Regional Director of Development, Major Gifts

Job Description

Job Description

Company Description

By working at Harvard University, you join a vibrant community that advances Harvard's world-changing mission in meaningful ways, inspires innovation and collaboration, and builds skills and expertise. We are dedicated to creating a diverse and welcoming environment where everyone can thrive.

Why join Harvard University Central Administration?

Harvard University's Central Administration (CADM) is a 5,000+ employee organization that supports the university's overall excellence by understanding and serving the needs of its schools, students, faculty, staff, alumni, and surrounding communities. Through dynamic and collaborative partnerships, CADM provides high-quality and efficient services to the schools to help them achieve their goals.

Alumni Affairs and Development is a dedicated team supporting Harvard’s advancement activity through front-line fundraising, alumni and volunteer engagement, technology, prospect management and research, business process, events, communications, and many other areas.

Our goal is to create an environment of respect that leverages the many talents, perspectives, and experiences of our employees; to deliver the strongest possible results by incorporating diverse perspectives into our daily work; and to make AA&D a great place to work for everyone. We strive to live our values of respect, inclusion, trust, collaboration, continuous improvement and innovation; and open communication and effective information sharing in our daily interactions and our work.

AA&D is comprised of the Faculty of Arts and Sciences (FAS) Development, Advancement Communications, Events & Donor Relations (ACEDR), University Development and Advancement Solutions (UDAS), the Harvard Alumni Association (HAA), and Office of Talent, Administration and Policy (OTAP).

Job Description

This full-time, exempt position is a member of the FAS Major Gifts team and reports to the Deputy Director of Development, FAS Major Gifts. The incumbent will be charged with developing and executing sophisticated cultivation and solicitation strategies leading to the realization of six and seven-figure major gifts from an assigned portfolio of approximately 100+ alumni and parent prospect households on the West Coast. The Regional Director will partner with colleagues in the Principal Gifts, Major Gifts, Gift Planning, and Harvard College Fund teams, and with volunteers and others throughout AA&D to encourage major gift level support (beginning at $25,000 annually or in the form of $250,000+ multi-year pledges) across the FAS. At maturity, this role will generate $5 million+ per year.

Job-Specific Responsibilities:

• Manage a targeted portfolio of 100+ households in the West Coast region. 

• Responsible for meeting or exceeding assigned goals, including, but not limited to, goals for prospect visits, solicitations, successful gift closures, and dollars raised. Qualify, cultivate, solicit, and steward a portfolio. 

• Acquire a deep understanding of assigned prospects’ philanthropic interests, capacity, and inclination through face-to-face and virtual meetings. 

• Through the development of thoughtful strategies and intentional prioritization of prospects, ensure revenue goals are met by focusing on upgrading donors and through maintaining an active regional presence. 

• Utilize knowledge of prospects’ interests, to develop and execute robust, multi-step prospect strategies. Strategically leverage academic leadership, faculty, and other members of the Harvard community leading to successful solicitation and closure of six and seven-figure gifts. 

• Adhere to all prospect management processes and policies around contact reports, proposals, stage codes etc. to ensure cross-departmental transparency and effectiveness. 

• Serve as a partner to Harvard College Fund, Gift Planning, Major Gift, and Principal Gift colleagues by identifying new prospects, volunteers, and supporting the goals of elevating unrestricted and flexibly restricted support at FAS. 

• Actively seek to improve professional skills, knowledge, and understanding of Harvard by developing relationships with colleagues across campus, attending campus events and activities, and participating in training activities. 

• Travel occasionally with senior academic and administrative leaders. Responsible for securing visits for all leaders and for constructing meetings to effectively leverage each leader’s time to advance prospect strategies. Responsible for communicating meeting strategies through written briefings and pre-visit briefing meetings or calls. 

• Work closely with senior fundraising leaders within FAS Development, the University Development Office, and other Harvard Schools to coordinate strategies for prospects with multi-school affiliations and/or interests. Embrace collaboration with these partners to deepen each prospect’s relationship with the university to maximize giving potential through broad interests. 

• Serve as a leader, resource, and mentor for other fundraisers in the organization by leveraging their fundraising experience, as well as their knowledge of FAS content acquired through their prospect work to inform prospect strategies. Will be expected to contribute productively to prospect strategy reviews and trainings. 

• The above covers the most significant responsibilities of the position. It does not, however, exclude other duties, the inclusion of which would conform with the level of the position. 

