Sr. Director, Custom Programs, Business Development, Executive Education
The Chronicle Of Higher Education, Inc.
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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.
Skills
Education
Tools
Job description
Job Location: Philadelphia, Pennsylvania
Department / School: Wharton School
The University of Pennsylvania, the largest private employer in Philadelphia, is a world-renowned leader in education, research, and innovation. Penn offers a competitive benefits package including healthcare, tuition benefits for employees and families, retirement benefits, professional development opportunities, wellness programs, and more. The Wharton School, founded in 1881, is a leading business school with campuses in Philadelphia and San Francisco, housing a diverse community and a strong global network.
Posted Job Title: Sr. Director, Custom Programs, Business Development, Executive Education
Director E, Business and Finance
The Senior Director, Custom Business Development, Wharton Executive Education, leads the execution of the business development strategy, manages team performance, and oversees day-to-day operations of a team focused on revenue growth across in-person and online executive education offerings. This role reports to the Senior Director of Revenue and works with senior leadership to align with portfolio priorities, owning pipeline management, forecasting, and the full business development lifecycle from lead generation and qualification through deal execution across segments and modalities.
As leader of the Custom business development function, the Sr Director translates enterprise and portfolio growth priorities into actionable plans, oversees inbound and outbound efforts, and drives accountability through performance metrics and consultative sales practices. The role requires cross-functional collaboration with marketing, program development, and academic stakeholders while maintaining senior-level client relationships and supporting contract negotiation and proposal development across the team.
The role ensures consistent business development approaches across the Custom portfolio and identifies opportunities for growth across industries, regions, and delivery formats.
Success metrics include:
- Revenue growth
- Pipeline health and conversion rates
- Team performance and productivity
- Expansion of strategic client relationships
- Quality and consistency of proposals and contracts
- 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.
- Strong preference for 10-15 years of relevant experience.
- Experience selling customized enterprise learning, talent development, or leadership development solutions to Fortune 1000 global organizations.
- Experience leading geographically dispersed or hybrid business development teams.
- Knowledge of executive education market trends and corporate learning ecosystems.
- Experience developing strategic account growth plans and expanding long-term client partnerships.
- Familiarity with proposal development processes, contracting, pricing strategy, and complex procurement environments.
- Experience working in a matrixed organization with multiple stakeholders and competing priorities.
Philadelphia, Pennsylvania
Pay Range: $167,379.00 - $172,000.00 Annual
Salary offers are based on the candidate's qualifications, experience, and education as they relate to the requirements of the position, in alignment with external market data and Penn internal data.
The University of Pennsylvania is an equal opportunity employer. Candidates are considered for employment without regard to race, color, sex, sexual orientation, religion, creed, national origin (including shared ancestry or ethnic characteristics), citizenship status, age, disability, veteran status, or any class protected under applicable federal, state, or local law.
Background checks may be required after a conditional job offer is made. Consideration of the background check will be tailored to the requirements of the job.
- Health, Life, and Flexible Spending Accounts: Penn offers comprehensive medical, prescription, behavioral health, dental, vision, and life insurance benefits, plus pre-tax flexible spending accounts for eligible expenses.
- Tuition: Tuition assistance for employee, spouse, and dependent children, with eligibility for dependents at other institutions.
- Retirement: Generous retirement plans with pre-tax or Roth options, investment options through TIAA and Vanguard.
- Time Away from Work: Substantial paid time off for vacations, personal matters, and health needs.
- Long-Term Care Insurance: Optional long-term care coverage in partnership with Genworth Financial for eligible family members; health proof requirements may apply for dependents.
- Wellness and Work-life Resources: Programs and resources to support health, family, and work-life balance.
- Professional and Personal Development: Resources to support ongoing development.
- University Resources: Access to libraries, athletic facilities, arboretum, art galleries, and cultural events; many activities may be eligible for free or discounted access.
- Discounts and Special Services: Discounts on arts, entertainment, transportation, mortgages, cars, cell plans, movie tickets, theme parks, and more.
- Flexible Work Hours: Flexible options to balance work and personal commitments.
- Penn Home Ownership Services: Forgivable loan for eligible employees in West Philadelphia for closing costs or home improvements.
- Adoption Assistance: Reimbursement for eligible adoption-related expenses for up to two adoptions in the household.
To learn more, please visit the Penn HR benefits page with the URL provided in the original posting.
Equal Employment Opportunity Statement updated as required by the University.
To apply, visit the Penn job site with the URL provided in the original posting.
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