Executive Director of Executive Education (SAIS)

Johns Hopkins University•Washington, DC

3d•$160,000 - $180,000•Onsite

About The Position

The Executive Director of Executive Education at SAIS is responsible for the overall management, direction, strategy, growth, and success of a newly launched executive education initiative. Reporting to the Vice Dean of Education and Academic Affairs, the role focuses primarily on new business development and revenue growth. The Executive Director grows custom and open-enrollment programs, secures corporate and institutional clients, builds strategic partnerships, evaluates new program opportunities, works with faculty and subject matter experts, meets or exceeds enrollment and revenue targets, and oversees the unit’s budget and team. The position leads business development and client relationship management, establishes the unit’s strategic direction and program offerings, and supports the continued growth of executive education. It also oversees program execution and evaluation, collaborates with internal partners on recruitment and marketing, and contributes to SAIS’ global reputation as a distinctive executive education provider.

Requirements

Bachelor’s degree and at least 12 years of progressively responsible management, business development, or relevant higher education experience, or a master’s degree and at least 10 years of such experience.
At least 5 years of experience directing programs and supervising staff.
Proven record of meeting or exceeding revenue or sales targets in business development, consultative sales, or client acquisition.
Skill in consultative or solution selling, including diagnosing client needs and structuring a compelling value proposition.
Demonstrated ability to design, develop, market, sell, and implement executive education programs and services.
Strong relationship-building and people skills, with a record of developing client relationships and leading strategic growth initiatives.
Strong reputation among a broad network of government, corporate, and nonprofit organizations.
Strong business, financial, and strategic acumen.
Ability to manage multiple projects and competing priorities under tight deadlines.
Understanding of international demand for U.S. customized executive education programming.
Ability to think critically, analyze complex problems, and communicate effectively orally and in writing with internal and external constituents.
Ability to engage, inform, motivate, and develop staff.
Ability to identify faculty suited to executive programming and connect them with corporate clients.
Ability to travel domestically and occasionally internationally.
Additional education may substitute for required experience, and additional related experience may substitute for required education beyond a high school diploma or equivalent, as permitted by the JHU equivalency formula.

Nice To Haves

Experience building a business development function or new program line from the ground up is strongly preferred.

Responsibilities

Define SAIS’ executive education strategy and vision with the senior leadership team.
Develop and execute business development strategy, including prospecting, outreach, and pipeline management to secure new corporate and government clients.
Explore and adopt innovative instruction and instructional technologies.
Set and meet annual new-business revenue targets, separate from client retention or renewal revenue.
Identify and apply relevant industry and institutional best practices.
Identify potential clients and establish new relationships with organizations through varied outreach methods.
Build trusted-advisor relationships with senior and influential clients.
Understand clients’ businesses, circumstances, challenges, learning and skill needs, and capacity to address those needs internally or with an educational partner.
Build and maintain a structured sales pipeline and CRM process to track prospects, proposals, conversion rates, and revenue forecasts.
Negotiate contract terms, pricing, and scopes of work for custom programs.
Build partnerships with SAIS faculty and work with Faculty Affairs to encourage faculty participation in executive education.
Design and sell complex learning engagements in collaboration with clients and faculty, using varied frameworks, tools, and methodologies.
Conduct ongoing benchmarking and needs assessments to inform program modifications and identify new opportunities.
Develop and implement a coordinated recruiting strategy for all executive education programs.
Collaborate with marketing, communications, and internal partners to build program awareness and increase enrollment through strategic marketing plans.
Oversee program execution to meet client needs and capture lessons for continuous innovation.
Develop program evaluation processes to assess data and feedback from faculty and corporate clients and ensure program quality and effectiveness.
Contribute to SAIS’ global brand reputation as a distinctive executive education provider.
Oversee the executive education unit’s budget and team.