eCornell Director, Enterprise Programs - West Coast region (Remote)

Department Summary

As Cornell University's online learning unit, eCornell delivers online professional certificate courses to individuals and organizations around the world. Courses are personally developed by Cornell faculty with expertise in a wide range of topics, including data analytics, management, marketing, human resources, leadership, and STEM. Students learn in an interactive, small cohort format to gain skills they can immediately apply in their organizations, while earning a professional certificate from Cornell University. eCornell has offered online learning courses and certificate programs for 15 years to over 130,000 students at more than 2,000 companies.

Incentive Program:

The Opportunity:

The Director, Enterprise Programs is a business development role focused on developing corporate partnerships with Fortune 1000. This person will identify and link client development needs to the solution offerings provided by Cornell University's Office of External Education (eCornell). This role will represent the full capabilities of the Office of External Education to include Custom Live / Executive Education, Professional Online Certificate Programs, and online On-Demand Lesson Libraries with a primary focus on the Online Certificate Programs and Lessons.

The ideal candidate for this position is a self-starter, equally comfortable in prospecting for new business, and developing relationships within existing clients to broaden and grow business. This is a remote-based position, the individual selected for this role must be located within the assigned territory of the West Coast region.

What you will do:

• Promote Cornell University's professional online education solutions within the assigned territory of the West Coast region, achieving quarterly and annual bookings quotas
• Build a viable and documented pipeline through prospecting activities and teamwork with inside and outside program directors
• Identify professional development needs and propose appropriate solutions
• Effectively represent External Education/eCornell in interactions with potential customers through meetings, written communications, and marketing events
• Deliver effective presentations to C-Suite decision makers
• Negotiate the proposed solution's terms and conditions
• Document all sales activities, pipeline, and forecasts daily within SalesForce.com
• Provide forecast reports twice monthly that detail quarterly booking and pipeline detail by account
• Work with the implementation team members post-sale to ensure project accuracy and customer satisfaction
• Provide superior communication and customer service
• Maintain customer relationships to cross-sell and insure future business
• Work on strategy and execution with Inside Director to secure prospective clients
• Develop well targeted account strategies and sales plans
• The anticipated revenue responsibility for this position is $2M

What you will need:

• Experience in and/or demonstrated commitment to supporting diversity, equity, access, inclusion, and wellbeing.
• Bachelor's degree and 5-10+ years of corporate business development/sales/marketing experience or equivalent combination of experience.
• Experience in sales/business development in leadership development, eLearning, professional/executive development, training, professional services, or consulting services
• Track record as a top producer in a goal-oriented environment
• Solid understanding of technical concepts and web applications
• Successful experience selling to C-Suite executives
• Excellent presentation skills
• Excellent written and verbal communication skills/good listener
• Passionate about business development and goal oriented
• Experience and proficiency in using MS Office Suite, Google G-Suite, Zoom, Salesforce.com
• Experience working directly with people from diverse racial, ethnic, and socioeconomic backgrounds.
• Ability to serve as an advocate for individuals of all ethnicities, genders, ages, and backgrounds.

What we prefer:

• Experience working as part of a virtual, remote team

**Sponsorship for employment visa is not available for this position**

Rewards and Benefits

• This position is based in Ithaca, New York, however, the successful applicant may perform this role remotely within the assigned terriorty of the West Coast region in the United States.
• Cornell receives national recognition as an award-winning workplace for our health, wellbeing, sustainability, and diversity initiatives.
• Our benefits programs include comprehensive health care options, generous retirement contributions, access to wellness programs, and employee discounts with local and national retail brands. We invite you to follow this link to get more information about our benefits: https://hr.cornell.edu/benefits-pay.
• Follow this link to learn more about the Total Rewards of Working at Cornell: https://hr.cornell.edu/jobs/your-total-rewards.
• Our leave provisions include health and personal leave, three weeks of vacation and 13 holidays: Martin Luther King, Jr. Day, Memorial Day, Juneteenth, Independence Day, Labor Day, Thanksgiving and the day after, and an end of the year winter break from December 25-January 1.
• Cornell's impressive educational benefits include tuition-free Extramural Study and Employee Degree Program, tuition aid for external education, and Cornell Children's Tuition Assistance Program

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Non-Union Positions

Noted pay ranges reflect the potential pay opportunity for each job profile. The hiring rate of pay for the successful candidate will be determined considering the following criteria:

• Prior relevant work or industry experience

• Education level to the extent education is relevant to the position

• Unique applicable skills

• Academic Discipline

To learn more about Cornell's non-union staff job titles and pay ranges, see Career Navigator.

Union Positions

The hiring rate of pay for the successful candidate will be determined in accordance with the rates in the respective collective bargaining agreement. To learn more about Cornell's union wages, see Union Pay Rates.

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