SENIOR Manager - Outreach

Location: Washington, D.C. or San Francisco Bay Area, CA

About Opportunity@Work

Opportunity@Work is a nonprofit social enterprise with a mission to expand access to career opportunities so that all Americans can work, learn and earn to their full potential in a dynamic economy. Our work aims to leverage and build the collective capacities of employers, educators, tech innovators, social entrepreneurs, and civic institutions to unlock opportunity for over one million Americans in the next decade. By transforming hiring practices, expanding learning pathways and pioneering talent financing, Opportunity@Work and our partners will equip Americans currently overlooked by today's labor market practices to build skills and be hired into well-paid, in-demand jobs across the country.

About the Role

The Senior Manager - Outreach is responsible for identifying opportunities and building the training provider community in the Opportunity Marketplace. The online Opportunity Marketplace will link training providers - bootcamps, community colleges, and other job coaching and skill building organizations - with employers to support more inclusive hiring practices. Specifically, it connects these providers with employers who are willing to hire job seekers without 4-year degrees. As a key member of this small but growing team, this business development leader will identify ways to build and grow the training provider community through consultative outreach conversations, negotiation management, and collaboration with the Customer Success and Product teams to ensure client management excellence. This Senior Manager will also coach and grow junior staff.

Your Responsibilities

You will identify, explore, develop, and manage relationships with inclusive “talent providers”, i.e. training providers, community colleges, and other organizations that support nontraditional jobseekers in developing skills and finding employment.  Responsibilities are in the following areas.

Provider Prospecting

Identify training providers that have an interest in or need for our Opportunity Marketplace.

  • Research, locate, define and target key training provider prospects, requesting referrals through existing connections that fit the target training provider profile

  • Research prospects in advance, establishing rapport and nurturing relationships to fill pipeline with prospective partners/clients

  • Develop lead generation strategies, and rapidly respond to incoming leads

  • Maintain active pursuit of the prospect from lead to closing, identifying business and partnership opportunities by evaluating prospects position in the industry

Provider Acquisition

Introduce providers to our online Opportunity Marketplace and scope their interests in and barriers to participation. Develop relationships to transform prospects into customers.  Formalize their participation in the marketplace through execution of a contract.

  • Understand provider needs,  be able to empathize and ask good questions to understand how their needs are currently being addressed and determine if the Opportunity Marketplace might serve as a solution.

  • Share Opportunity Marketplace product materials and provide product demos that show the Marketplace capabilities and benefits that will resonate most strongly

  • Gain commitment from the provider’s key decision makers to close the sale, negotiate partnership and business contracts with O@W’s legal counsel

  • Partner with our Customer Success team to ensure a smooth hand-off and coordination to maintain the relationship.

  • Travel to provider prospects and customers to build and maintain relationships 

Outreach Strategy

  • Support the executive team as needed to finalize and/or operationalize the Opportunity Marketplace business plan   

  • Create business development strategies to determining targets to meet to attract organizations that train individuals without four-year degrees, develop systems and processes to manage these targets. Formulate short- and long-term goals and formulate plans to achieve both

  • Stay current on industry trends, market activities, potential partners and competitors

Product Expertise and Market Insights

  • Develop a strong understanding of the Opportunity Marketplace, be able to explain in detail how it should, and does work, as well as the the business value it offers Training Providers

  • Support Marketing Team in developing messaging and materials for our target audience

  • Work with providers to identify product improvements or new features to share with O@W development and marketing teams

  • Partner with the Product, Customer Success and Marketing teams to create a holistic, aligned feedback loop

Team and Outreach Management

  • Manage, provide team leadership and develop junior provider outreach staff, delegating tasks as needed

  • Co-develop internal processes with the Customer Success team to ensure that providers continue to receive high quality support throughout their relationship with Opportunity@Work

  • Oversee every step of provider outreach to ensure each link in the chain is strong

  • Model excellent time management, working to goals, tracking calls and activities and managing to deadlines

  • Oversee provider CRM database and ensuring up-to-date outreach data at each stage in the relationship

  • Prepare provider outreach reports, collecting, analyzing, and summarizing outreach progress as well as forecasting and outreach lifecycle data

About You

You have the skills and experience to take on the responsibilities above and you want to be part of a dynamic start-up mission-driven organization. You can describe yourself in some of the following ways:

  • Expertise: You have leadership experience with a job training provider or agency and understand the job training ecosystem, players, challenges, and tools and/or you have outreach experience in a nonprofit with proven success at identifying target nonprofit prospects, developing an acquisition strategy and achieving results in support of nonprofit business goals.

  • Outreach Leader. You have strong executive presence and proven success in closing business. You are equally comfortable working internally to plan and strategize as you are in building client relationships and negotiating deals. You collaborate with and influence colleagues, prospects and clients towards compelling solutions. You are comfortable managing a team of direct reports through the outreach process, you manage for high performance and lead a team to put the customer first. You actively mentor and grow junior staff through your actions and experience.  

  • Communicator. You excel at active listening, asking intelligent questions and showing empathy and interest in others business and pain points. Your able to regulate the tone, volume and pace of your communication, positively impacting client and prospects perception of you. You let your emotion and personality shine through, helping to build trust and rapport. You have excellent presentation skills.

  • Client Centered. You are able to effectively understand customer needs. You desire and strive to do the best job possible for your clients, putting your interests behind theirs, offering the most appropriate solutions that meet their needs. You ideally have existing relationships with and understanding of the Provider market.

  • Adaptable. You are excited by the prospect of rapidly acquiring new knowledge and learning new skills. You can work productively in uncertain environments where roles and work are not clearly defined and you can find opportunity in ambiguity. You embrace and can adapt to change and remain calm during periods of uncertainty. You lean on credible sources to anticipate, act against and reflect upon and learn from past experiences within the organization.  

How to Apply

In line with our mission and values, we will hire for this role based on your demonstrated ability to do the job. As such, here’s what we want you to submit with your application:

  1. Resume or bio. We’re looking for a summarized list of your experiences and skills that describe what you would bring to this role.

  2. Cover letter or personal statement. We’re looking for a brief statement (try to limit to 250 words) on why Opportunity@Work’s mission speaks to you and why you think you are a good fit for this role.

For candidates moving to the interview phase, we will also ask you to do a skills assessment relevant to the role as part of your application process.

Please submit your application with the subject line
“Senior Manager - Outreach” to
joinus@opportunityatwork.org.

You may also mail your application to:

Opportunity@Work, Inc.
1111 19th Street NW, Suite 1180
Washington, DC 20036
Attn: Director of Special Projects

Compensation and Benefits

Opportunity@Work offers competitive salary and a comprehensive benefits package. Some of our benefits include medical/dental/vision, life insurance, both short and long-term disability, flex savings accounts, pre- and post-tax retirement accounts with company match, commuter benefits, professional development funding, flexibility to work remotely when necessary, paid parental leave and generous paid time off.

Accommodations:

Accommodations are available for applicants with disabilities in all phases of the application and employment process. Please email joinus@opportunityatwork.org or call 202-847-4470 to discuss your needs.

Opportunity@Work is an equal opportunity employer committed to hiring a diverse workforce at all levels of the organization. We value and encourage the contributions of our employees and strive to create an environment where everyone can reach their full potential and drive outstanding results. All qualified applicants will receive consideration for employment without regard to race, national origin, age, sex, religion, disability, sexual orientation, marital status, veteran status, gender identity or expression, or any other basis protected by local, state, or federal law. This policy applies with regard to all aspects of one’s employment, including hiring, transfer, promotion, compensation, eligibility for benefits and termination.