Executive Director of Planned Giving

Position Title:

Position Type:

Hiring Range:

$159,800- $207,700;

Compensation will be based on education, experience, skills relevant to the role and internal equity

Pay Frequency:

Overview

Santa Clara University is a comprehensive Jesuit Catholic university located in California's Silicon Valley, offering its 9,000 students rigorous undergraduate curricula in arts and sciences, business, and engineering, as well as master's, Ph.D., and law degrees.

Ranked among the top 15 percent of universities nationwide by U.S. News and World Report, Santa Clara University is California’s oldest operating institution of higher education. The University is focused on creating an academic community that educates citizens and leaders who will build a more just, humane, and sustainable world.

University Relations builds Santa Clara University’s excellence and character by strengthening relations with alums, parents, and friends of the University, raising public awareness, and increasing private philanthropy.

Purpose

As a key part of the overall effort to enhance the resources, reputation, and relationships of Santa Clara University, the Senior Executive for Planned Giving (SEDPG) has a key leadership role in building and managing a key revenue-generating division within Individual Giving, during this transformative time for the University. Following the commitment of Santa Clara University’s Board of Trustees to adopt an ambitious, far-reaching strategic plan and related comprehensive campaign, the University seeks to attract a talented, inspirational development leader to help complete our upcoming $1B+ campaign and lay the foundation for future comprehensive campaigns.

Reporting to the Assistant Vice President, Individual Giving (AVP), the SEDPG plays a leading role in the strategic development of the Individual Giving development team, campaign planning, and implementation of SCU’s comprehensive campaign. The SEDPG will directly manage four Gift Planning Officers (Executive Dir., Senior Dir., and 2 Directors), aligning with Impact 2030 and the strategic plan outlined by the president and provost of the University. These Gift Planning Officers will collaborate with senior university administrators, deans and directors, as well as with various schools, colleges, and three centers of distinction in the planning and execution of tax-wise gifts, including outright gifts, real estate, trusts, and all forms of deferred giving (estate planning, bequests, and other life income gifts). Planned gifts at the University represent 30% or more of the overall dollars raised annually. Their objective is to achieve the goals outlined in the strategic plan and the current fundraising campaign. This will be accomplished by identifying funding opportunities and creating strategies to engage prospective donors, all within a centralized development program environment. They will be responsible for managing relationships and securing philanthropic gifts from prospective donors capable of making gifts of  $100,00.00 - $1,999,999 and more.

The SEDPG collaborates with the AVP in developing strategic direction around planned gifts and oversight for the Planned Giving Development team, as well as the existing Principal Gift and University-wide Major Gift and Parent Giving teams. The SEDPG serves as the primary liaison with the vice presidents, deans, and directors of schools and centers to identify funding priorities, engage and cultivate donors, and develop strategies to secure gifts totaling $15M+ annually from the team. They will ensure that the team operates effectively, utilizing resources to engage a highly loyal and diverse group of donors, alumni, parents, and friends. Additionally, the SEDPG will balance ambitious goal-setting with processes that support both group achievement and individual development.

The Senior Executive Director for  Planned Giving will also be a key frontline fundraiser, maintaining a portfolio of 125 major gift prospects. He or she will lead the identification, cultivation, solicitation, and stewardship of prospects targeted for gifts between $100,00 and $1,999,999 and above as estate and life-income gifts dictate.

This position is eligible for a flexible work schedule:3:2  hybrid - work from the office and home.

Essential Duties & Responsibilities 

• Lead the development of the  Planned Giving team.

• Serve as a core member of the University Relations’ Individual Giving Leadership Team.

• Foster and lead collaboration between University Relations and the schools and centers for planned gifts.

• Establish and oversee annual and long-term objectives for the Gift Planning Officers, executing plans to meet financial goals and University priorities.

• Hire, train, lead, and manage the Gift Planning Officers, coordinating their efforts across campus and directing their activities and strategies to secure gifts ranging from $100,000 to $1,999,999 in support of the University’s strategic priorities.

• Will co-manage and provide direction to a shared Development Operations Manager, who will deliver essential operational and administrative support. 

