Commercial Partnerships Manager at Zwift
London, GB

Zwift is a revolutionary software application that combines cycling and general fitness with an online, gamified and social virtual world. Features available to all users include free workouts, group workouts, structured training and online community racing. Subscribers simply require a bicycle, an indoor trainer and a device to run Zwift. 

Increasingly Zwift has become the place where the world’s top professional cyclists come to train - with UCI World Champions including Mark Cavendish, Michal Kwiatkowski, Phillipe Gilbert, Tom Dumoulin and Lisa Brennauer all using Zwift as a key component of their competition preparation.  

Beyond the core mission to make more people more active, more often, Zwift is now at the forefront of developing a new competitive esports discipline for cycling. The recent British Cycling National eRacing Championships marked the beginning of a long term strategy to develop esports as an international cycling format with the ultimate goal of inclusion in the world’s biggest multi-sport events including the Olympic Games 2024. In the upcoming period Zwift will be developing innovative new features and tools within the application to support the development of esports, developing other sports such as running, and forging close relationships with stakeholders around the world to accelerate growth.  

In order to facilitate this vision, Zwift are building a new esports and commercial (Zwift Business) team, led by Craig Edmondson.

As Zwift continues to experience a period of platform growth and further develops its esports strategy, a Commercial Partnership Manager is required to capitalise on the opportunity to establish and build commercial partnerships with third parties. Working closely with the Commercial Director, Zwift Business, the Commercial Partnership Manager will support the ongoing commercial development of the partnership strategy and management of partners following successful acquisition. 

As part of a small team, the initial role will be varied, requiring flexibility and a ‘can-do attitude’ alongside being a self-starter with an unquenchable thirst for learning.  As the team continues to grow, in line with business need, there will be plenty of opportunity to specialise in a specific area of partnership sales or retention/management and develop within the role. 

Role and Responsibilities (may include one or more of the following):

Commercial/Partnership Strategy Development

  • Identification and prioritisation of prospective partners across relevant endemic and non-endemic brands, major and private event owners, and destination tourism bodies
  • Development and delivery of our partner evaluation framework
  • Detailed research into the key objectives and strategies of identified prospective partners
  • Bespoke packaging and valuation of optimised partner assets and inventory
  • Internal and external data collection and analysis to inform the commercial/partnership strategy
  • Management of third party agencies and suppliers
  • Alignment with Zwift business objectives and capabilities

Partner Acquisition (Sales)

  • Management and delivery of the end-to-end sales process, including CRM
  • Development of bespoke partnership sales materials and messaging
  • Participation, and lead where necessary, in prospective partner sales meetings and pitch presentations with qualified prospects
  • Inbound partnership opportunity assessment, response and management
  • Coordination of internal documentation, communication and programme management

Partner Management

  • Development of deep and collaborative relationships with key strategic partners
  • Identification and development of incremental partnership opportunities 
  • Internal coordination and stakeholder management for the successful delivery of all partner rights
  • Management and fulfilment of rights delivery by partners

Job Specifications:

Knowledge

  • Extensive knowledge of the commercialisation of digital platforms, the commercial sports landscape and/or the esports industry
  • Strong commercial acumen and understanding of the structure of commercial/partnership agreements
  • Wider knowledge and personal interest in sports/health & fitness/esports is a benefit 

Required Experience/Skills

  • Experience securing and managing multiple sponsorship contracts in media, sports and/or esports 
  • Proven experience of collecting and analysing diverse data sets 
  • Ability to work autonomously and across the organisation to drive the delivery of specific projects
  • Ability to deliver projects in a cross functional environment
  • Excellent communication skills
  • Ability to balance and prioritise multiple projects
  • Attention to detail and strong organisational skills are essential

Working Conditions:

This role will be primarily based at the Zwift offices in central London but will require international travel from time to time to support the requirements of the team.