Senior Director, Custom Programs & Exec Ed Growth

The Chronicle Of Higher Education, Inc.

Philadelphia (Philadelphia County)

On-site

USD 167,379 - 172,000

Full time

14 days+

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Job summary

The University of Pennsylvania, Wharton School, seeks a Sr. Director, Custom Business Development, Executive Education, to lead the execution of the custom programs growth strategy across in-person and online formats.

The role reports to Senior Director of Revenue and requires building senior relationships, managing a team, and guiding proposal development, contract negotiations, and key client engagements with Fortune 1000-level partners.

Qualifications

Master's degree and 7-10 years of relevant experience, or an equivalent combination of education and experience, required.
Minimum of 7 years of progressive experience in business development, consultative sales, and account management in an executive education, higher education, professional services, leadership development, or corporate learning organization.
Demonstrated experience leading and developing high-performing business development or sales teams, including performance management, coaching, and goal setting.
Experience leading the full business development lifecycle through proactive outbound business development, including strategic prospecting, lead generation, qualification, relationship cultivation, solution development, proposal creation, contract negotiation, and successful deal execution.
Experience collaborating across cross-functional teams, including marketing, product/program development, operations, and executive leadership.
Strong analytical, communication, presentation, and negotiation skills with the ability to influence internal and external stakeholders.
Experience using CRM platforms and pipeline management tools to monitor performance, forecast revenue, and drive business development activities.

Responsibilities

Lead the execution of the business development strategy and oversee day-to-day operations of a team focused on revenue growth across in-person and online executive education offerings.
Own pipeline management, forecasting, and the full business development lifecycle from lead generation through deal execution.
Collaborate with marketing, program development, and academic stakeholders while maintaining senior-level client relationships and supporting contract negotiation and proposal development.
Drive accountability through performance metrics and consultative sales practices.