Executive Director of Executive Education (SAIS)

We are seeking an Executive Director of Executive Education (SAIS), reporting to the Vice Dean of Education and Academic Affairs, who will be responsible for the overall management and direction of executive education with a primary focus on driving new business development and revenue growth for a newly launched initiative. The Executive Director is responsible for the strategy, growth and overall success of executive education, a newly launched initiative, with a primary focus on new business development and revenue growth. This includes growing custom and open-enrollment programs; securing new corporate and institutional clients; building and managing strategic and corporate partnerships; assessing the viability of new programs; working with faculty and sourcing subject matter experts; meeting or exceeding enrollment and revenue targets; and overseeing the unit's budget and team. The Executive Director will lead extensive business development to launch new programs and will manage and grow client relationships over time. This position will also determine new program offerings and set the strategic direction of the unit to support its continued growth.

Specific Duties & Responsibilities

- Defines SAIS’ executive education strategy and vision, in conjunction with senior leadership team.
- Drives new business development strategy and execution including prospecting, outreach, and pipeline management to secure new corporate and government clients for executive education programs.
- Leads exploration and adoption of innovative instruction and instructional technologies.
- Sets and is held accountable for annual new-business revenue targets, distinct from client retention or renewal revenue.
- Seeks out best practices from industry and other institutions for implementation at SAIS.
- Identifies and reaches out to potential clients to establish new relationships for the executive education program, using a wide variety of means to gain entry into new organizations.
- Builds trusted advisor relationships with senior and influential clients that broaden SAIS’ reach and impact in the organization.
- Engages clients in ongoing discussion about their business, understanding the client’s unique business circumstances, challenges, learning and skill needs, and their ability to address those needs in-house versus with an educational partner.
- Builds and maintains a structured sales pipeline/CRM process to track prospects, proposals, conversion rates, and forecasted revenue.
- Negotiates contract terms, pricing structures, and scope of work for custom program engagements.
- Creates strong partnerships with SAIS faculty and engages them in discussions about how to apply their expertise and research to serve client needs; Works with Faculty Affairs to build faculty enthusiasm for, and commitment to, working with executive education programs.
- Designs and sells complex learning engagements, iterating with clients and faculty and employing a wide range of frameworks, tools, and methodologies.
- Conducts ongoing benchmarking and needs assessment of companies that result in proposed modifications to existing programs and executive education offerings as well as identification of new opportunities.
- Developing and implementing a comprehensive and coordinated recruiting strategy for all executive education programs.
- Collaborating with marketing and communications and other internal partners to build executive education program awareness and ultimately increase enrollment by developing strategic marketing plans for executive education offerings.
- Oversees program execution, to ensure that client needs are met, and to capture learning for continuous innovation.
- Develops program evaluation processes to provide methods for evaluating data and feedback from faculty and corporate clients to ensure the program is achieving the highest level of quality and effectiveness.
- Contributes to SAIS’ global brand reputation as a unique and distinctive provider of executive education.

Special Knowledge, Skills & Abilities

- Proven track record of meeting or exceeding revenue/sales targets in a business development, consultative sales, or client-acquisition role.
- Skilled in consultative/solution selling, with the ability to diagnose client needs and structure a compelling value proposition.

- Experience building a business development function or new program line from the ground up strongly preferred, given this is a newly launched unit.
- Demonstrated ability to design, develop, market, sell and implement executive education programs and services.
- Extraordinary relationship-building and people skills, with a strong record of developing client relationships and leading strategic growth initiatives.
- Possesses a strong reputation among a broad network of government, corporate and non-profit organizations.
- Strong business, financial and strategic acumen.
- Ability to manage multiple concurrent projects and competing priorities under tight deadlines.
- Understanding of international demand for U.S. customized executive education programming.
- Proven ability to think critically, analyze complex problems and communicate effectively, both orally and in writing, with multiple internal and external constituents.
- Ability to engage, inform, motivate and develop staff.
- Ability to identify faculty who can thrive in executive programming and connect them with corporate clients
- Ability to travel domestically and occasionally internationally

Minimum Qualifications

- Bachelor's Degree and a minimum of 12 years, or Master's Degree and a minimum of 10 years, of progressively responsible management, business development or relevant higher education experience.
- Minimum of 5 years’ experience directing programs and supervising staff.
- Additional education may substitute for required experience, and additional related experience may substitute for required education beyond a high school diploma/graduation equivalent, to the extent permitted by the JHU equivalency formula.

Classified Title: Executive Director-ADM 
Job Posting Title (Working Title): Executive Director of Executive Education (SAIS)   
Role/Level/Range: ADMOFF/01/EX  
Starting Salary Range: $160,000 - $180,000 Annually (Commensurate w/exp.) 
Employee group: Full Time 
Schedule: Monday-Friday, 8:00am-5:00pm 
FLSA Status: Exempt 
Location: JHU-Washington, DC 
Department name: 10000885-Dean Office of 
Personnel area: SAIS

This salary range does not include all components of the SAIS compensation program.  This position may be eligible for a discretionary bonus.  Therefore, the actual compensation paid to the selected candidate may vary slightly from the salary range stated herein.  For more information, please contact the hiring department.