Full-Time Associate Director / Director of Partnerships (DEI Services Sales)
Job Description
Mission Statement
YW Boston works to eliminate racism, empower women and promote peace, justice, freedom and dignity for all. YW Boston is at the vanguard of thought leadership on issues at the intersection of race and gender, helping organizations create more inclusive environments where women, people of color, and in particular, women of color can succeed.
YW Boston invests in our internal culture, including our own racial equity practices. We seek candidates that thrive in adaptive organizations, are comfortable working amidst organizational change, actively seek continuous learning and improvement, and are excited about helping YW Boston deepen its impact in the Greater Boston region.
Organizational Values
People, Collaboration, Liberation, Courage, Shared Leadership
Gender Inclusion Statement
At YW Boston, we are committed to executing our mission of eliminating racism and empowering women through uplifting the experience of all women and girls regardless of their assigned sex at birth. We promote gender equity by amplifying the voices of cisgender women and girls, transgender women and girls, and gender non-conforming individuals who experience oppression and discrimination based on their gender, gender identity, and gender expression.
General Statement of Duties
The Associate Director / Director of Partnerships generates program revenue by cultivating new participants and partners for Diversity, Equity and Inclusion (DEI) Services and supporting the stewardship and growth of existing partners. This person must develop strategies to guide sales of all DEI services, then effectively implement those strategies using skills such as persuasive approaches and presentations that will motivate organizations to partner with YW Boston. The Associate Director / Director of Partnerships supervises the Manager of Partnerships and reports to the Vice President of Engagement.
Massachusetts residency is required within six months of hire, and YW Boston does not cover relocation expenses. This position is hybrid with a weekly requirement of at least two days at the YW Boston office or on-site for programming, and a maximum of three days remote, starting from date of hire. Occasional evening and weekend commitments are required to fulfill the needs of YW Boston and our partner organizations.
YW Boston follows the latest COVID-19 guidance from the CDC and MA Department of Public Health and strongly encourages all employees to be fully vaccinated and boosted.
Position Outcomes
A successful Associate Director / Director of Partnerships will deliver the following:
- With guidance from the VP of Engagement, develop and lead an organization-wide business development and sales strategy for Diversity, Equity, and Inclusion (DEI) Services
- Meet or exceed annual DEI services sales goals and quarterly milestones as set by the Leadership Team
- Make strategic decisions to continue to make our work accessible to organizations of various budgets while achieving other goals
- Increase efficiency in DEI Consulting and Training sales process, and oversee manager in increasing efficiency in LeadBoston process, resulting in more efficient recruitment and business development efforts
- Supervise Manager of Partnerships to ensure their position outcomes
Key Responsibilities
Sales and Pricing Strategy Development
- Establish and forecast sales targets
- Design strategy to achieve targets and lead implementation
- Set fee structure
- Coach and actively guide staff on business development strategies and practices, leading to increased cross-selling and up-selling
Lead Generation
- Expand YW Boston network by:
- Researching potential clients/participants
- Attending conferences and other events
- Leveraging existing network
- Partnering with marketing to identify potential leads
- Build or add to existing partner relationships by attending occasional program-related events
- Contribute to development of marketing materials
Prospect Nurturing
- Work actively with prospective clients to address questions and remove barriers to sales process
- Along with DEI Services teams, provide continuity with and support to existing clients
- Along with DEI Services teams, foster engagement with existing clients to continue or increase services
Close Deals
- Produce proposals
- Pitch to prospective clients
- Work with Finance & Operations to ensure smooth and timely turnaround for contract development
Data Tracking and Analysis
- Track pipeline and ensure information is entered accurately and timely into Salesforce
- Partner with data and analytics, and leadership team, to identify and communicate relevant metrics to different audience groups
- Monitor market trends
Other
- Oversee, generate, and monitor all LeadBoston recruitment activities
- Develop a thorough understanding of YW Boston’s programs, the markets that we serve, and the value proposition to partners and program participants
- Work collaboratively with Advancement and DEI Services teams to ensure excellent partner relationships that maximize impact for YW Boston
- Facilitate monthly Community of Practice for DEI professionals
Additional Organization Responsibilities
- Adhere to organization policies and procedures for maintaining organizational culture and transparency, including use of regularly scheduled progress meetings with supervisor, team meetings, scheduling, e-mail and other communications platforms
- Serve as a steward and role model of YW Boston’s shared values in all interactions with colleagues
- Positively represent YW Boston and serve as an ambassador for our mission in all interactions with the public
- Support YW Boston advancement and business development through participation in education, outreach, cultivation, and stewardship efforts as directed by the Vice President of Advancement and/or the Vice President of Engagement
- Participate in organization events and perform additional tasks assigned by the Director of DEI Consulting and Training and/or the President & CEO of YW Boston
Experience/Qualifications
Successful candidates for the Associate Director / Director of Partnerships position have a passion for achieving racial and gender equity within organizations and for creating inclusive organizations. They will be great at building relationships, actively listening, and developing proposals that address potential clients’ needs, with a data driven approach to achieve an inclusive workplace with YW Boston’s Program portfolio.
