Director - Business Development, Strategic Alliances & Sponsorships (IMEA)

Role Summary:

Key Responsibilities, including but not limited to:

Revenue Growth & Sales Leadership

• Drive overall revenue growth across the IMEA portfolio through exhibitor acquisition, sponsorships, and partnerships.
• Develop and execute revenue strategies to maximize participation, yield, and customer engagement.
• Build and maintain senior-level customer relationships to secure recurring and long-term revenue streams
• Unlock cross-selling, upselling, and multi-market opportunities across events and geographies.
  

Strategic Alliances & Sponsorships

• Identify and secure high-value partnerships that enhance event positioning and revenue potential.
• Design sponsorship and alliance solutions tailored to partner needs, delivering measurable ROI.
• Negotiate and finalize high-value, multi-year revenue agreements.
• Diversify revenue streams by evolving beyond traditional exhibitor participation into partnerships, co-branded opportunities, and integrated solutions.
  

Team Leadership & Performance

• Lead, coach, and inspire team of sales professionals to deliver ambitious revenue targets.
• Define KPIs, incentive structures, and sales processes aligned with revenue objectives.
• Foster a high-performance, results-driven sales culture across geographies.
• Collaborate with marketing and operations to align revenue goals with event delivery and customer experience.
  

Market Insights

• Track industry trends, competitor strategies, and customer needs to refine revenue strategies
• Provide insights to leadership on pricing, product innovation, and portfolio development.
• Represent the company in high-level customer meetings and industry forums to strengthen brand reputation and business growth.
  

Skills & Competencies

• Proven track record in B2B revenue leadership, consistently exceeding targets.
• Strong negotiation, deal-structuring, and consultative selling expertise.
• Ability to design and scale revenue models across sponsorships, partnerships, and exhibitor participation.
• Strong leadership and motivational skills with the ability to build high-performing teams.
• Excellent executive presence, communication, and stakeholder engagement skills.
• Results-driven mindset with sharp focus on top-line growth and customer success
  

Requirements

• MBA or Master's degree in Business, Marketing, or related field
• 12-18 years of professional experience in B2B sales and revenue leadership, preferably in exhibitions, media, consulting, or allied industries
• Demonstrated success in delivering revenue growth through exhibitor acquisition, sponsorships, or strategic partnerships
• Experience leading and scaling domestic or international sales teams
  

Benefits

• A leadership role with accountability for revenue growth across India, Middle East, and Africa
• Opportunity to build revenue-generating partnerships with leading global and domestic businesses
• Performance-driven rewards and recognition
• A dynamic, entrepreneurial culture that values ambition, innovation, and results
• Exposure to global exhibition networks and international best practices
• A culture that values foresight, innovation, and performance excellence
• Work-Life Integration with people focused policies, for e.g. Flexi working hours, Paid time-offs, WFH x 4 days/ month