Partnership Sales Manager

Regional Director, Partnership Growth

Position Overview:

Are you interested in leading the workplace revolution in helping people improve the quality of their lives
by enabling every worker around the globe to have a great day at work, every day? Join the mission with
Team IWG.

IWG’s global-leading network of over 3500 workspaces enable people to achieve a great day at work, every
day, and for businesses to operate in practically every city in the world without the need for set-up costs or
expensive capital investment. It provides our customers with immediate cost benefits and the opportunity to
fully outsource their office portfolio. Designed to enhance productivity and connect 2.5 million like-minded
professionals; it is an instant global community, and a place to belong.

We call it Workspace as a Service.

About the company:

IWG is the largest provider of flexible workspace solutions in the world. Trading under a number of brands
(including Regus, Spaces, HQ, Signature, and No18) we have a physical network of over 3500 locations across
1200 cities in 120 countries. Our mission is to help our millions of customers to have a great day at work, every
day.

COVID-19 forced an unprecedented experiment in flexible working, which is now driving a surge in demand for
our flexible workspace solutions. To meet this demand, we are rapidly accelerating the growth of our global
network. To deliver our ambition we are recruiting partners to open and operate IWG locations. Our target
audience are building owners, franchise operators and competitors. We will work with our partners under a
variety of commercial structures demanding a dynamic and broad-based approach to business development.

Find us at www.iwgplc.com

Job Purpose

Reporting directly to the Vice-President, Partnership Growth, the Regional Director, Partnership Growth will
play a critical role in selling and developing business partnerships within their defined market in the Americas.
They will be intrinsically motivated, love to win, highly driven, proactive, and passionate, capable of creating
their own sales leads as well as rapidly converting centrally-driven enquiries.

Success for the RegionalDirector, Partnership Growth, will open up opportunities across the wider IWG
business with the potential to move into general, cross-functional, and international leadership roles.

Key Responsibilities

• Delivering at least 20 new partner locations every year, increasing system revenue by $5 million to $10

million per annum.

• Generating awareness and visibility of the IWG partnership proposition in the market by developing B2B

connections.

• Scheduling and conducting weekly target numbers of discovery meetings and proposal meetings with

identified prospects, with the intent to grow their pipeline of new partner locations towards
commitment and deal signings.

• Identifying, contacting, and presenting to prospective partners through a range of business development

activities including networking, local prospecting, and cold-calling through various tactics such as
LinkedIn, brokerage partnerships, and traditional canvassing efforts.

• 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 prospective customers and

closing deals.

Required Skills, Experience & Qualifications

• Sales and/or B2B business development experience in a fast-growing, dynamic business.
• Self-starter accustomed to self-generating interest and focusing relentlessly on delivering results.
• Proven ability to find & convert deals quickly with tenacity and dedication.
• Demonstrable track record of sourcing & delivering, at pace, multiple deals of a meaningful scale

($250,000 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 value proposition.
• Strong business and financial acumen to give others confidence & to give credibility to the selling

process