Senior Director, Corporate Partnerships

Points of Light partners with nonprofits, companies, and social impact leaders to galvanize volunteers to meet critical needs. As the world's largest organization dedicated to increasing volunteer service, we engage nearly 4 million volunteers across 38 countries to create healthy, equitable communities where all can thrive. For more information, visit pointsoflight.org.

Salary: $100,000 to $130,000 annually

Reports to: Vice President, Partner Engagement

Department: Development

Location: Remote; any location in the Eastern or Central U.S. time zone with a major airport within one hour of location; DC preferred

Position Summary: Points of Light has embarked on a strategic growth plan that seeks to accelerate a pipeline of new donors and corporate partners and expand the scope of existing relationships. Corporate Partnerships are a key part of our growth plan that will ultimately support our mission to increase volunteerism globally. This is an exciting opportunity for the right candidate to play a key role in Points of Light's mission.

The Senior Director of Corporate Partnerships plays a pivotal role in shaping and executing Points of Light's corporate fundraising strategy. They lead new business initiatives, cultivate and deepen relationships, and secure substantial funding from key strategic corporations and corporate foundations. This position drives operational and programmatic expansion, ensuring the organization's mission thrives through both new business and renewal opportunities.

As a leader of people, this position will play an influential role in growing Points of Light's inclusive, positive, remote-first culture. The Senior Director will provide leadership, direction, feedback and coaching for direct reports to achieve institutional fundraising goals and elevate Points of Light's programs. The position will be responsible for ensuring the development of their staff and growing the next generation of development leaders. This position will report to the Vice President, Partner Engagement.

Position Functions and Responsibilities include:

Fundraising and Partnership Management:

• New Business Pipeline Development: Lead and execute a business development pipeline focusing on corporations and corporate foundations aligned with Points of Light's mission where assigned.
• Portfolio Management: Serve as the primary relationship manager for a portfolio of partners. Secure six and seven-figure contributions and develop customized cultivation, solicitation, and stewardship plans for each in a portfolio of $4-6 million annually, inclusive of both new business and renewals.
• Revenue Reporting: Regularly track and update moves management activities and status of revenue generated to goal.
• Proposal Preparation and Negotiation: Participate in prospect research, outreach, and proposal submission. Develop and collaborate on proposals, presentations, and statements of work to solicit financial support.
• Relationship Building: Maintain high-level relationships with corporate and corporate foundation representatives, including travel, visits, and annual strategic planning sessions.
• Cultivation: Develop engagement and growth plans for key strategic partners to establish areas of interest and drive follow-up throughout the cultivation cycle.
• Industry Engagement: Represent Points of Light at both internal and external events, staying informed about trends and networking opportunities.

Strategy, Leadership, and Collaboration:

• Comprehensive Strategy: Collaborate closely with the Vice President, Partner Engagement on corporate engagement and fundraising strategies. Articulate the organization's corporate engagement strategy both internally and externally.
• Funding Opportunities: Identify compelling funding opportunities to attract and retain corporate partners. Support or lead the fundraising strategy and pipeline development for program/project areas as assigned.
• Cross-Functional Teams: Lead and support cross-functional teams during the cultivation cycle. Partner with other departments (such as Programs, Marketing and Communications, and Finance) to deliver internal project plans, donor reports, and milestones unique to each donor account.
• Customized Concepts: Work cross-functionally to develop innovative, customized concepts for prospective partners. Align a company's business objectives with Points of Light's priorities.
• Leadership Engagement: Work closely with the Vice President, Partner Engagement to engage executive leadership (CDO, COO, CP&IO, CEO), program leads, affiliates, and Board members to initiate conversations with potential philanthropic partners at the executive level.

Departmental Coordination:

• Process Optimization: Collaborate within the Development Operations team to achieve fundraising goals. Ensure or establish effective processes for tracking prospect and partner strategies, proposal development needs, and stewardship plans to support success in the role.
• Data Accuracy: Ensure accurate and timely tracking of gift and prospect activity in Salesforce to ensure appropriate cultivation, solicitation, negotiation, and stewardship.
• Assigned Projects: Lead or support other projects as assigned by the Vice President, Partner Engagement or Senior Vice President, Corporate Partnerships and Foundations.
• Strategic Teaming:Identify diverse perspectives of the team to foster greater collaboration on initiatives and achieve alignment on strategies and plans that the team will execute together (i.e. Conference, George H.W. Bush Awards).

Team Management:

• Leadership: Provide team members with information, tools, and resources to improve performance and reach objectives. Hire, orient, and lead team members as necessary.
• Coaching and Motivation: Promote accountability, communicate expectations, and provide constructive feedback informally and formally via regular one-on-ones and performance reviews. Provide guidance and mentorship to skill-up team members where needed, holistically or per opportunity.
• Culture: Create and sustain a work environment of mutual respect where team members strive to achieve excellence.

Core Knowledge, Skills and Abilities:

• A track record of successfully securing six and seven-figure grants or commitments from national and global corporate funders as demonstrated through executed partnerships and grants, ranging from structuring partnerships and planning grants through activation of highly impactful programs.
• Previous experience in positions leading collegial and highly collaborative global projects and fundraising opportunities, including programmatic experience and a demonstrated ability to co-create and articulate global programs and impact.
• Exceptional strategic relationship management skills with the proven ability to develop and grow high-yield relationships.
• Excellent written and verbal communication skills; ability to infuse creativity, innovation and insight into prospect cultivation and proposal development.
• Deep commitment to and experience in staff development and coaching. Prioritize diversity, equity, inclusion and belonging into team leadership.
• Strong interpersonal skills and relationship savvy.
• Astute at research and prospecting skills with an ability to convert research into materials and proposals.
• A high degree of personal initiative with the desire and ability to meet aggressive revenue goals.
• Demonstrated ability to operate in a flexible, entrepreneurial, fast-paced, and opportunistic environment.
• Highly collaborative style; positive attitude; commitment to continuous improvement and strong work ethic grounded in honesty and integrity.
• Detail and deadline-oriented with the ability to manage multiple partnerships successfully and simultaneously.
• Ability to work independently - capable of working on individual assignments for periods of time and making presentations/direct solicitations on behalf of Points of Light.
• Demonstrated passion for Points of Light's mission, goals and work.

Requirements:

• Bachelor's degree
• At least 10-12 years of robust development experience with demonstrated success in securing both philanthropic gifts and sponsorships
• Proficiency in MS Office applications (Word, Excel, PowerPoint, and Outlook), Salesforce or equivalent fundraising/CRM software.
• Ability and willingness to travel up to 30%
• Demonstrated ability to work effectively with individuals from diverse backgrounds, cultures, and perspectives.
• A commitment to promoting equity in all aspects of the workplace.

Culture and Values: Points of Light has a 30-year history that it seeks to honor, while looking toward the future as an innovative thought leader in the social sector. We have a fast-paced, collaborative environment, working across three offices in Atlanta, New York City and Washington, D.C. Our organization values innovation, dedication, teamwork and respectfulness. We enjoy thinking big, but also working hard to deliver our best work. Our team is solution-oriented, looking for someone who is always ready to deliver on ways to solve challenges, both internally and with external partners.

What We Offer: Competitive compensation and excellent benefits including a robust PTO program: 18 days of PTO,13 holidays, and 1 floating holiday; plus, we are closed for the week between December 25th and January 1st. Medical, dental and vision benefits offered, free life insurance, along with long-term and short-term disability, a 403b program with employer match, and 1 day of volunteer time off per month.

Points of Light is an Equal Opportunity Employer Committed to an Inclusive Workplace.