Business Development Manager (DEI)

SourcePro Search has a fantastic opportunity for an experienced Business Development & Relationship Manager (DEI) with our top-ranked, large law firm client. This role focuses on the development and implementation of strategic DEI-driven business development initiatives to support the growth of diverse executive networks and drive partnerships that enhance funding opportunities for underrepresented entrepreneurs.

Responsibilities:

• Developing new client relationships, both with emerging companies and more mature growth oriented companies, as well as with key venture funds
• Retaining existing clients
• Identifying, managing and maximizing external partnerships that contribute to strategic DEI-driven BD goals
• Raising firm's profile amongst key influencers
• Working with the senior manager of business development and DEI to set ambitious programmatic goals and ensure ongoing dialogue and collaboration
• Formulate and execute on targeting initiatives consistent with the firm’s DEI-drive BD strategy and goals. Research, assess and pursue a desired subset of companies to include, but not be limited to, likely IPO candidates, high growth companies and cross selling of existing clients
• Develop and maintain a targeting list for venture funds and build strong relationships with key fund personnel
• Maintain an up-to-date lead sheet of high quality privately held companies to provide as deal flow to venture capitalists, private equity investors, angles and select service providers. Customize this list quarterly for deal flow meetings with priority funds
• Cultivate relationships with decision makers at prospective clients; pre-qualify the prospects, introduce to appropriate attorney teams, prepare necessary materials and participate in pitches
• Manage service provider referrals by assembling and maintaining a list of professional services "friends" in the ecosystem for collaboration and referrals and plan regular lead share meetings
• In coordination with the firm’s marketing and business development team, drive initiatives that add value and deepen client relationships, including company award nominations, executive resumes / hiring referrals, promoting clients on social media and connections to investment capital, accelerators and other business advisors
• Present focus as a strategic business partner to successfully lead teams to drive DEI of clients and prospects in lead generation
• In close collaboration with senior business development manager – diversity, work with practice group leaders to integrate DEI-driven BD strategies into practice group business plans
• Produce and edit content for DEI/BD pitch materials and work with the marketing team on maintaining relevant content on the firm's DEI web page and social media
• Develop and manage the sales pipeline in Salesforce.com. Use the system for tracking prospects, following up and holding regular team meetings
• Working closely with the firm’s DEI team, understand market research and stay current on industry trends, terminology, and corporate best practices, and help champion those findings internally and externally
• In close collaboration with the Senior Business Development Manager, Diversity, Equity & Inclusion, Marketing and DEI teams, support the management of events/networks to foster a sense of community within key diverse communities represented in the firm's client base enabling the development of meaningful business relationships – this includes building upon the firm’s success with the Black Executive Network (Bex) and Latinx Executive Network (Lex)
• As companies face increasing pressure to include diversity on their boards of directors, leverage the firm's relationships with these diverse networks to continue building a “go-to” referral network for diverse board members
• Identify funding sources interested in backing entrepreneurs from diverse backgrounds and leverage the firm's diverse CXO networks to facilitate funding referrals within these communities
• Manage and innovate system of tagging and sorting companies on the firm’s deal flow list that are led by diverse entrepreneurs to facilitate the development of lead sheets for funds focused on investing in these communities
• Champion the inclusion of qualified underrepresented founders in firm-led and sponsored pitch events and initiatives
• All other duties as assigned or required

Requirements:

• After orientation, exhibit proficiency in the Microsoft Office suite, iManage and other firm applications
• Following training, exhibit proficiency in firm marketing systems software (e.g., CRM tool, SCORE database, PacketPro)
• Ability to work extended and/or weekend hours, as required
• Ability to travel, as required
• 5+ years experience in business development or marketing-related field
• Bachelor's degree in business, marketing, or related field with an emphasis in writing
• Project management experience and direct experience in creating and monitoring sales and business plans, goal tracking and sales pipeline management
• Experience in a professional services environment, with a working knowledge of professional services industries