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Posting Details

Posting Details

Reference Number 07-27164
School Name Wharton School
Org Executive Education
Posted to the Web 10/20/2017
Posted Job/Salary Grade 031
Employment Type Exempt
Hours N/A
Position Type Full Time
Position Schedule M-F, plus early mornings/late evenings/weekends
Months 12
Position Length Ongoing
Position End Date
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.

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.

School/Center Overview

The World’s First Business School

In 1881, American entrepreneur and industrialist Joseph Wharton established the world’s first collegiate school of business at the University of Pennsylvania.

Wharton’s pioneering vision was to produce graduates who would become ‘pillars of the state, whether in private or in public life.’ The Wharton School maintains a long tradition of educating visionary business leaders in academia, business, government, and not-for-profit organizations.

Today, Wharton has expanded the scope of this vision to become the most comprehensive source of business knowledge in the world – with over 225 faculty members, 95,000 alumni, 5,000 students across 10 academic departments, 20 research centers, and more than 9,000 executive education participants annually.


The Senior Director, Business Development is responsible for the planning, execution, and management of a growth strategy that will generate new business opportunities, both in custom as well as pre-determined senior management programs such as AMP and EDP, for Executive Education. The candidate will assist in strategic planning and development of a consultative sales process resulting in ongoing growth to meet pre-set goals and targets. Specific activities will include guiding a team that identifies new business opportunities, qualifying these opportunities, managing and prioritizing the global pipeline, and accelerating the closing process. The Senior Director Business Development will be required to target, build, and maintain current strategic relationships through frequent senior-level customer interaction and partnerships. The Senior Director Business Development will lead and manage a business development team of senior directors, directors, associate directors and sales consultants as needed.

As a member of the Senior Leadership Team, the Senior Director Business Development will be responsible for the alignment and coordination of business development and sales efforts across WEE’s leadership teams. The Head of Business Development will be responsible for global market intelligence and a clear understanding of the competitive space to advance the educational mission of the School. The candidate will work with the Senior Leadership Team to develop and commercialize executive education solutions which meet the needs of the global marketplace.

The Senior Director Business Development will have direct oversight and management of all business development efforts and teams. The candidate will facilitate continuous improvements in consultative sales strategies and effectiveness, establish and orchestrate the business development strategy, and focus on resource optimization and marketing strategies. The candidate will develop strategic alliances to identify and cultivate new prospective client sources. In partnership with the Marketing Team, the Senior Director Business Development will research and develop outreach that will leverage the resources of the School and the WEE staff.

The Senior Director Business Development will be expected to support the development and growth of targeted School-wide initiatives including Wharton San Francisco, Penn/Wharton China Center, connected learning, life-long learning, and other initiatives that are critical to WEE and the School.


A Master’s degree in a related field and a minimum 10 years of experience or equivalent combination of education and experience is required. Sales and business development management experience, preferably in a high-end solutions environment or higher education, academic environment.

Demonstrated track record of developing innovative direct sales channels and strategic alliances to drive revenue growth.

Proven success creating and executing a business development strategy and plan.

A track record in achieving aggressive sales goals in the higher educational market highly desired.

Ability to negotiate complex and difficult contractual agreements and pricing models.

Experienced, skilled, highly effective leader who is able to motivate and manage a diverse staff through outstanding verbal and written communications. Responsible for the development and career progress of team members. Provide encouragement and timely, constructive feedback to support team members in the continued development of their capabilities. Create a continuous learning environment. Leverage strengths of team members as needed (in the form of SME, product specialist, etc.). Must have demonstrated personal strengths that contribute to building a strong, dynamic, and unified organization.

Collaborative leader who has worked across units in complex organizations.

Financial acumen and ability to understand and manage complex financial models.

Ability to travel international and domestic. Willingness to travel up to 50%, and be in WEE’s office at least 50%.

Ability to design, manage, and lead business development teams and individuals, and to manage multiple priorities and projects.

Experience utilizing business development, sales or other CRM systems, and the ability to develop and drive metrics and dashboards. Action-oriented, results-driven approach to a professional team.

Independent, self-confident and highly credible in representing WEE. Proven ability to work within a team environment and on project teams. Must be able to work in a fast-paced, results-oriented environment.

Ability to work non-traditional work hours and across time zones, including weekends, early mornings and late evenings as needed.

Affirmative Action Statement

Penn adheres to a policy that prohibits discrimination on the basis of race, color, sex, sexual orientation, gender identity, religion, creed, national or ethnic origin, citizenship status, age, disability, veteran status, or any other legally protected class.

Special Requirements
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Posting Supplemental Questions

Required fields are indicated with an asterisk (*).

  1. * How did you hear about this employment opportunity?
    • Jobs@Penn
    • Contacted by a Penn Recruiter
    • Referred by a Penn Employee
    • Referred by a friend or family member
    • Higher Education Recruitment Consortium (HERC)
    • Inside Higher Ed
    • Other Internet Advertisement
    • Linkedin
    • Twitter
    • Other Social Media Site
    • Professional Affiliation/Trade Website
    • Diversity Association/Publication Website
    • Heard about it at a conference or career fair
    • Apple One
    • Recruitment and/or staffing agency
  2. * What is your highest level of education completed?
    • Less than high school education
    • High School Diploma or GED
    • Vocational or Technical School
    • Associate's Degree or Two Year College
    • Bachelor's Degree
    • Master's Degree
    • PHD/MD/JD or equivalent doctoral degree
  3. * How many years of experience do you have related to this position?
    • 0 to 1 Year
    • 1 to 2 Years
    • 2 to 3 Years
    • 3 to 5 Years
    • 5 to 7 Years
    • 7 to 10 Years
    • Over 10 Years

Applicant Documents

Required Documents
  1. Cover Letter
  2. Resume
Optional Documents