The Senior Director, will be responsible for implementing a sales strategy to build and deliver a pipeline of highly qualified participants for Harvard Business School's Open Enrollment and Custom program portfolio. The role will be a key leader in delivering annual enrollments by working with existing and new clients in the U.S. and International regions.
As part of this strategy, the Senior Director, will:
Manage a staff of sales directors with specific geographic territory responsibilities.
Ensure clear sales targets (applications) are developed for each individual sales team member.
With support from HBS Executive Education marketing deliver a quantifiable pipeline of qualified participants (in the form of applications)
Ensure that the sales members have deep knowledge of the program portfolio as well as other HBS offerings, including those from Harvard Business Publishing and HBX.
Establish clear metrics and strategies to help guide sales in different regions.
Ensure the sales team works with other parts of the sales and marketing organization tracking opportunities in the CRM system.
Work with the team to develop a deep understanding of the executive development market and how HBS creates value for client companies, program participants, faculty, and the institution overall. Find ways to strengthen, enhance, and position the portfolio of programs.
Source and cultivate sustainable productive relationships with senior leaders, including C-suite executives.
Ensure the team captures and shares market intelligence which will help to inform the continued evolution of our portfolio of programs.
Develop a deep understanding of regional organizations and companies and their overall business challenges.
Focus on developing a close partnership between sales directors and program directors to drive sales strategy and increase sales.
Support the event strategy for the region to increase brand awareness and prospect pipeline.
Communicate and utilize the value proposition for the corporate market designed to enable the team to identify, form, and grow longstanding relationships with clients in all targeted regions.
Role reports to the Managing Director, Sales and Marketing
Harvard Business School is unable to offer visa sponsorship for this opportunity
Salary Grade: 060
Union: 00 - Non Union, Exempt or Temporary
10+ years of direct sales/business development experience and 5+ years of direct line management experience.
Must be a strong collaborator who is able to build trust across a wide range of stakeholders. Brings excellent client-facing skills. Ability to focus, engage, and develop high standards of performance and professionalism. Has high levels of emotional and cultural intelligence and is equally confident in data and analytics. Capable of operating in a highly complex environment such as academia, with the particular concerns of higher education, and a nuanced decision-making process. Prior experience selling consulting or academic offerings preferred but not required. Is agile and adaptive to constantly changing client needs and competitive moves. Approximately 30-40% domestic and international travel required.
EQUAL OPPORTUNITY EMPLOYER: We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.
Internal Number: 42530BR
About Harvard University
Harvard University is devoted to excellence in teaching, learning, and research, and to developing leaders in many disciplines who make a difference globally. The University, which is based in Cambridge and Boston, Massachusetts, has an enrollment of over 20,000 degree candidates, including undergraduate, graduate, and professional students. Harvard has more than 360,000 alumni around the world. The University has twelve degree-granting Schools in addition to the Radcliffe Institute for Advanced Study, offering a truly global education. Established in 1636, Harvard is the oldest institution of higher education in the United States.