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Manager of Institutional Giving

Reports to: Director of Institutional Giving

Status: Salaried, Exempt

Important Staff Relationships: Vice President of Development, Director of Research and Prospect Strategy, Director of Individual Giving & Advancement Services, Director of Events, Development Services Coordinator, Controller

Central Role: Opera Philadelphia seeks a Manager of Institutional Giving to collaborate with the Director of Institutional Giving to support the company’s artistic, educational, and strategic initiatives through Opera Philadelphia foundation, corporate, and government campaigns. The Manager will support the grant lifecycle process, including work on grant writing, compelling and relevant documentation, recordkeeping, reporting requirements, budgeting, and gift acknowledgement. The manager will take a key role in corporate giving and sponsorship strategy and will work closely with other members of a talented 10-person fundraising team to advance the philanthropic goals of Opera Philadelphia.


Primary Responsibilities

  • Support the Director of Institutional Giving’s portfolio work, and manage the comprehensive Institutional Giving portfolio:
    • Maintain the comprehensive Institutional Giving calendar.
    • Ensure that Tessitura and other internal records for all institutional files are meticulously maintained, including plan steps, contact reports, and giving projections.
    • Work closely with the Director of Institutional Giving to create and monitor annual and multi-year revenue goals and expenditures, including setting and achieving prospect meeting goals.
    • Support the Director of Institutional Giving to create grant lifecycle documentation, including letters, proposals, budgets, presentations, acknowledgments, and reports for a robust portfolio of foundations, corporate, and government prospects and donors, in both lead and support roles.
  • Maintain and grow a strong portfolio of current and prospective corporate supporters, as well as the occasional individual prospect and/or donor:
    • Manage the full life-cycle of giving including identification, qualification, cultivation, solicitation, and stewardship of these donors and prospects.
    • Set and meet ambitious monthly and annual benchmarks for moving portfolio files through the giving cycle, supported by an aggressive schedule of meetings with corporate and, when appropriate, individual giving prospects
    • Partner with the Director of Events to secure in-kind and financial sponsorships for events throughout the season, especially around the annual Festival O
  • Partner with the Director of Research and Prospect Management, as needed, in the research and identification of new foundation and corporate prospects.
  • Partner with the Director of Institutional Giving to identify new institutional giving sources, developing strategy for engagement
  • Work with other departments to gather data and supporting materials for Institutional Giving needs.
  • Work with the Development Operations team to constantly ensure up-to-date cash and revenue projections and reporting for all institutional files.
  • Attend opera performances, rehearsals, community engagement activities, and donor events, and perform assigned duties, as required.

Related duties as assigned


Workplace Environment

Opera Philadelphia is a fast-paced, collaborative environment suited to professionals who adapt well to change and course-correction, thrive on innovation, and approach their work with a sense of generosity and humility.

Candidate Profile

Education and Experience

  • Bachelor’s Degree required
  • Three years of experience in non-profit administration or development, with significant exposure to grant writing, proposal budget creation, and grant lifecycle management is ideal
  • Excellent written and oral communication skills, with a knack for persuasive writing
  • An editor’s eye for detail, capable of both substantive critique and precise proofreading, is a must
  • Strong interpersonal skills including the ability to listen carefully and target communications to the specific interests of varied audiences
  • Excellent organizational skills and ability to prioritize workload in a timely manner to complete assignments when faced with competing deadlines
  • Knowledge of basic fundraising techniques, strategies, and best practices is required
  • Experience with proposals for arts and arts education a plus

Specialized Knowledge, Skills, and Traits

  • The ideal candidate will be a self-starter and be able to work both independently and collaboratively, displayed by excellent and thoughtful self-assessment of priorities, time, and attention
  • A commitment to discretion and ethical conduct, as outlined in the Association of Fundraising Professionals Code of Ethical Standards and the Association of Professional Researchers for Advancement's Statement of Ethics, is required
  • Office 365 productivity suite proficiency is a plus
  • Experience working with donor databases, research software, and project management software, especially Tessitura, Foundation Directory Online, and Asana and/or Basecamp, a plus
  • Ability to effectively work with a team and forge strong, collegial relationships
  • Ability to work nights and weekends, especially around events and performances, most critically in September, is required
  • Professional manner and appearance in representing Opera Philadelphia at all times


An equal opportunity employer, Opera Philadelphia is committed to fostering an environment in which employees from a variety of backgrounds, cultures, and personal experiences are welcomed and can thrive.


Questions about Membership or this application? Please contact Vincent Covatto, organizational membership manager, at VCovatto@operaamerica.org or by calling 646.699.5237.
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