Job Description

About the company

 Purpose

This role will be part of the Network Growth Executive Leadership team, reporting to the Chief Investment Officer. IWG has a brand-new opportunity for a world-class Managing Director, Institutional Partnerships who will transform and execute the commercial strategy with large real estate developers, owners and investors. This critical role will drive accelerated network growth in partnership with the major national and international players across North America.

The role will need to take full ownership and accountability for sourcing and securing large, multi-site deals to expand the network through strong relationships with key prospective clients across all asset classes.

IWG has an ambition to get to 30,000 over the medium-term by executing multiple strategies and leveraging multiple channels including (but not limited to):

• Company-owned locations
• Managed partnerships (with building owners)
• Franchise partnerships (with building owners and franchise operators)
• M&A

Specific accountabilities:

 Transform and execute refreshed strategy with real estate

• Manage the business through a comprehensive strategy and executive against
• Act as the advocate of the company’s vision for growth communicating the corporate vision

partners at the highest levels

• Challenge the way IWG establish business relationships with partners from conception through to delivery in key markets through marketing, sales enablement and operational tactics building a pipeline of robust prospects to expand sq footage and the IWG flexible workspace offering.
• Take accountability for the management of relationships with new and existing property partners achieving profitable agreements for both parties
• Make sure we keep abreast of the competition and industry developments to be ahead of the curve on commercial opportunities.
• Hire, manage and train a team of ‘hunter’ minded salespeople to activate the go-to-market strategy and help move deals through the network development funnel
• Establish a CRM strategy that tracks new and existing partnerships growing and expanding the relationships internationally
• Understand the market conditions in a regional, domestic, and global context on workplace trends to enhance partnership offerings
• Negotiate contracts through IWG legal process to completion
• Interface with external partners in person, virtually and at industry events to build relationships and help close deals at the highest level of their organization
• Work with the Chief Investment Officer on market strategies to advise and influence the market on IWG being a partner of choice for property investments and asset management
• Partner with the SVP Business Development Americas on the IWG offering and framework, teaming up on global partnership deals as required

Required Skills, Experience & Qualifications

• Senior B2B solution sales and business development
• Ability to work with customers to map out appropriate financial terms and contract
• Knowledge and understanding of company decision making and business case development
• Experience in corporate real estate business development or real estate consulting is highly desirable.
• Experience of working within a global environment and matrix organizational
• Proven ability to develop, manage, track, and close large Track record of regularly exceeding targets.
• Proven track record in selling to large
• Excellent communicator and ability to develop relationships and influence at a board
• Strategic thinker, with a commercial results-driven
• Flexible and broadminded with a “can-do” attitude, possessing a disciplined approach to

business development.

• Availability to travel internationally at short
• Motivated, self- reliant, ambitious, and looking to join a team with significant growth aspirations

Location: Regionally Based in the United States