POSITION: Director of Partnerships & Development

LOCATION: San Francisco, California

WEBSITE: www.frameline.org

ORGANIZATION: Frameline’s mission is to change the world through the power of queer film. As a media arts non-profit, Frameline’s programs connect filmmakers and audiences in San Francisco and around the world. Frameline’s integrated programs provide critical funding for emerging LGBTQ+ filmmakers, reach hundreds of thousands with a collection of more than 250 films distributed nationally, and create an international stage for the world’s best queer film through the San Francisco International LGBTQ+ Film Festival and additional screenings and cinematic events.

REPORTING RELATIONSHIP: The Director of Partnerships & Development reports directly to the Executive Director.

POSITION SUMMARY: The Director of Partnerships & Development is responsible for developing and executing comprehensive fundraising strategies to secure and grow contributed income through corporate sponsorships, strategic partnerships, major gifts, and foundation support. This role leads all aspects of partnership cultivation, stewardship, and relationship management to ensure sustainable, multi-year revenue growth while maintaining the highest standards of partner satisfaction. The Director of Partnerships & Development will be a trusted and valued professional partner to the Executive Director and Board of Directors. Frameline’s 2024 budget is $2.4 million from the following funding sources: membership, sponsorship, festival ticket sales, individual donors, foundations, government grants and distribution.

SCOPE AND RESPONSIBILITIES:

Key responsibilities for the Director of Partnerships & Development include:

Partnership Development and Fundraising:

Strategy:

Set and achieve annual revenue targets for contributed income.
Lead the prospecting and research efforts to identify new funding sources.
Create, secure and foster in-kind contributions and brand partnerships with significant budget-saving goals.
Identify and actively pursue potential revenue generating sources.

Sponsorships:

Design and implement strategies to identify, cultivate, and secure corporate sponsorships, foundation grants, and major gifts to meet annual revenue goals set at the beginning of each fiscal season.
Build and maintain a robust pipeline of prospective partners and donors.
Create and maintain a fair market value of sponsorship benefits that correlate to cash and in- kind gifts, including overseeing of standard “decks” and for solicitation tools; negotiate benefits within a reasonable and fair degree of customization for individual deals.
Create innovative sponsorship packages and giving opportunities.

Individual Giving:

Cultivate and solicit major gifts from high-net-worth individuals, working closely with the executive team and board members to expand the donor base.

Grants & Foundations:

Identify grant opportunities, prepare grant proposals, and manage the grant application process to secure funding from foundations and government agencies.
Develop compelling partnership proposals and grant applications.

Strategic Partnerships:

Negotiate partnership terms and agreements.
Negotiate, draft and execute associated proposals and contracts.

Relationship Management & Stewardship

Serve as the primary relationship manager for corporate sponsors, major donors, foundation partners and grant administrators.
Ensure timely and accurate fulfillment of all partner benefits and contractual obligations.
Develop and maintain sponsor/partner satisfaction measurement systems.
Create and deliver regular impact reports and updates to key stakeholders.
Coordinate cross-departmental execution of partnership deliverables.
Plan and execute strategy to fulfill contractual obligations to sponsors and corporate partners. Creates timelines, seasonal “blueprint” and component deadlines for fulfillment of target goals.
Work with the marketing department to co-lead community partnerships that are specific to programmed films to enhance their marketing outreach through the support of consulates, cultural organizations, and businesses.

Event Management & Logistics:

Create, organize and manage a variety of special events for current and potential donors and sponsors.
Lead the securing of venues, hotels, meeting spaces, etc. for Frameline and its various parties, events and activations.
Provide programmatic support to partner-specific programming such as partner-funded awards presentations, commissions, labs, workshops and more.
Recruit and oversee a team of consultants, individual vendors and interns and volunteers involved in event and sponsor fulfillment to ensure key deliverables are conducted on schedule and high degree of quality.

