Associate Director, Development, Institutional Giving

POSITION DETAILS 

Position Title: Associate Director, Institutional Giving 

Location: U.S. Remote  (Strong Preference to candidates based in Arkansas, California, Colorado, District of Columbia, Maryland, New York, Pennsylvania, Virginia, Wisconsin)

Department: Development  

POSITION SUMMARY 

The Associate Director of Development, Institutional Giving is a frontline fundraiser on Winrock's Development Team. The Associate Director is responsible for building and managing strategic relationships with private foundations, corporations, and other institutional funders. This role focuses on relationship-driven fundraising through cultivation, solicitation, and stewardship of philanthropic partners to secure unrestricted and programmatic support for Winrock's mission. The Associate Director will manage a portfolio of high-value institutional donors and work collaboratively with program teams to align funding opportunities with organizational priorities.  

POSITION RESPONSIBILITIES 

RFP and proposal development (60%): Engage high level institutional funders with the work of Winrock International, and with the program leads. Keep institutional funders and prospect contacts updated through direct communication. 

• Manage and grow a blended Portfolio of approximately 50 corporate, foundation, and other institutional donors and prospects, securing six-to eight-figure grants.
• Oversee the proposal planning, development, and management process, including writing substantial and compelling appeals for philanthropic support primarily from corporate and foundation donors, and managing the process of supplying accurate and timely reports to donors regarding the use, management, and results of funding commitments. 
• Research and analyze the landscape of institutional funders in agriculture, climate, environment, human rights, and other aligned initiatives to identify new funding sources for specific projects and programs that align with Winrock’s strategic priorities.
• Partner with senior leadership and programs to strategically build the fundraising pipeline and engage high-value donors and prospects.
• Organize and staff meetings and/or events to engage corporate and foundation donors and other institutional partners and prospects in partnership with program leads, effectively communicating with all parties via briefings, cultivation and solicitation plans, and direct donor outreach.
• In collaboration with executive team and program leads, technical writers, and communications staff, develop high-level proposals for institutional funders. 
• Oversee internal or external proposal managers to ensure coordinated multi-stakeholder input and manage proposal timelines to ensure high-quality, timely submissions

Fundraising for Corporations and Foundations (30%)

• Lead proactive outreach and relationship-building with strategic institutional funders, including scheduling meetings, site visits, and engagement opportunities
• Build relationships with key decision-makers at target institutions and create opportunities for executive-level engagement
• Lead the development of concept notes, Letters of Inquiry (LOIs), and full proposals for foundation and corporate funders in collaboration with program leads, technical staff, and communications
• Write compelling narratives that articulate program impact, organizational capacity, and funding needs in language tailored to philanthropic audiences
• Adapt programmatic concepts into fundable projects that align with institutional funder priorities and guidelines

Donor Stewardship & Reporting (5%)

• Maintain ongoing communication with institutional funders to share organizational updates, program results, and emerging opportunities for partnership
• Track all donor engagement and funding opportunities in Salesforce, ensuring documentation of donor preferences, reporting requirements, and relationship history
• Coordinate recognition activities and ensure donors feel valued and informed

Strategic Partnership Development (3%)

• Represent Winrock in relevant philanthropic networks, conferences, and convenings to raise organizational visibility and identify partnership opportunities
• Stay current on trends in corporate social responsibility, foundation giving, and institutional philanthropy

Internal Collaboration & Knowledge Management (2%)

• Partner closely with Program to ensure alignment on foundation opportunities that may involve competitive RFP processes
• Partner with Winrock’s internal legal and operational teams to navigate the legal, philanthropic and evolving geopolitical landscape with key institutions and implications globally and ensure partnership alignment to Winrock’s policies & regulations.
• Maintain current knowledge of Winrock's programs, strategic priorities, and fundraising goals
• Contribute to Development team strategy sessions and cross-departmental collaboration

POSITION QUALIFICATIONS

Education: Bachelor's degree required; advanced degree preferred

Experience: Minimum of 8 years of frontline fundraising experience with demonstrated success in securing major gifts, grants, or investments from foundations and corporations. Experience in international development, climate, agriculture, or environmental organizations strongly preferred.

Skills & Competencies:

• Proven track record of achieving fundraising goals and managing high-level institutional donor relationships
• Experience with raising 6-8 figure grants from institutional funders.
• Exceptional written and verbal communication skills with the ability to present complex information in clear, compelling narratives
• Strong relationship-building skills with the ability to engage diverse stakeholders
• Excellent project management, time management, and organizational skills
• Ability to work independently and collaboratively in a fast-paced environment with competing priorities
• Strategic thinker with strong analytical and research skills
• High level of professionalism, creativity, and diplomatic interpersonal skills

Technical Skills: Proficiency in Microsoft Office required. Experience with Salesforce or similar CRM platforms strongly preferred.

Language: English proficiency required

Travel: Up to 15% domestic and occasional international travel for donor meetings and organizational events

Winrock is an equal opportunity employer committed to providing equal employment opportunity for all people. All qualified applicants receive consideration for employment regardless of race, color, religion, sex, gender, national origin, age, disability or any other basis protected by law. 
At Winrock we have a clear mission: Empower the disadvantaged, increase economic opportunity and sustain natural resources through unwavering dedication to accountability, equity, innovation, integrity and transformation.