Job Description
The Director of Strategic Partnerships is a revenue-producing relationship manager responsible for cultivating, stewarding, renewing, and growing an assigned portfolio of TMCF corporate and institutional partners. The role combines nonprofit fundraising with strategic account management and is accountable not only for retention, but also for increasing the value and duration of existing relationships.
The Director develops a deep understanding of each partner’s business and philanthropic objectives and connects those priorities to TMCF’s programs, talent pipeline, events, brand assets, and impact. The successful candidate is a disciplined moves manager, skilled communicator, consultative relationship builder, and proactive account executive who uses Salesforce, data, and cross-functional collaboration to deliver exceptional partner experiences and sustainable revenue growth.
Reports To:
Associate Vice President of Development
Responsibilities:
- Manage and grow an assigned portfolio of corporate, foundation, government, and institutional partners, meeting or exceeding annual revenue, retention, and portfolio-growth goals.
- Develop annual account and moves-management plans for priority relationships, documenting decision makers, partner priorities, relationship history, renewal timing, next actions, solicitation strategy, upgrade opportunities, and risks.
- Lead renewals and identify opportunities to increase partner investment through upgrades, multi-year agreements, additional programs, sponsorships, employee engagement, workforce initiatives, and other TMCF assets.
- Build strong relationships with corporate foundation leaders, brand managers, workforce/talent and HR leaders, CSR/community-impact professionals, and other decision makers while appropriately engaging senior TMCF executives in key relationships.
- Translate partner business, workforce, talent, philanthropy, CSR, and relevant ESG priorities into tailored partnership opportunities and compelling cases for continued or increased investment.
- Develop persuasive proposals, presentations, renewal materials, impact reports, and executive briefings that communicate TMCF’s social impact and relevant value to the partner.
- Support appropriate valuation and pricing of sponsorship and partnership assets, including brand visibility, audience reach, employee engagement, event benefits, and naming or recognition opportunities.
Negotiate renewals and partnership terms in collaboration with Development leadership and coordinate with Finance, Legal, Programs, Marketing and Communications, Events, and Talent to ensure agreements are compliant and executable. - Manage partner activation and stewardship after agreement, ensuring contractual and programmatic deliverables are tracked and fulfilled and issues are addressed proactively.
- Use Salesforce consistently to maintain accounts, contacts, opportunities, next moves, renewal dates, forecasts, deliverables, and relationship intelligence; provide accurate and timely portfolio reporting.
- Use impact data, partner feedback, and agreed metrics to demonstrate results and strengthen renewal and expansion strategies.
- Conduct ongoing account research to identify leadership changes, business developments, reputational considerations, funding priorities, and emerging opportunities or risks.
- Partner with Senior Directors of New Business Development to onboard newly secured partners and convert initial commitments into durable, multi-year relationships.
- Collaborate across TMCF to provide a high level of partner service and ensure external commitments align with organizational strategy and capacity.
Other duties as assigned
Position Mandatories:
- Meet or exceed annual portfolio revenue and growth goals.
Maintain a strong partner-retention rate while increasing net revenue retention and year-over-year portfolio value. - Increase the number and value of multi-year agreements and secure measurable upgrades within the assigned portfolio.
- Maintain disciplined moves management, accurate Salesforce records, timely forecasts, and high-quality stewardship and activation.
Required Competencies and Qualifications:
- Bachelor’s degree from an accredited college or university.
- Minimum of 8-10 years of progressively responsible experience in strategic account management, corporate partnerships, B2B sales, corporate philanthropy, nonprofit fundraising, or a related field; experience in both corporate and nonprofit environments preferred.
- Proven track record of retaining and growing five-, six-, and preferably seven-figure partnerships, sponsorships, gifts, or accounts and meeting annual revenue goals.
- Demonstrated experience managing a portfolio through disciplined moves management, including cultivation, stewardship, renewal, upgrade, and multi-year conversion strategies.
Ability to understand corporate business priorities and translate TMCF’s mission, programs, workforce/talent assets, events, and brand reach into compelling partnership opportunities. - Strong consultative-selling, relationship-management, negotiation, presentation, storytelling, and proposal-development skills.
- Working knowledge of sponsorship valuation and pricing, partnership activation, impact reporting, and account economics.
- Ability to navigate corporate structures and build credibility with senior decision makers across philanthropy, workforce/talent, marketing/brand, CSR/community impact, and business functions.
- Strong analytical skills and sound judgment regarding partner alignment, growth potential, reputational risk, and brand considerations.
- Demonstrated Salesforce proficiency for moves management, opportunity tracking, forecasting, deliverable management, and portfolio reporting.
- Strong project-management skills and ability to coordinate complex work across Programs, Marketing and Communications, Finance, Legal, Events, Talent, and Development.
- Knowledge of corporate philanthropy and workforce development; familiarity with HBCUs, PBIs, HBCCs, and higher education preferred.
- High professional standards, sound judgment, collaborative instincts, and a strong commitment to TMCF’s mission and students.
Additional Information:
Compensation
The anticipated compensation range for this position is:
Annual Salary: $75,000 – $91,000 annually
Bonus eligibility: Up to 10% of Annual salary
Actual compensation will be determined based on relevant experience, skills, internal equity, and organizational needs, in accordance with applicable laws.
Benefits Overview
The Thurgood Marshall College Fund (TMCF) offers a benefits package that may include medical, dental, and vision coverage on a cost-shared basis; employer-paid short-term disability (STD), long-term disability (LTD), and basic life insurance; retirement benefits (including a 403(b) plan with employer matching contributions of up to 4% of eligible compensation); paid time off; paid holidays; and professional development opportunities, subject to eligibility and plan terms.
Work Environment & Physical Requirements
This position may involve extended computer use, lifting up to 15 pounds, and require evening and weekend work. Participation in and assistance with special TMCF events may necessitate a temporary change in normal working conditions, including a shift in days or hours worked, and/or working in alternative locations (e.g., outdoors).
Equal Employment Opportunity
The Thurgood Marshall College Fund is an equal opportunity employer. We do not discriminate on the basis of any characteristic protected by applicable federal, state, or local law.
Reasonable Accommodations
Applicants requiring reasonable accommodations may contact hr@tmcf.org.
At-Will Employment Disclaimer
Employment with the Thurgood Marshall College Fund ( TMCF) is at-will. This posting does not constitute a contract of employment or guarantee employment for any specific duration.
Remote Work Addendum
This position may be performed remotely. Employment is subject to compliance with applicable state and local employment laws based on the employee’s work location.
Paid Leave Addendum
In addition to any leave or benefits provided by the Thurgood Marshall College Fund ( TMCF), employees may also be eligible for paid sick leave, paid family leave, or other statutory leave and benefits as required by applicable federal, state, or local law.
Job Details
Department: Development
Location: Remote
Employment Type: Full-Time
FLSA Status: Exempt
Travel Requirement: Approximately 20%-30%, based on portfolio needs, partner activations, conferences, and major TMCF events.
Supervisory Responsibility: No