Director of Business Development and Strategic Partnerships; Business Partnership Consultant

The Kelley School of Business at Indiana University (IU) is a comprehensive provider of top-tier business education with a full portfolio of undergraduate, graduate, doctoral, and executive programs on campuses in Bloomington and Indianapolis, and online worldwide. The Kelley School has been creating career momentum for 100 years, going from 70 students in 1920 to an enrollment of more than 15,000 students today.

Our innovative curriculum is built on personal development, teamwork, and experiential learning with an emphasis on global and social responsibility. Our success is reflected in our reputation among academic peers, our career placement statistics, and the accomplishments of more than 137,000 living alumni around the globe.

The Director of Business Development and Strategic Partnerships leads growth across Kelley's executive, online, and graduate degree and certificate offerings. This senior individual-contributor role develops employer and organizational partnerships, strengthens direct relationships with prospective learners, and turns market opportunities into enrollment and revenue growth. The role leads through influence and focuses on growth, account development, and commercial performance; routine program delivery, student services, scheduling, compliance administration, and staff supervision remain with operational teams.

• Develops and executes annual and multi-year growth strategies for executive, online, and graduate degree and certificate offerings.
• Uses market demand, program economics, and institutional priorities to identify target segments, channels, offerings, and enrollment and revenue goals.
• Builds and converts a qualified pipeline of employers, associations, government entities, workforce development organizations, and other partners.
• Cultivates senior relationships and leads opportunities from outreach and discovery through solution design, approval, negotiation, launch handoff, and expansion.
• Designs scalable partnership models, including employer-sponsored pathways, corporate cohorts, preferred-provider arrangements, sponsorship models, and stackable credentials, in collaboration with academic, finance, legal, admissions, and operations partners.
• Prepares business cases, proposals, presentations, and forecasts.
• Leads negotiations within delegated authority and coordinates institutional review of pricing, commitments, and agreements.
• Drives direct-to-learner demand and enrollment within partner organizations by defining priority learner segments, messages, events, alumni referrals, and nurture approaches in partnership with marketing and admissions.
• Manages strategic accounts through executive sponsor relationships, account plans, partner reviews, health monitoring, risk resolution, renewal, and expansion.
• Maintains accurate CRM data, opportunity stages, next steps, probabilities, and projected enrollment and revenue.
• Produces executive reporting on pipeline health, conversion, partner performance, market coverage, and forecast accuracy.
• Monitors competitor offerings, pricing, workforce needs, and trends in graduate, executive, and online education.
• Translates findings into recommendations on portfolio, promotion, pricing, and go-to-market priorities.
• Aligns cross-functional teams on decision rights, handoffs, launch requirements, and escalation paths.
• Represents Kelley at employer events, conferences, webinars, information sessions, alumni programs, and partnership and workforce conversations.
• Works with academic leaders, marketing, admissions, enrollment management, alumni relations, employer relations, and program teams, the director guides market strategy, manages the opportunity pipeline, designs partnership models, and maintains…