Description

Position Type:

Regular

Hiring Range:

$115,200 - $129,600 per year; Compensation will be based on education, experience, skills relevant to the role, and internal equity.

Pay Frequency:

Annual

OVERVIEW

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

The Principal Gifts team (PG) supports transformative fundraising gifts, each in excess of $2,000,000 at Santa Clara University by providing customized information and analyses that contribute to building and maintaining donor relationships and strengthening connections to the University. The PG team works collaboratively with each other, including the development officers, prospect management and analytics, and other teams in university relations and offices across campus, to ensure the university meets its fundraising goals.

Reporting to the Senior Associate Vice President for Principal Gifts and Development (AVP), the Director, Principal Gifts Research is responsible for assessing wealth, giving capacity and propensity of prospective donors to meet the campus fundraising goals and objectives. The Director, Principal Gifts Research works in close partnership with the principal gift team to oversee principal gift prospect identification, prospect research, portfolio development, and critical accounting interactions with PG donor’s wealth advisors. This role produces and manages quarterly and annual donor reports for donors to scholarships, professorships, capital, academic priorities and programmatic areas. The Director, Principal Gifts Research analyzes large and complex data and monitors news alerts, employment changes, stock sales, IPO offerings, and public records for PG prospects while supporting the strategic and tactical planning and operation effectiveness of the unit’s and overall university’s fundraising.

This position allows for a flexible work schedule: hybrid - working from both the office and home.

B.    ESSENTIAL DUTIES AND RESPONSIBILITIES 

• Independently lead large and complex projects that have multiple tasks and competing deadlines.

• Advise the Sr. AVP on developing and implementing PG guidelines and procedures, priority setting, and new initiatives.

• Design and implement comprehensive data-mining and proactive prospect identification projects for fundraising initiatives.

• Initiate and lead projects to make PG’s work more efficient and effective to improve service to academic units and University Relations.

• Proactively identify and research successful and generous prospective donors whose philanthropic interests match the University’s priorities and initiatives.

• Research, analyze, and maintain information on prospective donor’s backgrounds, interests, and philanthropic propensity using a variety of electronic databases, public records, publications, and on-line services.

• Oversee regular portfolio reviews with the Principal Gifts team, to advise prospect strategy, track pipeline development, and optimize portfolios.

• Analyzes and identifies trends and develops actionable recommendations for Principal Gift officers and University Relations leadership.

• The Director, Principal Gifts Research will have liaison relationships on behalf of the PG team with various departments within University Relations and across campus, including Dean’s Offices, faculty members, Registrar’s Office and Admissions.

• Interpret and analyze biographical and financial information on individuals and where appropriate, corporations and foundations, based on fundraising strategies and objectives.

• Respond promptly to all research inquiries which may include financial assets, potential for philanthropic support, business and professional affiliations, areas of interest and other university affiliations.

• Support and promote the PG program, including conducting prospect strategy meetings, prepare routine reports of prospect information, and advising fundraisers other development staff on prospect management guidelines and procedures.

• Assist Sr. AVP in mentoring and training PG team members.

• Coordinate proactive use of the CLARA (CRM) database to support moves management, including assignments, moves tracking, proposal tracking, and task management.

• Collaborates with PMA to develop, document and implement policies and procedures for managing principal gift prospect information.

• Other duties as assigned.

C.    PROVIDES WORK DIRECTION 

• Provide oversight and guidance to student workers assigned to Principal Gifts.

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. 

1.    Knowledge

• Knowledge of fundraising and proven experience in producing, analyzing, and interpreting data to drive fundraising strategies.
• Demonstrated knowledge of project management, including proficiency in developing and implementing complex data projects.
• Mastery of current prospect research techniques, methods, and resources.
• Demonstrated knowledge and expertise in research and prospect management, with specific experience in research techniques and prospect management strategies. Proficiency in conceptualizing and implementing prospect identification, research/profiling, and relationship management methodologies to support organizational goals.
• Proficiency in the evaluation of gift capacity through standard wealth-assessment formulas and with systems of ranking and prioritizing prospects based on giving capacity, interest and readiness.  Experience with turning wealth assessment information into intelligence with direct usefulness for frontline fundraisers, prospect strategies or solicitation plans. 
• Understanding of advancement information systems including software and business best practices.
• Understanding and appreciation of the mission of Santa Clara University and the vision and values of a Jesuit Catholic educational 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 relationships, 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.
• Experience managing and coordinating complex projects that have multiple tasks with competing deadlines. Superior organization skills, attention to detail, and ability to follow through on projects. 
• Positive attitude, sense of humor and flexibility.
• Strong quantitative and analytical skills and facility with projections and forecasting.
• Proficiency in using fundraising (CRM) database.  Proficiency and experience in Microsoft Office products, spreadsheets (including advanced Excel functions), Google products (i.e. Google docs, Gmail, etc.), and an ability and willingness to learn new software if needed.
  • Excellent oral and written communication skills.
  • Strong customer service skills and a proven ability to work patiently, persuasively, and effectively with a wide variety of people.

3.    Abilities

• Mastery of current prospect research techniques, methods, and resources. Demonstrated knowledge and understanding of the role of prospect research and management in the fundraising process. 
• Demonstrated ability to write and speak clearly and persuasively; discretion and ability to manage sensitive information appropriately. Ability to maintain strict confidentiality in all aspects of work.
• Ability to work independently and the ability to establish and maintain cooperative working relationships.
• Demonstrated ability to carry out multiple projects simultaneously and with maximum independence.
• Demonstrated leadership experience, particularly with cross-departmental teams.
• Ability to solve problems creatively and effectively, and work under tight and shifting deadlines.
• Understanding of academic fundraising and ability to formulate productive partnerships with fundraisers, other SCU colleagues and external constituencies.
• Ability to communicate and work effectively with individuals from diverse backgrounds and cultures.
• Ability to communicate with technical staff, non-technical staff and a demonstrated understanding of data analysis

4.    Education

• Bachelor’s degree or equivalent years of experience required.

• Graduate or professional degree preferred. 

5.    Years of Experience

• Minimum 6 + years of direct experience in the research and prospect management/development field (or closely related field), preferably at a higher education institution.

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 terminal.  

• May be required to travel to other buildings on the campus.

• May be required to attend conference and training sessions within Bay Area or in- or out-of-state locations.

• May be required to occasionally travel to outside customers, vendors or suppliers.

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.

Telecommute

Santa Clara University is registered to do business in the following states: California, Nevada, Oregon, Washington, Arizona, and Illinois. Employees approved to telecommute are required to perform their work within one of these states.