Associate Director/Director of Development – East Coast/Chicago/Jesuit School of Theology

Santa Clara University is a comprehensive Jesuit, Catholic university located in California's Silicon Valley, offering its 8,800 students rigorous undergraduate curricula in arts and sciences, business, and engineering, plus master's, Ph.D., and law degrees.

Ranked among the top 15 percent of universities nationwide by U.S. News and World Report, Santa Clara University is California's oldest operating institution of higher education. The University is focused on creating an academic community that educates citizens and leaders who will build a more just, humane, and sustainable world.

University Relations builds Santa Clara University’s excellence and character by strengthening relations with alumni, parents, and friends of the University, raising public awareness, and increasing private philanthropy. The development division has been recognized with the CASE Educational Fundraising Award, an honor given each year to superior fundraising programs at educational institutions across the country.

A. POSITION PURPOSE

Santa Clara University seeks a talented and experienced fundraiser to join a dynamic Major Gifts team as either an Associate Director of Development or Director of Development.

The Associate Director/Director may have their primary work location in the greater bay area. Telecommuting Directors must travel to campus for critical meetings and events, as agreed upon with the Executive Director for Major Gifts, and follow telecommuting policy.

The Associate Director/Director for Development plays a critical role in Santa Clara University’s efforts to secure resources for its strategic funding priorities and deepen its relationships with alumni, parents, and friends. In furtherance of the University’s integrated strategic plan, the Associate Director/Director designs and implements strategies for increased engagement with current and prospective annual and major donors in support of the Jesuit School of Theology (JST) in addition to general University and campaign priorities. The Associate Director/Director creates and executes donor cultivation plans to leverage this historic time for Santa Clara and achieve the goals of an ambitious campaign plan.

The level of the Associate Director/Director for Development will depend on the experience of the individual selected and specific goals will be assigned based on the agreed upon level. This position will report to the Executive Director for Major Gifts with a dotted-line report to the Dean of the Jesuit School of Theology.

In building and managing a portfolio of special and major gift prospects, he or she will lead the identification, cultivation, solicitation, and stewardship of prospects targeted for outright or planned gifts of six-figures and above. He or she will work closely with senior JST and University administrators to identify funding opportunities and develop prospect-to-donor strategies.

In addition to supporting JST, the Associate Director/Director will also focus his/her personal fundraising efforts on serving as a generalist who represents University and campaign priorities. The Associate Director’s/Director’s prospective portfolio is expected to be based in the greater bay area as well as the Boston/New York area and Chicago. Fundraising priorities and geographic focus for the Associate Director/Director may change over time.

The Associate Director/Director will build and manage a portfolio of about 120 major gift prospects. He or she will lead the identification, cultivation, solicitation, and stewardship of prospects targeted for gifts between $100,000 and $1,999,999.

B. ESSENTIAL DUTIES AND RESPONSIBILITIES

* Lead the development of engagement and solicitation strategies for qualified major gift prospects (between $100,000 and $1,999,999); oversee the implementation and personally drive the execution of said strategies. This includes collaborating with academic leaders, other development officers and directors of external relations to develop multi-interest proposals and promote organized and strategic outreach to our donors.
* Secure and conduct face-to-face and virtual visits to qualify, engage, solicit and steward the university's major donors and prospects.
* Lead the qualification, cultivation, solicitation and stewardship of around 120 high net worth donors ensuring that each receive regular and strategic contact.
* Meet dollar and activity metrics as set with the Executive Director for Major Gifts. This currently includes monthly and annual reporting on total dollars raised, total major gift solicitations, number of contacts with donors, and number of new planned giving donors.
* Help prepare the dean and/or University administrators by outlining fundraising strategies for donor meetings and events, including meeting with the dean of JST at least monthly.
* Produce well-written, accurate and timely follow-up and related correspondence such as contact reports, cover and thank you letters, e-mails, reports, and briefings in support of cultivating, soliciting, and stewarding assigned prospects.
* Track and record activities as they relate to assigned prospects using the Blackbaud CRM database (CLARA) constituent management software and report regularly to the Executive Director for Major Gifts.
* Participate as an active member of the JST and Office of Development staffs, sharing information and collaborating with colleagues in a respectful and professional manner; contributing to a healthy and positive work environment.
* Other duties as assigned in support of Santa Clara University’s mission.

Associate Director of Development:

* Perform all standard essential responsibilities and meet qualifications as an Associate Director.
* Secure and conduct 8-11 face to face or virtual visits monthly to qualify, engage, solicit and steward the university’s major donors and prospects.
* Demonstrate success in soliciting and closing gifts or meeting goals.
* Annual goal to be determined with and approved by the Executive Director, typically $400,000-$800,000.