• Lead by example, fostering a culture of excellence, transparency, collaboration, and professional growth.

• Provide leadership, motivation, and direction to the Gift Planning Officers to advance effectiveness, efficiency, and professionalism, with a focus on campaign objectives.

• Effectively represent Santa Clara University to a wide range of internal and external constituencies and stakeholders.

• Collaborate with the AVP in developing, leading, and managing the advancement strategy for planned gifts, including identification, cultivation, solicitation, and stewardship of portfolios.

• Consult and collaborate effectively with the schools and centers to contribute to strategic planning, decision-making, and goal setting for the Planned Giving  team, advancing the strategic priorities of University Relations.

• Provide accurate, appropriate, and timely information to the AVP, including reports, analytics, and recommendations.

• Be a leading contributor to identify, recruit, develop, train, supervise, and evaluate fundraisers and administrative staff, including performance reviews and professional development.

• Act as an engaged partner, building and fostering relationships with the schools and centers. Proactively identifying goals, opportunities, best practices, and effectively addressing concerns.

• Provide meaningful opportunities for professional growth and development.

Specific Responsibilities 

• Regularly reports to the AVP on forecasts and personal fundraising performance from the Gift Planning team.

• Manages a portfolio of up to 125 prospects, creating and executing plans to cultivate and solicit these prospects in support of the campaign’s goals.

• Achieves an annual fundraising goal, determined and approved by the AVP, typically ranging from $2M - $5M.

• Ensures active and effective strategies are implemented for all assigned prospects, including the timely and accurate utilization of the CRM fundraising database.

• Meets regularly with direct reports to review and oversee fundraising performance related to campaign goals and to advise on fundraising strategies.

• Partner with the Senior Director of Prospect Management and Analytics to identify and approve prospects for assignment and to oversee the development and effectiveness of fundraisers’ portfolios.

• Oversee the budget, monitor spending, and advocate for additional resources as needed.

• Special projects and other duties as assigned.

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.

This position requires the ability to effectively establish and maintain cooperative working relationships within a diverse multicultural environment.

 1. Knowledge

• Knowledge of higher education planned giving programs.

• Knowledge of gift planning vehicles, federal and state income, estate, and gift tax regulations, and charitable estate planning laws and techniques; functional knowledge of the law of nonprofit organizations and general estates, gift and income tax law, and due diligence procedures in the acceptance of non-cash gifts, such as real estate, securities, in-kind, etc.

• Demonstrated comprehensive and thorough understanding of planned giving programs, major giving, and annual giving, with an emphasis on personal solicitations. Successful record of securing planned and major gifts of six figures and above, and securing accounts with high net worth individuals.

• Knowledge of major gift fundraising principles and ability to participate in a complex development program, especially within an educational organization. Understanding of academic, scholarship, and education functions and operating principles at the university level.

• Understanding of donor/client-driven customer service.

• Knowledge of scholarship and financial aid programs.

• Experience in budget development, implementation, and tracking. 

• Strong knowledge of Microsoft Office products (Word, Excel, PowerPoint).

• 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 alliances, and achieve results within a population with competing interests, opinions, and /or expectations.

• Excellent organization and presentation skills.

• Excellent oral and written skills and the corresponding analytical skills needed to establish strategic fundraising goals and report on results. 

• Demonstrate strong active listening skills and the ability to negotiate positive outcomes.

• Positive attitude, sense of humor, and flexibility.

• Proficiency in using a fundraising database (or similar).

• Required to have a valid driver’s license and personal vehicle available for frequent travel to business meetings (mileage is reimbursed under federal guidelines).

3. Abilities

• Demonstrated ability to identify and implement major gift strategic planning and solicitation strategies in support of strategic initiatives.

• Demonstrate a level of comfort working and communicating with top executives, community leaders, and/or University leadership. Ability to motivate, build long-term relationships with, and gain the respect of internal and external clients.

• Ability to assist donors with the understanding of SCU’s acceptance process for outright gifts and life income gifts of real and personal property, including due diligence procedures and IRS compliance for charitable gifts.

