Managing Director, Technology Sector Business Development

Managing Director, Technology Sector Business Development
Year Up

About Year Up

Year Up believes every young adult has potential and deserves opportunity and economic justice. Year Up’s mission is to close the Opportunity Divide by ensuring that young adults gain the skills, experiences, and support that will empower them to reach their potential through careers and higher education. They are committed to equitable access to economic opportunity, education, and justice for all young adults. Advancing Year Up’s mission is more important than ever. A pervasive Opportunity Divide is preventing talented individuals from earning livable wages and building career paths with leading employers. Millions of young adults are barred from accessing the necessary resources, opportunities, and experiences to achieve upward mobility. At the same time, employers need to fill middle-skill roles but are using human capital practices that unnecessarily constrain their available pool of talent and perpetuate inequality. Year Up is a proven leader in addressing these challenges.
 
Over two decades, Year Up has provided a pathway for tens of thousands of young people to earn successful careers with strong growth potential. Leading companies—including more than one-third of Fortune 100 companies—rely on Year Up as a source of qualified, motivated talent to fill in-demand, middle-skill positions. Since its founding in 2000, Year Up has served more than 34,000 young adults. One remarkable measure of Year Up’s success is that their program has demonstrated the largest sustained earnings gains ever recorded of any workforce program assessed in a randomized controlled trial.
 
Year Up is a national 501(c)3 workforce development organization incorporated in Massachusetts. Year Up has a presence in 27 U.S. markets, including Arizona, San Francisco Bay Area, Charlotte, Chicago, Dallas/Fort Worth, Greater Atlanta, Greater Boston, Greater Philadelphia, Jacksonville, Los Angeles, the National Capital Region, New York City/Jersey City, Pittsburgh, Puget Sound, Rhode Island, South Florida, Tampa Bay, and Wilmington. They are also piloting alternative program approaches in Los Angeles, Hartford, CT, and other markets, working with other talent providers and community colleges to create a broader talent ecosystem that can scale to reach many more young people across the country.  
 
In 2014, Year Up created YUPRO, a wholly owned public benefit corporation, to support the career development of Year Up alumni and others who have successfully participated in post-secondary training programs through job placement, recruiting, and further skills training. Year Up’s advisory services arm, Grads of Life, works closely with corporations to create more inclusive talent practices, and offers consulting services such as frontline manager training. Grads of Life is currently working with the OneTen coalition to help member companies build out a community of practice and learn best practices around areas such as apprenticeships, and upskilling.
 
Having been several times voted one of the Best Nonprofits to Work For in the country by The Nonprofit Times, Year Up is a rewarding place to work. Their staff are passionate, supportive, mission-driven, and committed to positive change and continuous learning. They set high standards for themselves and their students and live by a set of core values that reflect an unshakable belief in the talent and full potential of Year Up students and graduates. The work they do is life-changing, and they know their team is essential in achieving our mission.
 
For more information on Year Up, please visit their website here:
http://www.yearup.org/

The Opportunity
 
Year Up is at a pivotal point in its evolution as corporate America is operationalizing talent in new and innovative ways. Building on a strong foundation of a model that works, the Managing Director, Technology Sector Business Development will participate in Year Up’s progress to rearchitect, enhance, and scale the model. The Executive Leadership Team seeks a mission-oriented, innovative, growth-oriented change agent with a proven technology and sales background to expand and scale the impact of serving employers and preparing young adults for great careers in the technology sector. This is an exciting opportunity for the Managing Director to partner with a passionate, motivated, dedicated, hard-working leadership team to elevate one of the most critical workforce development organizations to the next level.
 
The Managing Director will act as an executive leader at Year Up, committed to ensuring that young adults are provided a runway to achieve their potential in education and employment and collaborating with corporate employers to adapt their human capital practices to create more access for these young adults. Reporting to the National Head of Corporate Engagement, the Managing Director is responsible for leading and expanding the growth strategy and development for the technology industry, the second largest industry within Year Up. As a key leader on the Corporate Engagement team, the Managing Director will be a thought partner and key voice in the go forward 3-year strategy and 25 by 25 strategy. They will collaborate with the leadership team and their peer executive team members to execute the vision, strategy, and goals of Year Up to radically increase access and maximize impact through systems change.
 
An entrepreneurial, relationship builder and manager, prospect development and sales driven leader, the Managing Director will provide oversight and leadership for a critical sales and account management team to carry out a broad set of sales and account management activities for corporate clients.
 
In keeping with Year Up’s values, the Managing Director will have the opportunity to interact with students as a coach, group facilitator, and advocate, participating in creating and sustaining a positive educational environment, with trust among students, faculty, and site leaders.
 
Additional key responsibilities will include:
 
