Lead - Strategic Accounts & Sponsorship

Own ISCA’s strategic sponsor accounts after contract signing, ensuring sponsors fully utilise their partnership entitlements, receive tangible value from their investment, and remain satisfied and engaged for the long term.

The role is weighted approximately 70% towards sponsorship and account management, and 30% towards commercial growth through renewals and upsell. It serves as the primary relationship owner for assigned sponsors, overseeing delivery across brand, events and digital amplification, with particular focus on flagship and key ISCA events

Job Description

Strategic Account Ownership and Sponsor Value

• Take ownership of assigned sponsor accounts once agreements are signed, serving as the primary relationship lead throughout the partnership lifecycle.

• Understand each sponsor’s objectives, priorities and measures of success, and translate these into a clear account and activation plan.

• Build trusted senior relationships with sponsor stakeholders, maintaining regular engagement and proactively managing expectations, issues and opportunities.

• Track sponsor satisfaction, utilisation and value realisation, using feedback and performance insights to strengthen the overall partnership experience

Sponsorship Utilisation and Integrated Delivery

• Drive utilisation of contracted sponsorship entitlements and ensure sponsors maximise the value available across their partnership package.

• Oversee sponsor-facing delivery across brand visibility, event activations, content, speaking opportunities and digital amplification, ensuring quality and timeliness.

• Coordinate closely with marketing, programme, operations and other internal teams as the sponsor’s central point of accountability for agreed deliverables.

• Identify under-utilised entitlements early and recommend practical alternatives or activations that better support sponsor objectives.

Flagship and Key Event Sponsorship

• Lead sponsor account management for ISCA’s flagship and key events, including major conferences, fairs, roundtables and other strategic platforms.

• Oversee sponsor participation and activation plans, including branding, exhibition, speaking, content and engagement opportunities where applicable.

• Ensure sponsors receive a cohesive, professional experience before, during and after events, with clear communication, timely follow-up and issue resolution.

• Work with internal event owners to optimise sponsor visibility and engagement while safeguarding ISCA’s programme, brand and audience experience.

Renewal, Upsell and Account Growth

• Own renewal conversations for assigned sponsor accounts, beginning engagement early and building a clear case for continued partnership based on delivered value and future opportunities.

• Identify and pursue upsell and cross-sell opportunities within existing accounts, including enhanced sponsorship packages, additional events, digital visibility and other relevant ISCA platforms.

• Develop account growth plans and maintain visibility of renewal status, opportunities, risks and expected revenue through disciplined CRM and pipeline management.

• Partner with business development colleagues on smooth account handover after new deals are closed, while retaining primary commercial ownership for renewals and growth of existing sponsor accounts

Job Requirement

• Degree in Business, Marketing, Accountancy or a related discipline preferred

• Minimum of 8 years of relevant professional experience in strategic account management, sponsorship, partnerships, client success or B2B commercial roles.

• Demonstrated experience managing key or strategic accounts across onboarding, utilisation, delivery, performance review, renewal and account growth.

• Experience managing sponsorships and integrated activations across events, brand, content and digital channels, preferably including large-scale or flagship events.

• Track record of retaining and growing existing accounts through renewals, upsell and cross-sell opportunities.

• Familiarity with CRM tools (e.g., Salesforce, HubSpot) and experience in member-based, B2B professional or similar stakeholder-led organisations is an advantage.

• Strong strategic account management and commercial acumen, with the ability to build sponsor value propositions, secure renewals and identify account growth opportunities.

• Strong stakeholder and relationship management skills, with confidence engaging senior sponsor representatives and managing complex expectations professionally.

• Strong project oversight and cross-functional coordination capabilities, with the ability to manage multiple sponsor workstreams, deadlines and internal delivery teams effectively.

• Excellent written, verbal and interpersonal communication skills, including the ability to present partnership outcomes and recommendations clearly and persuasively.

• Strong analytical and financial acumen, with the ability to track entitlement utilisation, account performance, revenue, budgets and relevant sponsor value metrics.

• Highly organised, proactive and solutions-oriented, with strong ownership, attention to detail and the ability to work independently in a dynamic environment