Strategic Partnerships & Business Development Manager

Position Overview

The Strategic Partnerships & Business Development Manager is responsible for expanding the corporate relationships and commercial opportunities that support Stride’s lottery programs and Foundation clients. Stride has an established network of brands, suppliers and strategic partners; this role is focused on taking that foundation further by opening new doors, building new relationships and securing partnerships that create meaningful value for some of Canada’s largest and most successful lotteries.

A significant focus is the proactive sourcing and negotiation of prizes and prize-related partnerships, from major headline prizes such as homes, vehicles and travel experiences to consumer electronics, appliances, lifestyle products, services, entertainment and unique experiences. The successful candidate will look beyond traditional purchasing to identify companies that can contribute additional value through in-kind contributions, promotional support, marketing commitments, brand participation and other creative partnership arrangements.

This is a highly proactive, commercially focused role for an experienced deal-maker who is comfortable identifying prospects, making the approach, getting the meeting, developing the opportunity and negotiating the deal. The successful candidate will bring an established network of corporate relationships and the drive to continually expand it, connecting Stride with companies, brands and decision-makers who can create new opportunities across prizing, promotions, endorsements and strategic partnerships.

The role will also manage key vendor relationships and Stride’s vendor contract portfolio, ensuring existing arrangements continue to deliver strong commercial value while identifying opportunities to improve terms and expand relationships.

Key Responsibilities

New Partnerships, Business Development & Prizing

• Proactively identify, target and pursue new corporate partnerships across automotive, travel, real estate, retail, consumer products, hospitality, entertainment, home, technology, media and other relevant sectors.

• Leverage an established network of corporate relationships to open doors, secure introductions and develop opportunities with senior decision-makers.

• Source and negotiate high-value prizes and prize-related partnerships, from homes, vehicles and travel to consumer electronics, lifestyle products, services, entertainment and unique experiences.

• Look beyond traditional purchasing to structure arrangements that maximize value through combinations of purchases, in-kind contributions, promotional support, marketing commitments, brand participation, dealer or retail involvement and other partnership benefits.

• Develop compelling partnership propositions that communicate the value and exposure available through Stride’s lottery programs and the Foundations they support.

• Lead opportunities from initial prospecting and outreach through relationship development, negotiation and agreement, with a focus on creating partnerships that can extend beyond a single prize or campaign.

• Stay current on consumer trends, emerging brands, products and market developments to continually bring forward new prize and partnership opportunities.

• Maintain an active pipeline of prospects and opportunities and consistently move them forward.

• Work with Lottery Delivery, Marketing, Finance, PMO and client-facing teams to assess opportunities and ensure they are commercially viable and operationally practical.

Brand, Endorsement & Promotional Partnerships

• Proactively identify and pursue opportunities involving recognized brands, athletes, entertainers, influencers, ambassadors and other personalities or organizations that can enhance a lottery program.

• Develop and negotiate endorsement and ambassador arrangements, including participation, promotional commitments, compensation and usage rights.

• Secure co-marketing, cross-promotion, media, retail and other activation opportunities that extend the reach of lottery programs.

• Bring forward new partnership concepts and opportunities that expand what Stride can offer its Foundation clients.

Relationship Management

• Build strong, long-term relationships with newly acquired and existing corporate partners and vendors.

• Maintain strategic relationships with key partners while continually looking for opportunities to deepen or expand the relationship.

• Stay close to partner priorities, upcoming initiatives, new products and capabilities that may create opportunities for Stride’s lottery programs.

• Ensure commitments are clearly understood, coordinated internally and delivered as agreed.

• Address commercial or relationship issues proactively and protect the long-term value of important partnerships.

Vendor Contract Management & Commercial Negotiation

• Manage Stride’s vendor contract portfolio and act as the primary commercial owner for vendor relationship and contract discussions.

• Review existing agreements to identify opportunities for improved pricing, terms, service levels, flexibility and overall commercial value.

• Lead contract renewals and renegotiations, seeking outcomes that provide meaningful value to Stride while maintaining strong and sustainable relationships with vendors.

• Develop negotiation strategies based on market conditions, vendor performance, purchasing volume, competitive alternatives and the long-term value of the relationship.

• Work with Finance, IT, Operations, Legal and other internal stakeholders to ensure contracts appropriately address commercial, operational, regulatory, privacy, security and other business requirements.

• Maintain appropriate contract records and actively manage key obligations, renewal dates and commercial commitments.

Qualifications

• Post-secondary education in Business, Commerce, Marketing, Sales, Communications or a related discipline. Equivalent relevant experience will also be considered.

• 7+ years of experience in corporate partnerships, business development, sponsorships, strategic accounts, brand partnerships, sales or another relationship-driven commercial role.

• Experience working with consumer-facing brands, retailers, manufacturers, travel providers, automotive companies, real estate, hospitality, entertainment, technology, media or other organizations where partnerships and brand exposure are important.

• Established corporate relationships and an active professional network that can be leveraged to open doors, secure introductions and generate new opportunities.

• Demonstrated track record of proactively developing new business and securing corporate partnerships, sponsorships, in-kind contributions, endorsements, promotional arrangements or other value-based commercial agreements.

• Proven ability to independently take an opportunity from prospecting and initial outreach through relationship development, negotiation and agreement.

• Strong commercial negotiation skills, including experience structuring arrangements involving purchased products or services, in-kind contributions, promotional commitments, marketing support and other forms of value.

• Highly self-directed with a demonstrated ability to prospect, build a pipeline, create opportunities and consistently move deals forward.

• Ability to manage multiple relationships, negotiations, contracts and opportunities concurrently with strong follow-through and attention to detail.

• Experience in lottery, gaming, entertainment, sponsorship, advertising, sports, media, retail, consumer marketing or another partnership-driven industry is an asset.