• Demonstrated ability to develop and successfully implement a department team annual plan and to successfully direct the gift planning team in a goal-oriented environment.

• Ability to make a persuasive verbal and written case for supporting key programs and projects, effectively matching the interests of prospective donors to specific university needs.

• Ability to develop and maintain effective working relationships with all levels of internal and external constituents.

• Ability to interact with high-level donors and the ability to maintain a high level of professionalism, discretion, and confidentiality.

• Demonstrated ability to craft solicitation strategies in support of strategic initiatives.

• Verifiable track record of soliciting individuals/organizations for financial investments and the ability to articulate and advocate a strong case for support.

• Demonstrate the ability to manage time and workload, to multitask, and achieve goals in a deadline-driven environment.

• Ability to lead, manage, motivate, and supervise staff.

• Ability to collaborate, build alliances, and achieve results within a population that may possess competing interests, opinions, and /or expectations.

• Demonstrate a genuine appetite to contribute to a collaborative, ethical, and professional team environment.

• Ability to work on the road and/or work at odd hours and on weekends.

• Demonstrated ability to multitask in a deadline-driven environment with a healthy attitude to attaining goals; to work independently and as a member of a staff team; to exercise sound judgment and discretion; to promote collaboration.

Education and Years of Experience

• Bachelor's degree required, advanced degree preferred.

• Minimum 12+ years of related professional experience, with a preference for leadership in higher education advancement roles

•  7+ years of direct major gift fundraising experience. Verifiable track record of raising $1,500,000 and above annually. 

• 6+ years of experience managing a professional fundraising team, with a strong emphasis on metrics to improve fundraising performance through accountability.

• 5+ years of direct supervision experience; track record of recruiting, hiring, training, and mentoring teams.

• Valid driver's license. 

 Preferred Qualifications 

• Juris Doctor Degree. 

• Experienced in university fundraising with broad knowledge of the principles and practices of major gift fundraising, and a verifiable track record of meeting an annual individual goal of $2M+

• Experience in building fundraising teams and managing director-level fundraisers.

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 the 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 and phone.

• Required to travel to outside constituent meetings frequently.

• Required to travel to other buildings on the campus. May be required to attend conferences and training sessions within the Bay Area or in-state or out-of-state locations.

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 an indoor office environment with windows.

• Offices with equipment noise.

• Offices with frequent interruptions.

• Driving related to meetings with external constituents.

• Meeting with external constituents at off-campus locations, including other offices, restaurants, and other private and public venues.

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.

EEO Statement

Equal Opportunity/Notice of Nondiscrimination

Santa Clara University is an equal opportunity employer. All qualified applicants are encouraged to apply and will receive consideration for employment without regard to race, color, ethnicity, national origin, citizenship, ancestry, religion, age, sex, sexual orientation, gender, gender expression, gender identity, marital status, parental status, veteran or military status, physical or mental disability, medical conditions, pregnancy or related conditions, reproductive health decision making, or any other characteristic protected by federal, state, or local laws.  For a complete copy of Santa Clara University’s equal opportunity and nondiscrimination policies, please visit the Office of Equal Opportunity and Title IX website at  https://www.scu.edu/title-ix/. 

Clery Notice of Availability

Santa Clara University annually collects information about campus crimes and other reportable incidents in accordance with the federal Jeanne Clery Disclosure of Campus Security Policy and Campus Crime Statistics Act. To view the Santa Clara University report, please visit the Campus Safety Services website. To request a paper copy please call Campus Safety at (408) 554-4441. The report includes the type of crime, venue, and number of occurrences.

Americans with Disabilities Act

Consistent with its obligations under the law, Santa Clara University will provide reasonable accommodations to applicants and employees with disabilities.  Applicants who wish to request a reasonable accommodation for any part of the application or hiring process should contact the Department of Human Resources ADA Team at [email protected] or by phone at (408)554-4392. Please note: This contact information is intended for accommodation requests only. Resumes or inquiries about application status sent to this inbox will not be reviewed or forwarded. For resumes or questions regarding application status, please contact [email protected].