Director of Development:

* Perform all standard essential responsibilities and meet qualifications as a Director.
* Secure and conduct 11-14 face to face or virtual visits monthly to qualify, engage, solicit and steward the university’s major donors and prospects.
* Demonstrate success in soliciting and closing gifts or meeting goals.
* Annual goal to be determined with and approved by the Executive Director, typically $700,000-$1,500,000.

C. PROVIDES WORK DIRECTION

May provide work direction to shared administrative assistant and/or student worker.

D. QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The items below are representative of the knowledge, skills, abilities, education, and experience required or preferred.

This position requires the ability to effectively establish and maintain a healthy, fair and inclusive work environment by promoting diversity, exercising teamwork, and collaboration with diverse groups, donors, volunteer groups, and coworkers.

1.  Knowledge

* Knowledge of higher education advancement and technical background preferred.
* Demonstrated understanding of annual, major gift, and planned giving programs, with an emphasis on personal solicitations.
* Understanding the values, ideals, and mission of Santa Clara University and the Jesuit School of Theology as a Jesuit Catholic education institution.

2.  Skills

* Must be a goal oriented and self-motivated individual who can demonstrate accountability, initiative, creativity, and focus in a rapidly changing and intellectually stimulating environment.
* Demonstrate strong interpersonal skills and the ability to collaborate, build alliances, and achieve results within a population that may possess competing interests, opinions, and /or expectations.
* Demonstrate strong active listening skills and ability to negotiate positive outcomes.
* Positive attitude, sense of humor, and flexibility.
* Proficiency in using fundraising database (or similar).
* Excellent computer skills; proficiency in using advanced functions of word processing, Excel spreadsheets, PowerPoint, Google products (i.e., Google docs, Gmail, etc.) database and web resources. Knowledge of CRM database a plus. Willingness to learn new software if needed.
* Required to have a valid driver’s license and personal transportation vehicle available for frequent travel to business meetings (mileage is reimbursed under federal guidelines).

3.  Abilities

* Demonstrate a level of comfort working and communicating with top executives, community leaders and/or university leadership. Ability to motivate, build long-term relationships with, and gain the respect of internal and external clients.
* Ability to identify and implement major gift strategic planning, and solicitation strategies in support of strategic initiatives.
* Verifiable track record of soliciting individuals/organizations for financial investments and the ability to articulate and advocate a strong case for support.
* Demonstrate the ability to manage time and work load to multitask and achieve goals in a deadline driven environment.
* Demonstrate a genuine appetite to contribute to a collaborative, ethical, and professional team environment.
* Ability to work on the road and/or work at odd hours and on weekends.
* Ability to multitask in a deadline driven environment with a healthy attitude to attaining goals; to work independently and as a member of a staff team; to exercise sound judgment and discretion; to promote collaboration.

4. Education

* Bachelor’s degree required.

5. Years of Experience​

Associate Director of Development:

* 1-3 years in direct fundraising experience.
* 4-6 years transferable professional skills that includes sales and/or developing relationships with high net worth clients or customers, preferably at the major gift level.
* Verifiable track record of successfully soliciting and closing gifts from individuals/organizations.

Director of Development:

* 3-5 years of direct fundraising experience.
* 6-8 years of transferable professional experience that includes sales and/or developing relationships with high net worth clients or customers, preferably at the major gift level.
* Verifiable track record of successfully soliciting and closing gifts from individuals/organizations.

E. PHYSICAL DEMANDS
The physical demands described below are representative of those that must be met by an employee to successfully perform the essential functions of this job. In accordance with the Americans with Disabilities Act, as amended, the California Fair Employment & Housing Act, and all other applicable laws, SCU provides reasonable accommodations for qualified persons with disabilities.  A qualified individual is a person who meets skill, experience, education, or other requirements of the position, and who can perform the essential functions of the position with or without reasonable accommodation.

* Considerable time is spent at a desk using a computer and phone.
* Required to frequently travel to outside constituent meetings.
* Required to travel to other buildings on the campus. May be required to attend conference and training sessions within Bay Area or in-state or out-of-state locations.

F. WORK ENVIRONMENT

The work environment characteristics described below are representative of those an employee encounters while performing the essential functions of this job.

* Typical office environment.
* Mostly indoor office environment with windows.
* Offices with equipment noise.
* Offices with frequent interruptions.
* Driving related to meetings with external constituents.
* Meeting with external constituents at off-campus locations including other offices, restaurants, other private and public venues.
* Ability to work remotely or in a hybrid model and ability to work with a team who may also be working in a hybrid or remote model.

Company Name: 
Santa Clara University