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Institutional Relations and Sponsorships Manager

Arizona Opera is seeking an execution-oriented, passionate, and energetic Institutional Relations and Sponsorships Manager to join its Development team as the company continues to pursue its vision of artistic vitality, delivery of civic value, audience expansion, and institutional strength and sustainability.

Since 1971, Arizona Opera has produced over 200 fully-staged operas and concerts. As one of the only companies in the country to perform in two major metropolitan cities, Arizona Opera presents artists of both international stature and emerging talent, and each season balances debut artists and the return of favorite performers. In addition to producing five productions each year in both Phoenix and Tucson, Arizona Opera offers in-school touring productions and numerous outreach events for children and adults of all ages. The 2021/22 Season celebrated the company’s 50th Anniversary.

Arizona Opera recently reshaped its strategy around creating the most dynamic artistic program possible for our state, based on a community-centric approach that supports the philanthropic growth necessary to properly support a company of our scale. This strategy shift resulted in the company’s adoption of a new season model launched in the 2018/19 Season, with the new Arizona Opera McDougall RED Series – a two opera chamber series - in the Fall, and the Arizona Opera Main Stage Series in the Winter & Spring, which is comprised of two beloved classics, and one large-scale contemporary opera as part of the Marlu Allan and Scott Stallard Modern Masterworks Series. This transformational shift has not only inspired greater excitement in the work on our stage, but has also encouraged greater community investment in the form of contributed income.

 

Job Title: Institutional Relations and Sponsorships
Location: Phoenix, Arizona
Department: Development
Reports To: Director of Development
FLSA Status: Not Eligible for OT (Exempt)
Classification: Full time

 

The Institutional Relations and Sponsorships Manager is a detail-oriented executor and enthusiastic relationship builder who works closely with the Director of Development to manage all aspects of the institutional funder portfolio (foundations, government, and corporate sponsors), to support the company’s full array of programmatic, educational, and strategic initiatives, including securing sponsorship for the company’s two signature special events: the RED Party, and the annual Gala Luncheon.

The Institutional Relations and Sponsorships Manager serves as the primary manager and creator of all institutional and sponsorship materials. This includes (but is not limited to) creation of sponsorship materials, creation of grant and sponsorship reports, acknowledgments, and management of all institutional giving records. The Manager regularly generates financial reporting and analysis related to institutional giving for the department, and may partner with an outside grant writer during peak periods.

In addition to supporting the institutional relationships of the Director of Development and Associate Director of Development, the Manager will be responsible for a small portfolio of current and prospective institutional funders.

The Manager attends all Arizona Opera performances and special events, as needed, for logistical support and donor relations. They are also responsible for ensuring appropriate crediting and sponsor recognition for all Arizona Opera performances and events, including both individual and institutional production sponsors, in partnership with the department of marketing, communications, and public relations.

 

Essential Job Functions:

Institutional Cultivation and Stewardship:

  • In partnership with the Director of Development and Associate Director of Development, serve as the primary creator of all institutional and sponsorship materials, including (but not limited to) proposals, applications, reports, budgets, correspondence, and other written and financial materials.
  • Manage a small (10-15) portfolio of current and prospective institutional funders, with a strategic focus on new sponsor acquisition and exceptional stewardship of current funders. Portfolio may also include a small group of individual donors & prospects.
  • Proactively identify new corporate and foundation grant opportunities; look for opportunities to initiate contact on behalf of Arizona Opera.
  • Establish and maintain relationships with foundation program officers, business and community leaders, corporate giving managers, and government officials to build increasing levels of engagement and support.
  • Track and report submission and reporting deadlines.
  • Work collaboratively with development, finance, accounting, community engagement, and marketing staff to develop program descriptions, budgets and other materials as required for proposals and reports.
  • Ensure accurate and timely donor recognition for all individual and institutional donors in printed materials, programs, and digital communication
  • Manage timely distribution of sponsorship materials, including communication regarding upcoming events, performance tickets, logo recognition, and other benefits as appropriate
  • Ensure excellent customer service is provided to donors through accessibility to staff and leadership, timely responsiveness, quality in all interactions and personalized communications

 

External Advancement:

  • Serve as the primary staff liaison to the Arizona Opera Business Council, a committee of established business professionals in both Phoenix and Tucson who support Arizona Opera’s efforts in expanding the company’s corporate portfolio.
  • Liaise with institutional partners and the Director of Community Alliances to support programs that will most effectively deepen relationships across the community.
  • Promote Arizona Opera’s goal of becoming a more diverse, equitable, and inclusive organization, collaborating with internal and external stakeholders to build support and feedback on new initiatives, as set by the Director of Community Alliances.
Reports To: 
Director of Development
Job Category: 
Development

Qualifications

  • Minimum 2 years development, fundraising, or related sales experience
  • Knowledge of fundraising principles and the funding process for institutional funders
  • Experience building relationships with community, business, and government leaders
  • Excellent written and verbal communication skills, with demonstrated ability to motivate and inspire through written word; grant writing experience preferred
  • Strong analytical skills, particularly with comprehending and building project budgets
  • Must work evening events periodically
  • Bachelor's degree or equivalent combination of education and experience

 

 

The Successful Candidate Will:

  • Demonstrate comfort in a high growth, high output environment
  • Be a self-starter and goal driven to initiate donor visits and fundraising calls
  • Capacity to effectively prioritize and manage multiple tasks simultaneously to meet deadlines consistently
  • Ability to be self-directed and work independently in an extremely fast-paced work environment focused on growth
  • Must be able to handle sensitive, confidential information with discretion and professionalism
  • Demonstrate leadership initiative, display a positive attitude, show concern for people and community, demonstrate presence, self-confidence, common sense and good listening ability

 

Computer Skills:

  • Proficient with Microsoft Office Suite, including Word, Excel & PowerPoint
  • Proficient with Tessitura or other CRM/donor database software
  • Proficient in web-based research tools

 

 

Physical Demands:

Extended periods at work station, using a keyboard, viewing a computer screen and communicating by telephone and in person. Some special event set up and break down may be required.

 

Work Environment:

Work environment is generally quiet, and in an office setting, but intensifies during periods when the company is in production.

 

Travel/Other Requirements:

Reliable transportation required and must be able to travel statewide. Flexible schedule that will require working some nights and weekends to attend events, performances, rehearsals, etc., as required.

 

 

The duties listed above are intended only as illustrations of the various types of work that may be performed. The omission of specific statements of duties does not exclude them from the position if the work is similar, related, or a logical assignment to the position.

The job description does not constitute an employment agreement between the employer and employee and is subject to change by the employer as the needs of the employer and requirements of the position change.

 

The Arizona Opera is an Equal Opportunity employer. The Arizona Opera does not discriminate against an Employee or candidate for employment because of his or her race, color, religion, sex, gender identity, sexual orientation, national origin or nationality, age, disability, veteran status, marital status or any other legally protected status. We prohibit discrimination in all aspects of employment, including recruitment, hiring, compensation, benefits, engagements, assignments, training, discipline, termination, promotions or other conditions of employment or career development. We offer reasonable accommodations where necessary to candidates for employment and to our qualified employees with disabilities.

 

To apply, please send a cover letter and resume to hr@azopera.org.