Sr. Director, Custom Programs, Business Development, Executive Education

Sr. Director, Custom Programs, Business Development, Executive Education

University
Overview

The University of Pennsylvania, the largest private employer in Philadelphia, is a world-renowned leader in
education, research, and innovation. This historic, Ivy League school consistently ranks among the top 10 universities in the annual U.S.
News & World Report survey. Penn has 12 highly-regarded schools that provide opportunities for undergraduate, graduate and continuing
education, all influenced by Penn’s distinctive interdisciplinary approach to scholarship and learning. As an employer Penn has been ranked
nationally on many occasions with the most recent award from Forbes who named Penn one of America’s Best Large Employers in
2023.

Penn offers a unique working environment within the city of Philadelphia. The University is situated on a beautiful urban
campus, with easy access to a range of educational, cultural, and recreational activities. With its historical significance and landmarks,
lively cultural offerings, and wide variety of atmospheres, Philadelphia is the perfect place to call home for work and play.

The
University offers a competitive benefits package that includes excellent healthcare and tuition benefits for employees and their families,
generous retirement benefits, a wide variety of professional development opportunities, supportive work and family benefits, a wealth of
health and wellness programs and resources, and much more.

Posted Job Title
Sr. Director, Custom Programs, Business
Development, Executive Education

Job Profile Title
Director E, Business and Finance

Job Description
Summary
Wharton School Overview
Founded in 1881 as the world’s first collegiate business school, the Wharton School of the
University of Pennsylvania is shaping the future of business by incubating ideas, driving insights, and creating leaders who change the
world. With campuses in both Philadelphia and San Francisco, Wharton has over 850 staff, a faculty population of more than 235 renowned
professors, and 5,000 undergraduate, MBA, executive MBA, and doctoral students. Each year 13,000 professionals from around the world advance
their careers through Wharton Executive Education’s individual, company-customized, and online programs. More than 104,000 Wharton alumni
form a powerful global network of leaders who transform business every day. Wharton is home to a dynamic community of staff, bringing a wide
range of skills, experiences, and perspectives. To learn more, visit www.wharton.upenn.edu.

The Senior Director, Custom Business
Development, Wharton Executive Education, is responsible for leading the execution of business development strategy, managing team
performance, and overseeing the day-to-day operations of a team of Directors focused on driving revenue growth across in-person and online
executive education offerings. Reporting to the Senior Director of Revenue and working closely with the Sr Executive Director, Custom, and
the Sr Executive Director, Live Online, this role ensures alignment with portfolio priorities while owning pipeline management, forecasting,
and the full business development lifecycle, from lead generation and qualification through deal execution across segments and modalities.

Serving as the leader of the Custom business development function, the Sr Director translates enterprise and portfolio-level growth
priorities into actionable plans, oversees both inbound and outbound efforts, and drives accountability through performance metrics and
consultative sales practices. The role also requires cross-functional collaboration with marketing, program development, and academic
stakeholders, while maintaining senior-level client relationships, contributing directly to high-value deals, and supporting contract
negotiation and proposal development across the team.

Job Description

The role also plays a key role in ensuring
consistent business development approaches across the Custom portfolio and in identifying 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

Minimum 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.

Preferred Qualifications

• Strong preference for 10-15 years of relevant experience.
• Experience
  selling customized enterprise learning, talent development, or leadership development solutions to Fortune 1000 or 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.

Job Location – City, State
Philadelphia, Pennsylvania

Department /
School
Wharton School

Pay Range
$167,379.00 – $172,000.00 Annual Rate
Salary offers are made based on
the candidate’s qualifications, experience, skills, and education as they directly relate to the requirements of the position, and in
alignment with salary ranges based on external market data for the job’s level. Internal organization and peer data at Penn are also
considered.

Equal Opportunity Statement

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.

Special Requirements
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.

University
Benefits

• Health, Life, and Flexible Spending Accounts: Penn offers comprehensive medical, prescription, behavioral
  health, dental, vision, and life insurance benefits to protect you and your family’s health and welfare. You can also use flexible spending
  accounts to pay for eligible health care and dependent care expenses with pre-tax dollars.
• Tuition: Take advantage of
  Penn’s exceptional tuition benefits. You, your spouse, and your dependent children can get tuition assistance here at Penn. Your dependent
  children are also eligible for tuition assistance at other institutions.
• Retirement: Penn offers generous retirement
  plans to help you save for your future. Penn’s Basic, Matching, and Supplemental retirement plans allow you to save for retirement on a
  pre-tax or Roth basis. Choose from a wide variety of investment options through TIAA and Vanguard.
• Time Away from Work:
  Penn provides you with a substantial amount of time away from work during the course of the year. This allows you to relax, take vacations,
  attend to personal affairs, recover from illness or injury, spend time with family-whatever your personal needs may
  be.
• Long-Term Care Insurance: In partnership with Genworth Financial, Penn offers faculty and staff (and your eligible
  family members) long-term care insurance to help you cover some of the costs of long-term care services received at home, in the community
  or in a nursing facility. If you apply when you’re newly hired, you won’t have to provide proof of good health or be subject to underwriting
  requirements. Eligible family members must always provide proof of good health and are subject to underwriting.
• Wellness and
  Work-life Resources: Penn is committed to supporting our faculty and staff as they balance the competing demands of work and personal
  life. That’s why we offer a wide variety of programs and resources to help you care for your health, your family, and your work-life
  balance.
• Professional and Personal Development: Penn provides an array of resources to help you advance yourself
  personally and professionally.
• University Resources: As a member of the Penn community, you have access to a wide range
  of University resources as well as cultural and recreational activities. Take advantage of the University’s libraries and athletic
  facilities, or visit our arboretum and art galleries. There’s always something going on at Penn, whether it’s a new exhibit at the Penn
  Museum, the latest music or theater presentation at the Annenberg Center, or the Penn Relays at Franklin Field to name just a few examples.
  As a member of the Penn community, you’re right in the middle of the excitement-and you and your family can enjoy many of these activities
  for free.
• Discounts and Special Services: From arts and entertainment to transportation and mortgages, you’ll find great
  deals for University faculty and staff. Not only do Penn arts and cultural centers and museums offer free and discounted admission and
  memberships to faculty and staff. You can also enjoy substantial savings on other goods and services such as new cars from Ford and General
  Motors, cellular phone service plans, movie tickets, and admission to theme parks.
• Flexible Work Hours: Flexible work
  options offer creative approaches for completing work while promoting balance between work and personal commitments. These approaches
  involve use of non-traditional work hours, locations, and/or job structures.
• Penn Home Ownership Services: Penn offers a
  forgivable loan for eligible employees interested in buying a home or currently residing in West Philadelphia, which can be used for closing
  costs or home improvements.
• Adoption Assistance: Penn will reimburse eligible employees on qualified expenses in
  connection with the legal adoption of an eligible child, such as travel or court fees, for up to two adoptions in your
  household.

To learn more, please visit: https://www.hr.upenn.edu/PennHR/benefits-pay

Equal Employment Opportunity Statement

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.

To apply, visit https://wd1.myworkdaysite.com/en-US/recruiting/upenn/Wharton/job/Steinberg-Conference-Center/Sr-Director-
-Custom-Programs–Business-Development–Executive-Education_JR00122681

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