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Job description


Managing Director Institutional Partnerships (23518)

  • Location City:
  • Country:
    United States
  • Location Type:
  • Contract Type:
  • Employee Type:
    Full Time
  • IWG


Job Description


Job Title:

Managing Director, Institutional Partnerships

Location :

Regionally Based (New York, Chicago, Atlanta, Los Angeles)

Reporting To:

Chief Investment Officer, North America


About the company


IWG is the unrivalled global leader in flexible workspace, six times the size of our nearest

competitor. With 14 different brands, an impressive array of support services, and a world-class, end-to-end digital platform for connecting companies to workspace, we're fully invested in our customers success.


Our companies help more than 8 million people and their businesses to work more productively. We provide workspace for the world’s largest companies, delivering sustainable demand and income for our partners.

Digitalization and new technologies are transforming the world of work. People want the personal productivity benefits of living and working how and where they want. Businesses want the financial and strategic benefits. Our customers are start-ups, small and medium-sized enterprises, and large multinationals. With unique business goals, people and aspirations. They want workspaces and communities to match their needs. They want choice.

Through our companies we provide that choice, and serve the whole world of work: Regus, Spaces, No18, HQ and Signature, just to name a few. We create personal, financial and strategic value for businesses of every size. From some of the most exciting companies and well-known organizations on the planet, to individuals and the next generation of industry leaders. All of them harness the power of flexible working to increase their productivity, efficiency, agility and market proximity.

Learn more about what we do for our team members and customers: www.iwgplc.com and what we do for our partners: https://www.iwgplc.com/en-gb/develop-a-location



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



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Chicago, United States of America
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