• Lead, develop, and expand a technology sales and account management team to support Year Up’s mission and scale goals in collaboration with executive and other senior leaders across the organization.
• Oversee front line sales and delivery; support maintaining and increasing a $75-90M revenue stream from corporate partners; manage a matrixed, nationwide team of employees.
• Drive performance, ensuring national targets are achieved: 25% of internship opportunities sold 3 months before placement, 65% sold 2 months before placement, and 95% sold 1 month before placement.
• Partner with the National Head of Corporate Engagement and peer Corporate Engagement Leadership team members to develop strategies to radically increase access and maximize impact through systems change.
• Provide change leadership for next phase of employer engagement and lead transformative selling efforts to drive scale and strategic relevancy with corporate clients.
• Identify, nurture, expand and manage existing relationships with Corporate Partners.
• Source, cultivate and steward partnerships with new prospects, key influencers, and constituents in the technology sector.
• Develop and execute strategic plan for increased industry penetration and for the top 5 – 7+ accounts in the technology sector.
• Collaborate across functions to manage supply/demand dynamics and ensure consistent service delivery.
• Leverage cross-site and cross-functional opportunities to create new targets and opportunities.
• Serve as a subject matter expert and brand ambassador for Year Up in the technology space.
• Establish, and Chair, an Industry Council of external thought leaders and experts to inform Year Up product offerings and provide access/referrals to key target prospects in the sector
• Represent Year Up at conferences, meetings/events, in coalitions, and with the media.
• Inspire and provide strong leadership to technology team, ensuring integration and identifying technology and other tools necessary to maximize the team’s effectiveness.
• Maintain working knowledge of all Year Up offerings and maximize the Year Up “share of wallet” for talent pipeline needs as well as the number of employers adopting “Opportunity Employment” practices within the technology industry.
• Serve as a member of Year Up’s Leadership Forum, leading and supporting cross-functional initiatives, and modeling Year Up’s core values and leadership behaviors in all interactions.
• Serve as a member of the Corporate Engagement Leadership Team working in collaboration with fellow colleagues to drive our scale strategy.
• Represent Year Up in the region as a senior leader for various philanthropic efforts.
• Quickly develop an understanding of how work gets done across Year Up and foster mutual understanding across functions and geographic locations in support of one Year Up.
• Model Year Up’s core values and leadership behaviors in all interactions, internally and externally. 
• Actively promote Year Up’s culture (students at the center, core values, DEI, feedback) and leadership behaviors.
• Serve as an exemplary role model who regularly and authentically engages staff and students.
• Engage with students either as a member of a Learning Community or other capacities as opportunities present themselves (mentor, tutor, etc.).
• Additionally, this role may have responsibility for helping to manage relationships with key members of local advisory bodies.
 
Candidate Profile
 
The Managing Director will be both a strategic business leader and natural relationship builder and communicator with a deep level of passion for the mission.
 
While no one candidate will possess every quality outlined for this position, the successful candidate will bring many of the following professional qualifications and personal attributes:
 
• Deep experience and expertise strategically leading a sales team within a complex organization. This may be demonstrated by 15+ years of successful sales leadership experience with at least 5 years in a supervisory role.
• Demonstrated track record in successfully developing and executing a vision and strategy to scale and grow access and impact.
• Proven success as a visionary, inspirational sales leader with an ability to inspire and unify teams and lead through significant change while delivering against goals and promoting client loyalty in a highly demanding, fast-paced environment.
• Demonstrated record of collaborating with customers and proactively anticipating needs to create strategic relationships with existing and new clients.
• Ability to quickly assess the likelihood of a mutually satisfactory business deal for both parties and effectively prioritize the right pursuit decision.
• Proven ability to shift fluidly from business development to active listening and strategically pairing companies, donors, and students with Year Up’s capabilities.
• Track record of leveraging existing connections and/or building new meaningful relationships with C-level executives and major philanthropic players in the technology sector.
• Demonstrated results in team management with a coaching mindset. Ability to attract, retain, lead, and develop highly motivated and productive teams across a geographically dispersed organization.
• Track record in leading through influence.
• Ability to embrace change and thrive in and lead through ambiguity.
• Creative problem solver and consummate collaborator, with the ability to lead through challenging situations, while constructively offering improvements for the future.
• Superb interpersonal and communication skills – a natural relationship-builder with strong emotional intelligence who can build trust and confidence with ease.
• Professional judgment, maturity, and the ability to identify and work through conflict.
• Demonstrated commitment to diversity and inclusion.
• A passion for working with youth, an unshakeable belief in their potential, and a strong commitment to the mission of Year Up.
 
Compensation & Benefits
 
The starting compensation for this position begins at $225,000 based on experience and ability to have broad impact early. The compensation package includes medical, dental, and vision insurance, 401k match, and generous PTO including sabbatical time and parental leave, as well as short- and long-term disability, life insurance, FSA/HAS, EAP, and a professional development stipend.
 
Year Up actively engages individuals from all backgrounds. We are committed to embracing diversity within our organization because we firmly believe that diverse employee teams help us to achieve our best organizational outcomes and provide the most effective support to our young adults as we work to close the Opportunity Divide. We are deeply dedicated to creating and maintaining an inclusive and supportive work environment. Learn more about our commitment to diversity: http://www.yearup.org/about-us/careers/commitment-to-diversity/.
 
As an equal opportunity employer, Year Up is committed to providing employment opportunities to all qualified individuals and does not discriminate on the basis of race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, parental status, genetic information or characteristics, or any other basis prohibited by applicable law.
 
Contact
 
Koya Partners, the executive search firm that specializes in mission-driven search, has been exclusively retained for this engagement. Amy Shea and Angel Santos Burres are leading the engagement. To make recommendations or express interest in this opportunity, please submit your materials here:
https://talent-profile.diversifiedsearchgroup.com/ search/v2/18783
or email yearup_mdcetechsearch@koyapartners.com. All inquiries and discussions will be considered strictly confidential.
 
Koya Partners is committed to providing reasonable accommodation to individuals living with disabilities. If you are a qualified individual living with a disability and need assistance expressing interest online, please email NonprofitSearchOps@divsearch.com. If you are selected for an interview, you will receive additional information regarding how to request an accommodation for the interview process.
 
About Koya Partners
 
Koya Partners, a part of Diversified Search Group, is a leading executive search and strategic advising firm dedicated to connecting exceptionally talented people with mission-driven clients. Our founding philosophy—The Right Person in the Right Place Can Change the World—guides our work as we partner with nonprofits & NGOs, institutions of higher education, responsible businesses, and social enterprises in local communities and around the world.
 
For more information about Koya Partners, visit www.koyapartners.com.