-functional collaboration. The Director develops and closes sponsorship opportunities, nurtures senior-level relationships across the regulatory and utility ecosystem, and drives the systems, processes, and visibility required to advance PUF’s modernization agenda. Success in this position is defined by exceptional sales acumen and relationship-based selling skills at the executive level, while deep industry knowledge of the utility, regulatory, and energy sectors serves as a valuable complement to these core sales capabilities.

As PUF transitions under new editorial leadership, this role is essential in building a future-ready, transparent, data-driven sponsorship program, reducing legacy gatekeeping, and establishing disciplined tracking, pricing clarity, and enterprise alignment with SEPA’s broader partnership frameworks. The ideal candidate is a personable leader with high emotional intelligence (EQ) who can seamlessly integrate into SEPA’s collaborative culture. They should be able to build rapport across senior-level stakeholder networks and represent PUF externally with confidence, polish, and credibility.

Strategic Partnership Development & Sponsorship Revenue Growth
Develop and execute a clear sponsorship and revenue strategy that supports PUF’s editorial goals, special issues, convenings, and long-term sustainability, with accountability for meeting or exceeding annual sponsorship revenue targets.

Lead proactive outreach to utilities, technology vendors, regulatory agencies, associations, and corporate partners to identify and secure sponsorships and underwriters.

Build compelling sponsorship packages that align with evolving PUF and SEPA offerings, ensuring clarity in pricing, benefits, timelines, and deliverables.

Manage a robust sponsorship pipeline — prospecting, cultivation, pitch meetings, proposal development, negotiations, and closing.

Deepen relationships with sponsors to increase renewal rates, long‑term partnerships, and multi‑year commitments.

Partner with the Editor‑in‑Chief and SEPA leadership to explore new revenue pathways, special editions, themed content, and convening‑based sponsorship models.

Institute modern tracking and CRM practices, ensuring complete visibility into partner history, deliverables, invoicing, and future opportunities.

Establish quarterly partnership performance reporting with metrics, forecasts, and strategic recommendations.

Executive‑Level Relationship Management & External Representation
Serve as a primary external ambassador for PUF at major conferences (NARUC, EEI, DistribuTECH, CAMPUT, APPA, etc.), cultivating trusted relationships with commissioners, CEOs, senior staff, and association leaders.

Represent PUF and SEPA with credibility, professionalism, and strategic intent — identifying opportunities for sponsorship, content contributions, partnerships, and convenings.

Engage senior leaders during conferences, receptions, and structured networking events, ensuring PUF maintains a high‑visibility, high‑value presence.

Maintain and expand relationships with technology vendors and solution providers, who represent significant sponsorship potential.

Provide partners with concierge‑level engagement and ensure seamless experience across issue planning, events, and content partnerships.

Lead sponsorship strategy for PUF’s marquee events: Edison Congress, Fortnightly Top Innovators, and PUF‑hosted convenings at NARUC national meetings.

Collaborate with SEPA’s Events and Communications teams to ensure operational excellence, revenue alignment, and brand‑level cohesion across all events.

Support the design of event agendas, networking flows, and leadership touchpoints to maximize sponsor and partner engagement.

Evaluate event sponsorship performance and identify opportunities to expand offerings, upgrade packages, and increase partnership value.

Ensure thorough post‑event follow‑up, fulfillment of sponsorship deliverables, and high sponsor satisfaction after every event or content feature.

Oversee key vendors (e.g., print and subscription services, event venues, AV providers, digital platforms).

Manage sponsorship invoicing, contract fulfillment, ad placement coordination, and monthly distribution requirements.

Maintain high‑quality records of partner commitments, history, contact logs, and follow‑up needs.

Implement modern business systems for contact management, sponsorship tracking, and communication workflows.

Resolve operational challenges (e.g., archive or subscription management issues, partner data gaps) in a timely, solutions‑oriented manner.

Evaluate vendor performance regularly and recommend improvements or alternative solutions to support PUF’s modernization efforts.

Cross‑Functional Leadership & Organizational Integration
Partner with SEPA’s Membership, Research, Events, Finance, Marketing, and Communications teams to ensure alignment of PUF sponsorship activities with broader organizational goals and to eliminate silos.

Provide guidance and support to team members emerging staff in relationship management and sponsorship execution.

Mentor and collaborate with the Manager of Member Relations to broaden that team member’s industry insight, strategic understanding, and exposure to sales best practices. Include this colleague in planning sessions, industry engagements, and sponsorship sales processes to foster their development. (Note this mentorship is collaborative and developmental, not a direct supervisory relationship.)

Serve as a bridge between editorial content planning and strategic partnership opportunities.

Work closely with the Editor‑in‑Chief to integrate sponsorship timelines, deliverables, and content requirements smoothly into the editorial calendar.

Uphold and promote a culture of professionalism, transparency, and follow‑through across partnership operations.

Requirements

Bachelor’s degree required; master’s degree in business, public policy, marketing, law, or a related field is a plus.

7+ years of experience in the utility sector, regulatory ecosystem, energy associations, or related industries.

Proven track record in sponsorship sales, business development, or partnership revenue roles, including success in relationship‑based selling to senior and executive‑level stakeholders (association or publication experience a plus).

Demonstrated success in building and maintaining senior‑level stakeholder relationships.

Strong understanding of utility‑regulatory dynamics, industry organizations, and public‑power stakeholder community.

Excellent written and verbal communication skills; capable of influencing, pitching, and negotiating with executives.

Strong project‑management skills; ability to manage multiple concurrent partnerships, events, and revenue cycles.

Familiarity with CRM systems or commitment to adopting structured tracking tools.

Ability to travel for conferences, sponsor meetings, and on‑site PUF convenings.

Entrepreneurial mindset with the ability and drive to proactively generate revenue, develop partnerships, and create new opportunities.

Highly skilled relationship‑builder with diplomacy, high emotional intelligence (EQ), and executive presence.

Persistent, proactive, and solutions‑oriented; ability to move from “understanding” to “doing” with clarity.

Comfortable working in a fast‑paced, evolving environment with shifting priorities.

Adaptability and willingness to evolve practices, adopt modern systems, and support PUF’s modernization under new editorial leadership.

Strong follow‑through, operational discipline, and attention to detail.

Team‑oriented leader committed to collaboration, transparency, and shared success.

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