Director of Sales and Client Relations (Business Partnership Consultant)

KELLEY SCHOOL OF BUSINESS (BL-BUS-IUBLA)

The Kelley School of Business at Indiana University (IU) is a comprehensive provider of top-tier business education with a full portfolio of undergraduate, graduate, doctoral, and executive programs on campuses in Bloomington and Indianapolis, and online worldwide. The Kelley School has been creating career momentum for 100 years, going from 70 students in 1920 to an enrollment of more than 15,000 students today. Our innovative curriculum is built on personal development, teamwork, and experiential learning with an emphasis on global and social responsibility. Our success is reflected in our reputation among academic peers, our career placement statistics, and the accomplishments of more than 137,000 living alumni around the globe.

This position supports Kelley Executive Degree Programs (EDP) and online MS degree and graduate certificate programs at the Kelley School of Business.

Department Specific Responsibilities

• Oversees the strategic direction of corporate degree program partnerships and online MS degree and graduate certificate programs at Kelley. In collaboration with faculty leadership.
• Plays an integral role in establishing and guiding an overall strategy to achieve program goals related to new partner discovery and development, degree program growth, and client relations.
• Utilizes a data-driven approach to decision-making and strategy, with a focus on positioning the program to grow enrollments within an increasingly competitive graduate business education market.
• Performance will be measured on unit Key Performance Indicators (KPIs) relating to new partnership development, degree and certificate program enrollment, degree offering innovation, client satisfaction, and overall achievement of Kelley's strategic goals.
• Provides strategic leadership for Kelley Executive Degree Programs and online MS and certificate programs, focused primarily on new partnership discovery and development, client engagement, account management, enrollment growth in degree program offerings, revenue generation through innovative new client initiatives, collaboration with non-degree offerings and programing, and alumni engagement.
• Partners with the Faculty Chair and Associate Director of Program Operations to define and implement program strategy, policy, and initiatives that support student success and institutional priorities.
• Collaborates with faculty leadership to co-develop and execute key curricular elements and client-focused degree offerings, ensuring alignment with market trends and programmatic goals.
• Oversees partner engagement and client relations, collaborating with the Associate Director of Program Operations and the Kelley marketing team on the design of outreach, recruitment initiatives, and communications to encourage degree enrollment.
• Provides supervision and support to Associate Director of Program Operations.
• Oversees compliance with federal, state, and institutional policies and protocols, ensuring accountability and adherence across all program functions.
• Utilizes data analytics to monitor and evaluate key performance indicators, including market insights for partnership growth opportunities, enrollment forecasts, revenue projections, new client/relationship development, alumni engagement and pipeline development, and curricular innovation; translates insights into actionable strategies and reports for deans.
• Monitor executive education and workforce development trends, analyze competitor offerings, and pricing to inform program offerings, delivery, and partnership development tactics.
• Directs the implementation and maintenance of systems to track strategic client/partnership-level interactions, communications, and engagement, supporting data-informed decision-making and continuous improvement.
• Serve as the external-face of all Kelley degree and certificate offerings, attending recruitment events and developing partnership engagement opportunities with client organizations and their employees.
• Collaborate with Executive Director of Kelley¿s open enrollment courses, Executive Director of Employer Relations at Kelley, and Executive Associate Dean of Graduate Education and Corporate Relations on a strategy for engaging with employers and external constituents on the creation of pathways and pipelines to degree completion through Kelley¿s portfolio of graduate offerings.
• In collaboration with faculty chair, provide vision for in-residence experiences and global immersion course(s), ensuring high-impact learning aligned with student needs and program goals.
• Identify opportunities for workforce development programing at Kelley and establish degree partnerships that will benefit the state of Indiana and beyond.
• Acts as a primary leadership-level liaison with Kelley deans, functional units, and IU stakeholders, as well as external constituents, to ensure cohesive program delivery and a unified student experience.
• Collaborates with the deans on strategic planning and resource allocation to optimize program impact and scalability.
  
