Director of Partnership Growth

2 weeks ago

Fargo, United States IWG Careers Full time

Position Overview:

Are you interested in leading the workplace revolution in helping people improve the quality of their lives by enabling every worker around the globe to have a great day at work, every day? Join the mission with Team IWG.

IWG’s global-leading network of over 3500 workspaces enables people to achieve a great day at work, every day, and businesses to operate in practically every city in the world without the need for set-up costs or expensive capital investment. It provides our customers with immediate cost benefits and the opportunity to fully outsource their office portfolio. Designed to enhance productivity and connect 2.5 million like-minded professionals; it is an instant global community, and a place to belong.

We call it Workspace as a Service.

About the company:

IWG is the largest provider of flexible workspace solutions in the world. Trading under a number of brands (including Regus, Spaces, HQ, Signature, and No18) we have a physical network of over 3500 locations across 1200 cities in 120 countries. Our mission is to help our millions of customers to have a great day at work, every day.

COVID-19 forced an unprecedented experiment in flexible working, which is now driving a surge in demand for our flexible workspace solutions. To meet this demand, we are rapidly accelerating the growth of our global network. To deliver our ambition we are recruiting partners to open and operate IWG locations. Our target audience are building owners, franchise operators and competitors. We work with our partners under a variety of commercial structures demanding a dynamic and broad-based approach to business development.

Find us at www.iwgplc.com

Job Purpose

Reporting directly to the Vice-President, Partnership Growth, the Regional Director, Partnership Growth will play a critical role in selling and developing business partnerships within their defined market in the Americas. They will be intrinsically motivated, love to win, highly driven, proactive, and passionate, capable of creating their own sales leads as well as rapidly converting centrally-driven enquiries.

Success for the Regional Director, Partnership Growth, will open up opportunities across the wider IWG business with the potential to move into general, cross-functional, and international leadership roles.

Key Responsibilities
  • Delivering at least 20 new partner locations every year, increasing system revenue by $5 million+ to $10 million+ per annum.
  • Generating awareness and visibility of the IWG partnership proposition in the market by developing B2B connections.
  • Scheduling and conducting weekly target numbers of discovery meetings and proposal meetings with identified prospects, with the intent to grow their pipeline of new partner locations towards commitment and deal signings.
  • Identifying, contacting, and presenting to prospective partners through a range of business development activities including networking, local prospecting, and cold-calling through various tactics such as LinkedIn, brokerage partnerships, and traditional canvassing efforts.
  • Sourcing partners capable of delivering rapid growth of our network through conversion of existing buildings or by quickly securing new buildings.
  • Selling the range of partnership solutions to all prospects, converting interest into commercial negotiations and securing board approval for new partnership deals.
  • Converting commercial discussions into signed contracts with the support of the IWG legal team.
  • Spending a significant amount of time in the field, generating leads, meeting prospective customers and closing deals.
Required Skills, Experience & Qualifications
  • Sales and/or B2B business development experience in a fast-growing, dynamic business.
  • Self-starter accustomed to self-generating interest and focusing relentlessly on delivering results.
  • Proven ability to find & convert deals quickly with tenacity and dedication.
  • Demonstrable track record of sourcing & delivering, at pace, multiple deals of a meaningful scale ($250,000+ investment).
  • Self-sufficient, deal-focused and can-do mindset, willing to take risks to succeed.
  • Outstanding communications skills and the ability to present a compelling narrative to a wide variety of audiences, both large & small.
  • Able to work under pressure and to think independently to create interest in a value proposition.
  • Strong business and financial acumen to give others confidence & to give credibility to the selling process.

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