Additional qualifications include:
- 6+ years of relevant experience years in direct sales, recruitment, and/or marketing experience
- Proven record setting and meeting sales goals
- Knowledge of organizational change and development
- Experience in both the for-profit and non-profit sectors
- Superior interpersonal and organization skills, including the ability to manage by influence and build relationships at all levels internally and externally
- Ability to work in a fast-paced, collaborative, non-profit environment
- Style that is organized, entrepreneurial, and innovative
- Demonstrated commitment to YW Boston’s mission and a strong record of outcomes related to advancing racial, gender, and social equity
- Demonstrated ability to explain the aspects of each program effectively to people with a wide range of fluency with equity issues
- Openness to learning, and willingness to give and receive feedback
- Local travel required
- Familiarity with Asana or similar project management tool a plus
- Familiarity with Salesforce or similar customer relationship management (CRM) platform a plus
Salary and Benefits
This is a full-time, exempt position. Annual salary range is $82,500 to $100,000. Salary scales are set according to an explicit compensation policy, and relevant market data is analyzed when setting ranges for each role. To ensure internal parity, YW Boston will analyze the candidate’s overall number of years of experience as well as relevant experience pertaining to the position and in comparison with staff in the same job group to make the salary offer. Because the internal parity review is thorough, offers are firm.
YW Boston provides employees a comprehensive benefits package, including generous paid time off, flexible work schedule, investment in professional development, medical, dental, and vision insurance, flexible spending accounts, life insurance, long-term and short-term disability insurance, accidental death, and a 403(b) retirement savings plan.
How to Apply
YW Boston is an Equal Opportunity and Affirmative Action Employer and encourages applications from all qualified individuals without regard to race, color, national origin, religion, sex, gender identity, sexual orientation, age, disability, or veteran status, or to other non-work-related factors. Applicants must be legally authorized to work in the U.S. At this time, YW Boston is not able to offer employment visa sponsorships. For applicants living outside of Massachusetts, YW Boston does not cover any relocation expenses and the Associate Director / Director must live as a full-time resident in Massachusetts within six months of hire. There will be a few times during the year when the organization will require staff to be in person for events and travel expenses are expected to be covered by employees. YW Boston requires all employees to be fully vaccinated and boosted per YW Boston’s COVID-19 policy. YW Boston strongly encourages candidates from diverse backgrounds and experiences. We recognize that people from structurally marginalized groups often only apply to jobs if they meet 100% of the qualifications, despite the reality that applicants rarely ever meet 100% of the qualifications. If this position aligns with your experience and interests, please apply! To apply, email the following materials to jobs@ywboston.org using the position title in the subject line of your email:- A resume detailing relevant experience
- In lieu of a cover letter, please share your responses to each of the following questions:
- In 300 words or less, provide an example of a time when you sold consulting services to a business client. If you don't have an example that specifically references sales of consulting services, please reference other related experiences.
- In 300 words or less, describe a time in the past year when you learned something new about diversity, equity, and inclusion that influenced how you approach your work or interactions with others. How did this new understanding shape your perspectives or actions?
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