Kellogg School of Management: Senior Director, Business Development

Description

The Kellogg School of Management is one of the top-ranked graduate schools for management education, with a renowned, research-based faculty and a variety of MBA, Executive MBA and Executive Education (non-degree) programs. Our home is on the Northwestern University campus in Evanston, Illinois, just north of Chicago, with other campuses in downtown Chicago, Miami, as well as our global partner schools.

Our alumni populate all points in the world and are a vibrant community that engages with our faculty and students long after they graduate.

Kellogg School of Management

Senior Director, Business Development

Evanston, Illinois, USA

Kellogg Executive Education is entering a period of meaningful transformation and growth across its Custom, Open Enrollment, and Online portfolios. The Senior Director will play a central role in supporting that growth by strengthening market coverage, increasing revenue predictability, expanding strategic accounts, and identifying new corporate relationships and underpenetrated opportunities. The Senior Director, Business Development, is responsible for the development and maintenance of key corporate/client relationships with Kellogg Executive Education.

Worth an estimated $3-5 million in annual revenues, the relationships overseen by the Senior Director involve prospecting and/or developing educational programs for senior-level client employees. The role requires a highly consultative and client-centric approach. The Senior Director, Business Development will engage clients regularly to understand their business challenges, leadership priorities, and workforce needs, and will work across Kellogg to develop solutions that may draw from multiple Executive Education offerings.

Success will require strong client ownership, disciplined pipeline management, sophisticated relationship development, and the ability to collaborate effectively with faculty and internal delivery teams within a matrixed university environment. The successful candidate will be an accomplished, commercially minded business development leader with the executive presence and judgment to represent Kellogg with senior corporate decision-makers. This individual will bring a sustained record of revenue growth, complex solution selling, and trusted client relationship development, along with the ability to translate business needs into relevant executive education opportunities.

The strongest candidates will combine market insight, disciplined portfolio management, and a highly collaborative working style. They will be equally effective engaging external clients and partnering internally with faculty, leadership, and program teams, while upholding the high-touch service standards and institutional values of Kellogg Executive Education.

• Successful completion of a full 4-year course of study in an accredited college or university leading to a bachelor’s or higher degree; OR appropriate combination of education and experience.
• 10+ years of progressive experience in sales, business development, executive education, consulting, or professional services.
• Demonstrated success leading enterprise-level revenue growth initiatives.
• Proven experience in prospect development and long-cycle institutional sales.
• Experience negotiating complex, multi-stakeholder agreements.
• Proven ability to operate effectively within matrixed, mission-driven environments.
• Knowledge of enterprise revenue strategy & portfolio management
• Skilled executive relationship development and communication skills
• Ability to direct strategic market expansion
• Proven ability for cross-functional executive leadership
• Data-driven decision making