Director of Institutional Partnerships

Job Description

Job Description

Part American palace, part industrial shed, Park Avenue Armory is dedicated to supporting unconventional works in the visual and performing arts that need non-traditional spaces for their full realization, enabling artists to create, students to explore, and audiences to experience epic and adventurous presentations that cannot be mounted elsewhere in New York City. Park Avenue Armory provides opportunities for employees to enrich and develop their love of the arts while contributing to their specific skills, expertise, and talents.

THE POSITION

The Director of Institutional Partnerships is responsible for the Armory’s foundation, government, and corporate fundraising, which accounts for over $2.3 million annually in general operating support and significant restricted support for artistic productions, new initiatives, and Arts Education program. Primary responsibilities include managing a high-volume portfolio of institutional funders; overseeing proposal and report development in partnership with the Manager of Institutional Giving; overseeing funder crediting; and cultivating and maintaining relationships with key contacts.

The Director of Institutional Partnerships reports to the Director of Development and takes direction from the Chief Development Officer and the Founding President and Executive Producer. The Director supervises the Manager of Institutional Giving and works collaboratively within a larger Development team of 11 staff. Due to the nature of this role and interaction with staff across the organization, this is a fully on-site role. Some evening and weekend work is required.

RESPONSIBILITIES

Foundation, Government, and Corporate Partnerships

• Lead and execute all aspects of institutional fundraising, including foundation grants, corporate partnerships, and government funding. Oversee strategy, proposals, budgets, reporting, renewals, and benefit fulfillment, ensuring timely submission and accurate tracking of funding cycles, deadlines, and key funder communications, including ticketing, events, and membership-related benefits.
• Own and maintain a comprehensive institutional funding calendar, ensuring zero missed deadlines across all foundation, corporate, and government submissions.
• Proactively identify and develop new institutional funding opportunities to support the Armory’s goals and growth, including conceiving, structuring, and securing new partnerships for production funding, event sponsorship, in-kind support, and general operations.
• Serve as the primary relationship manager for a portfolio of foundation, corporate, and government funders to keep them engaged and informed, including maintaining and updating records about conversations and meetings, monitoring participation in events and programs, tracking staffing rotations and changes, and supporting executive-level contact and cultivation.
• Build and grow a corporate portfolio, identifying prospects who’s philanthropic and marketing priorities align with the Armory's artistic and Arts Education programming.
• Structure and negotiate sponsorship packages — production support, event sponsorship, in-kind and media partnerships — and set benefit terms in coordination with Marketing, Special Events, and Production.
• Manage benefit fulfillment end to end, including ticketing, hospitality, entertaining, employee engagement, and recognition, confirming each commitment is delivered as agreed.
• Maintain executive-level corporate relationships and prepare senior leadership for engagement with corporate decision-makers, including renewal and upgrade conversations.

Development

• Oversee funder crediting for all categories of donors, including coordinating the approval process, maintaining the master crediting grid, and working with the Marketing team to ensure appropriate sponsor/funder visibility in all Armory materials.
• Coordinate with the Arts Education team on fundraising activities, including drafting donor communications and invitations across all areas; 
• Partner with the Education team to convene quarterly meetings with Development; and maintain an up-to-date understanding of program schedules and activities.
• Support larger Development and institutional efforts by partnering across artistic, production, education, marketing and finance departments to gather information and shape proposals, ensuring alignment with institutional priorities. 
• Represent the Development team at events and in donor interactions with energy, warmth, and strong interpersonal skills.
• Ensure high-quality stewardship and acknowledgment of corporate and foundation funders, including drafting tailored thank-you and follow-up communications in multiple voices, while maintaining accuracy, consistency, and strong relationships.

Administration and Management

• Lead the Manager of Institutional Giving, setting clear priorities, establishing workflows, and ensuring consistently high-quality output. The Manager of Institutional Giving carries primary responsibility for high-volume drafting; this role focuses on strategy, senior funder relationships, and final review.
• Prepare senior leadership for funder engagement, including developing briefing materials, talking points, and strategic recommendations.
• Manage development and institutional files, records, and documents on the server and within Tessitura for working, reference, and archival purposes.
• Partner with the Director of Development and Chief Development Officer to build and maintain productive and collaborative working relationships within the development department and with other departments.
• Perform other responsibilities as needed and assigned.

SKILLS & QUALIFICATIONS

• Knowledgeable advocate for the arts with exceptional planning and organizational skills. Results and detail-oriented with the ability to manage complex workflows and consistently meet critical deadlines.
• Exceptional writing and storytelling ability, with a proven track record of distilling complex data and evolving artistic work into clear, compelling, and fundable narratives.
• Confident and personable, able to cultivate lasting relationships and represent the organization with charm and professionalism.
• Proven ability to take initiative and work effectively with complex personalities and competing priorities, maintaining professionalism and forward momentum under pressure. Flexible and adaptable, able to manage multiple demands independently or collaboratively.
• Sound judgment, professionalism, and discretion in handling confidential information and sensitive matters.
• Advanced proficiency in Microsoft Office, strong internet research skills, and experience working with CRM databases; Tessitura experience a plus.
• This position is 5 days a week in office, plus occasional weekends and evenings as necessary.

EDUCATION & EXPERIENCE

• Minimum of seven years of experience in institutional fundraising, preferably within performing or visual arts, cultural, or educational organizations.
• Proven success in developing and executing innovative institutional fundraising strategies, resulting in five- and six-figure commitments from foundations and corporate partners, and consistently meeting or exceeding fundraising targets.
• Supervised and mentored development staff, ensuring high-quality proposal submissions, strategic pipeline management, and professional growth.
• A bachelor’s degree is desirable or the equivalent combination of experience sufficient to successfully perform essential functions of the job.

COMPENSATION

Compensation is $110,000–$130,000 annually, commensurate with experience. This is an exempt position.