  

General Responsibilities

• Develops and implements targeted strategies for identification, cultivation, solicitation, and activation of significant-value, mutually beneficial partnerships with corporations that will assist the university in meeting its long-term financial goals.
• Manages and supports activities related to external funding for special project campaigns by identifying prospective corporate partners; developing, refining, and implementing cultivation plans; and developing, refining, and executing solicitation plans.
• Authors, develops, and manages a comprehensive resource development program in order to expand and continue support from corporations and corporate foundations. Follows through with contracts for assigned prospects and refines cultivation and solicitation plans as needed to assure effectiveness.
• Acts as a resource for university Corporate Relations Consultants and works in coordination with Indiana University (IU) units to set goals, timelines, budgets, and solicitation strategies for specific departmental goals and within budget parameters.
• Prepares and regularly presents reports to support cultivation, solicitation, and activation plans and related activities; modifies plans as appropriate and maintains related records as required.
• Researches and identifies prospective sponsors and provides stewardship for partners by assuring regular contact as needed to maintain and build relationships between sponsors and IU. Recruits, enlists, and trains volunteers and volunteer leaders to assist in cultivation and solicitation activities as appropriate.
• Researches and analyzes national and geographic data to identify prospective partners by gathering and effectively utilizing information from internal and external systems; rating area prospects to identify funding potential; requesting prospect assignments through the Prospect Management (PMP) System; and employing other methodologies, as appropriate.
• Researches industry trends; makes and implements process and policy recommendations to supervisor for improved operational efficiency. Establishes and implements procedures necessary for acknowledging corporate revenue streams.
  
  

Combinations of related education and experience may be considered. Education beyond the minimum required may be substituted for work experience. Work experience beyond the minimum required may be substituted for education.

EDUCATION

Required

• Bachelor's degree in related field.
  
  

Required

WORK EXPERIENCE

• 5 years of experience in business development or related field.
  
  

Skills

Required

• Proficient communication skills.
• Maintains a high degree of professionalism.
• Demonstrates time management and priority setting skills.
• Demonstrates a high commitment to quality.
• Possesses flexibility to work in a fast-paced, dynamic environment.
• Seeks to acquire knowledge in area of specialty.
• Highly thorough and dependable.
• Demonstrates a high level of accuracy, even under pressure.
• Possesses a high degree of initiative.
• Ability to influence internal and/or external constituents.
  
  

This role requires the ability to effectively communicate and to operate a computer and other standard office productivity equipment. The position involves sedentary work as well as periods of time moving around an office environment and the campus. The person in this role must be able to perform the essential functions with or without an accommodation.

For full-time staff employees, Indiana University offers a wide array of benefits including:

• Comprehensive medical and dental insurance
• Health savings account with generous IU contributions
• Healthcare and dependent care flexible spending accounts
• Basic group life insurance paid by IU
• Voluntary supplemental life, long-term disability, critical illness, and supplemental accidental death & dismemberment insurance
• Base retirement plan with generous IU contributions, subject to vesting
• Voluntary supplemental retirement plan options
• Tuition subsidy for employees and family members taking IU courses
• 10 paid holidays plus a paid winter break each year
• Generous paid time off plans
• Paid leave for new parents and IU-sponsored volunteer events
• Employee assistance program (EAP)
  
  

Learn more about our benefits by reviewing the IU Benefit Programs Brochure.

Career Level: Advanced

FLSA: Exempt

Job Function: Development & Advancement

Job Family: Bus Partner & Corp Relations

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This posting is scheduled to close at 11:59 pm EST on the advertised Close Date. This posting may be closed at any time at the discretion of the University, but will remain open for a minimum of 5 business days. To guarantee full consideration, please submit your application within 5 business days of the Posted Date.

If you wish to include a cover letter, you may include it with your resume when uploading attachments.

Indiana University is an equal opportunity employer and provider of ADA services and prohibits discrimination in hiring. See Indiana University Notice of Non-Discrimination here which includes contact information.

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Telephone: 812-856-1234