Strategy & Leadership:

Collaborate with senior leadership to align partnership strategy with organizational goals.
Create strategies and execute activities for building superior brand position for Frameline within the local arts and cultural marketplace, and the national and international art film marketplaces.
Develop annual and multi-year fundraising plans with clear metrics and milestones.
Provide regular reports on partnership performance and revenue forecasting.
Manage partnership budget and resource allocation.
Represent the organization at high-level external events and meetings.
Supervise and mentor development team members as required.
Participates in bi-weekly strategic and goal setting meetings with the Executive Director.
Monitor and report on fundraising performance, ensuring revenue goals are met and expenses are within budget.
Track and analyze partnership performance data to inform strategy.
Prepare comprehensive reports and presentations for internal and external stakeholders.

QUALIFICATIONS:

Experience

Seven to 10-plus years of significant nonprofit fundraising experience and proven track record of raising more than $3 million dollars annually.
Five-plus years of experience in major donor cultivation, corporate sponsorships and solicitation. Proven track record of building donor relationships and closing gifts in the five- six- and seven-figure range.
A proven track record of maintaining effective relationships with donors and determining the optimal scenario for successful gift solicitation.
Experience working with volunteer fundraisers to successfully close major gifts among their networks.
Experience managing complex, multi-year partner relationships.
Proven track record of managing, motivating and developing the full potential of a talented development staff.
Successful experience in making cold calls as well as developing cultivation and solicitation strategies.
Capital campaign experience is a plus.
Experience with Planned Giving is a plus.
Proven track record in grant and/or proposal writing.
Experience working in a recognized donor database system.

Skills

Ability to establish and monitor priorities, maintain flexibility and meet deadlines with limited direct supervision.
Exceptionally strong strategic thinking, analytical and prospect research skills, and goal orientation are essential.
Strong understanding of partnership activation and fulfillment.
Outstanding stewardship and relationship management skills with meticulous follow-through and excellent presentation skills while exercising creativity. Demonstrated donor recognition strategies.
Works well under pressure in a demanding, fast paced work environment. Ability to operate with purpose, urgency and accuracy.
Excellent interpersonal and communications skills with both internal and external constituencies, as well as written and verbal required. Adept at crafting compelling and high-quality proposals, reports, solicitation letters and donor correspondence.
Proven experience in telling the story of an organization and its effectiveness. Excels at articulating organization goals, outcomes, objectives, and evaluation strategies to donors.
Leadership skills; proven results in collaboration and participation with internal and outside stakeholders.
Ability to engage and motivate groups of diverse individuals.
Solid comprehension of, and ability to articulate Frameline’s programming, mission, goals and accomplishments.
Willingness to work a flexible schedule including evenings and occasional weekends.
Excellent research skills.

PERSONAL CHARACTERISTICS:

The Director of Partnerships & Development should embody the following personal characteristics:

A deep commitment and passion for the mission of Frameline and LGBTQ+ cinema.
A personable, flexible, diplomatic, and respectful demeanor.
Proven ability to serve as a team player, mentor, and leader to motivate and inspire staff and colleagues.
Transparency in all work.
A well-organized and focused individual that is capable of and
interested in increasing the effectiveness of the development team.
Proactive approach to work. Someone that is solutions oriented.
A good listener and strategist. Comfortable receiving input from many sources and able to analyze and formulate disparate information to a sound, well-organized plan.
Intrepid yet tactful. Determined yet respectful of others’ concerns. A skilled negotiator who is open to other viewpoints.
Ability to work both independently with minimal supervision and cooperatively in a team environment.
Self-starter with ability to quickly create a positive network of relationships.
A hard worker with a high energy level. A ‘doer’ with a willingness to work hands-on in developing and executing a variety of fundraising related activities.
Ability to work well under pressure and adapt easily to changing situations and priorities. Good judgment and consensus building skills.
Willingness to accept additional responsibilities as requested by the Executive Director and/or Boards of Directors.
Impeccable integrity, entrepreneurial spirit and a sense of humor.

See www.ScottMillerExecutiveSearch.com for full position description.

Frameline

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Director of Partnerships & Development