 

Qualifications

Basic Qualifications:

• Bachelor’s degree required. 
• Minimum of 7 years of experience in university fundraising or relevant transferable experience required. 
• Ability to travel approximately 35% of working days. 
• You will be expected to work certain events/campus activities, such as reunions each Spring, and participate in department retreats that are taking place on campus in Cambridge, MA.

Additional Qualifications and Skills:

• Successful track record as a fundraiser or transferable experience, with a preference of 5+ years’ of direct solicitation/sales/relationship management experience. 
• Knowledge of complex academic institutions and experience staffing academic leaders in development work strongly preferred.
• Sophisticated and comprehensive understanding of fundraising best- practices.
• Proven track record of significant gift closures and/or relevant transferable experience strongly preferred. Comfortable making solicitations. 
• Strong active listening skills, including an ability to ask sensitive questions with tact. Demonstrated ability to uncover interests, motivations, and objections from prospective donors, clients, or others strongly preferred. Someone who is pleasantly persistent while exhibiting sound judgement.
• Willingness to learn and embrace new ideas and be flexible and open to change. Must be a professional, confidential, honest and trustworthy person. Must have an even disposition and be able to deal effectively and politely with people from all types of backgrounds and experience and in all types of difficult or challenging situations. Must be able to evaluate problems accurately and display good, sound judgment.
• Ability to exercise good judgment in the handling of confidential information.
• A natural affinity for collaboration, leading through influence, and a high level of emotional intelligence. Must be drawn to a challenge and exhibit the patience necessary to advance solutions in a complex and collaborative organization. Demonstrate a personal commitment to excellence as well as an ability to admit mistakes and forgive faults in others.
• Must be a self-starter who is organized, detail-oriented, and able to prioritize and balance multiple tasks in a fast-paced complex environment and has an ability to think strategically and conceptually.
• Excellent communication skills, including the ability to write persuasively and to quickly develop strong relationships with internal and external constituencies to promote a positive and effective collaboration to ensure success.
• Computer literacy required and experience with Windows-based PCs and prospect management databases such as Advance or other relational CRM databases.

Additional Information

Please include a cover letter as a part of your application to help us better understand your qualifications and background. This can provide valuable insight into your experience and interest in the role.

• Orientation and Review Period: 6 months
• Standard Hours/Schedule: 40 hours per week
• Visa Sponsorship Information:  Harvard University is unable to provide visa sponsorship for this position
• Pre-Employment Screening:  Identity, Education
• Required onsite in Cambridge, MA, two days weekly

Work Format Details

This position has been determined by school or unit leaders that some of the duties and responsibilities can be effectively performed at a non-Harvard location. The work schedule and location will be set by the department at its discretion and based upon operational needs. When not working at a Harvard or Harvard-designated location, employees in hybrid positions must work in a Harvard registered state in compliance with the University’s Policy on Employment Outside of Massachusetts. Additional details will be discussed during the interview process. Certain visa types and funding sources may limit work location. Individuals must meet work location sponsorship requirements prior to employment.

Salary Grade and Ranges

This position is salary grade level 058. Please visit  Harvard's Salary Ranges  to view the corresponding salary range and related information. 

Benefits

Harvard offers a comprehensive benefits package that is designed to support a healthy work-life balance and your physical, mental and financial wellbeing. Because here, you are what matters. Our benefits include, but are not limited to: 

• Generous paid time off including parental leave 
• Medical, dental, and vision health insurance coverage starting on day one 
• Retirement plans with university contributions 
• Wellbeing and mental health resources 
• Support for families and caregivers 
• Professional development opportunities including tuition assistance and reimbursement 
• Commuter benefits, discounts and campus perks 

Learn more about these and additional benefits on our Benefits & Wellbeing Page. 

EEO/Non-Discrimination Commitment Statement

Harvard University is committed to equal opportunity and non-discrimination. We seek talent from all parts of society and the world, and we strive to ensure everyone at Harvard thrives. Our differences help our community advance Harvard's academic purposes.

Harvard has an equal employment opportunity policy that outlines our commitment to prohibiting discrimination on the basis of race, ethnicity, color, national origin, sex, sexual orientation, gender identity, veteran status, religion, disability, or any other characteristic protected by law or identified in the university's non-discrimination policy. Harvard's equal employment opportunity policy and non-discrimination policy help all community members participate fully in work and campus life free from harassment and discrimination.