Partner Sales Director

Job Purpose

1. The Partnerships team plays a critical role in selling and developing business partnerships at local, and regional level to landlords and building owners to accelerate the growth of our network. Bringing a proactive and passionate approach, the Regional Director will ensure the entire team is capable of creating their own sales leads, successfully selling the IWG partnership proposition and then rapidly converting all opportunities into signed contracts.  This is a high intensity role, which demands managing a relatively complex sales process and delivering high volumes of activity.
2. Adapting the global network growth framework to make it fit for purpose, plan and promote our market entry, meet, select & sign development agreements with the most appropriate new partners to help deliver against our overall region growth plan.
3. Ensure our brand standards are clear and always adhered to across our network. Accountable for delivering the right growth from the partner business, providing a healthy return on investment for our partners and profitable growth for IWG.  

 Key Responsibilities 

• Leading & driving a team of Partnership Sales Managers;

• Generating awareness and visibility of the IWG partnership proposition in the market by developing B2B connections.
• Identifying contacting and pitching prospective partners through a range of Business Development activities including networking and cold calling.
• Sourcing partners capable of delivering rapid growth of our network through conversion of existing buildings or by quickly securing new buildings.
• Selling the range of partnership solutions to all prospects, converting interest into commercial negotiations and securing board approval for new partnership deals.
• Converting commercial discussions into signed contracts with the support of the IWG legal team.
• Spending a significant amount of time in the field, generating leads, meeting customers and closing deals.

• Ensure all team members deliver at least 12 new deals every year.

• Plan and execute the promotion of our proposition to potential partners and the broader market through all routes to market such as trade shows and their own network.  
• Conduct due diligence with prospective partners and work with legal to get development agreements finalised and signed.  
• Sign deals with partners that allow us to grow the network quickly, in the right locations and profitably whilst giving partners a return on investment.  

Required Skills, Experience & Qualifications

• Senior B2B sales leadership experience in a fast-growing, dynamic multinational business
• Business development background in complex solution / service led sales.
• Previous experience in commercial real estate investment or franchise development is an advantage.
• Proven ability to remotely manage and motivate a business development team to develop, track, and close large deals, with a track record of regularly exceeding targets.
• Flexible and broadminded with a “can-do” attitude, possessing a disciplined approach to business development. 
• Self-starter used to self-generating interest and focusing relentlessly on delivering results.
• Demonstrable track record of sourcing & delivering, at pace, multiple deals of a meaningful scale (€500k+ investment)
• Self-sufficient, deal-focused and can-do mindset, willing to take risks to succeed.
• Outstanding communications skills and the ability to present a compelling narrative to a wide variety of audiences, both large & small.
• Able to work under pressure and to think independently to create interest in a proposition.
• Strong business and financial acumen to give others confidence & to give credibility to the selling process.

About the company

IWG has been at the forefront of flexible working for more than 30 years. With over 3,500 locations around the globe, spanning brands including Regus, Spaces, Signature and HQ, we have made it possible for businesses of all sizes to make the transition to hybrid working, empowering employees to work wherever and whenever is most convenient.

We help more than 8 million people and their businesses to work more productively, supported by a choice of professional, inspiring and collaborative workspaces, communities and services.

As the world’s leading provider of hybrid work solutions, with four times the number of locations compared to its nearest competitor, IWG is already working with over 80% of the Fortune 500 and counts businesses including Amazon, Netflix, EY and Uber amongst its customers.

Companies of all sizes are shifting to flexible working to lower costs, improve employee retention and lower their carbon emissions. The flexible workspace is expected to grow by 600% by 2023, when 30% of all office space will be hybrid. We are growing our network faster than ever to keep up with demand from customers as we work towards our goal of reaching 30,000 centres.

Carbon Neutral Workplaces

IWG’s purpose of helping everyone have a great day at work, while protecting people and the planet is at the heart of everything we do. We are proud to supply all of our customers worldwide with carbon neutral workplaces, and we have a strong climate action plan in place to help us achieve our objective of Net Zero emissions by 2040.

Leading Employer Award
IWG is proud to be the recipient of a Leading Employer Award in both 2022 and 2023. Awarded exclusively to the top 1% of employers, the accolade is testament to our diverse global workforce and the role everyone plays in bringing our purpose, culture and values to life, every single day. 

Join us at https://careers.iwgplc.com/home