Polytechnic School of Engineering NYU POSITION DESCRIPTION Associate Director of Business Development/Sales NYU Polytechnic School of Engineering has retained KULPER & COMPANY, LLC to advise them in this search
Position Summary and Overview NYU Polytechnic School of Engineering (SoE) is seeking to hire an for its highly successful online graduate degree (MS) and certificate executive education programs. This is an outstanding opportunity for a sales professional with a solid background in corporate sales and business development to make a significant impact. Consistently ranked among the Top 10 Best Online graduate engineering programs by US News & World Report, there is substantial opportunity to meet sustained demand for online graduate engineering learning. Growth of the program now necessitates expansion of the sales and business development effort to serve steadily increasing client need, specifically in the New York Metro area. The Associate Director will be responsible for developing new relationships with C-level corporate executives at Fortune 500 companies throughout the New York metropolitan region. Client decision makers will have the budget authority to enter into formal contracts with the SoE to provide graduate or certificate degree programs for their employees. The client will commit to a specific number of employees to matriculate through an MS degree program or provide a discount to its employees who choose to register for a certificate course uniquely tailored to the learning needs of their employees. SoE s online graduate and certificate programs provide 2
students access to top instructors, state-of-the-art content and access to industry thought leaders. The education and skilled knowledge received benefits the employer and enhances the employee s career. An experienced sales professional with a proven track record of success calling on and developing new business with senior-level Fortune 500 decision makers is being sought to fill this unique and important position. An entrepreneurial style with a demonstrated ability to work independently to develop and acquire new business is vital for success in this role. A successful candidate could be in the beginning stages of his or her sales career and can view this job as a unique opportunity to develop business relationships with senior executives and decision makers while building an invaluable contact network. For the university, this important work helps the SoE continue to lead the way in serving the educational needs of key corporate constituents while potentially creating pathways for funding of entirely new research efforts as well. The job is located on the main campus of the SoE within the burgeoning Metro Tech complex in Brooklyn, New York. Just a short subway ride from downtown Manhattan, the SOE s location helps to facilitate client meetings and entertainment. SoE faculty, many of whom are ranked among the leading thought leaders in Cybersecurity, Bioinformatics, 3
Electrical Engineering and other academic disciplines, actively support sales and business development efforts through their participation in client meetings and presentations. The reasons for the sustained Top-10 ranking of the graduate online SoE programs are rooted in the quality of SoE faculty and the satisfaction of student cohorts and their employers. The SoE s Cybersecurity program was recently recognized by the OnLine Learning Consortium as the Outstanding Online Program of the Year. Since inception, SOE s online graduate engineering program has helped to define how successful online learning needs to be structured and delivered by nationally ranked graduate engineering schools. SOE s online graduate engineering programs include nationally recognized leaders in the field of online higher education. The longterm strategic commitment to online learning helps to assure the university s vitality among global leaders in higher education. The opportunity to help assure continued growth and development of the SoE s highly successful online learning program creates unparalleled career development and advancement possibilities for the successful hired candidate. 4
Compensation & Benefits This is a full time professional position with the SoE. Compensation is in the form of a base salary. There will be performance review after the first 6 months on the job; and, then, annually, thereafter. The university provides a comprehensive benefits package. In addition to healthcare and related benefits the university also offers tuition remission for fulltime employees who complete 1 year of service. Duties & Responsibilities The Associate Director of Sales/Business Development is responsible for developing and securing relationships with decision makers with the authority and need to enter into an agreement with the SoE to provide their technical and managerial team members with online graduate education and executive education. Success will be measured by attainment of new companies signed and corresponding tuition revenues as well as satisfaction of client and university constituencies. The goal is to help grow new revenue derived from new contracts by 15% per annum. The current client base includes such well-known enterprises as IBM, Goldman Sachs, Northrop Grumman, Booz Allen, Con Edison and others: http://engineering.nyu.edu/enterprise-learning/corporate-members Calling on and developing new relationships with CIOs and other similar senior technology leaders of the leading companies in the New York City Metro Area will be a prime responsibility of the Associate Director. 5
Successfully working with the Senior Managing Director of Enterprise Learning and the Vice Dean of Online Programs at the NYU Polytechnic School of Engineering to close new sales as well as foster and implement creative business development ideas are key objectives of the job. Certain activities in the position will include: Attend or present at technology conferences throughout the year in the NYC Metro area. Network with and develop business relationships with senior-level attendees or speakers. Organize seminar series on topics of current interest to potential client decision makers. Publish summary results of seminar series and other work within Enterprise Learning s social media outlets and newsletter. Required Experience, Attributes & Style 3-5 years of professional sales with a major corporation; Proven track record of sales to high-tech companies and professional services firms in such fields as: financial services, telecom, energy, manufacturing, supply-chain, pharmaceutical, biotechnology, healthcare industries; Technical background and/or fundamental understanding of technology; College degree; Excellent written and oral communication skills; Proficiency using MS Excel and PowerPoint for data analysis and client presentations; Self-starter possessing necessary active listening skills, persistence, maturity and professionalism to gain the respect and trust of seniorlevel client decision makers; A candidate who will carefully listen to directives from senior team members inside the SOE and follow through with enthusiasm and persistence to help win new business and build trust among key constituents; Creative, hard-working, articulate and driven to succeed but with a healthy sense of humor and good instinctive people skills; Highly professional appearance and excellent work ethic. 6
Preferred Experience and Attributes BS in engineering or business; Professional sales training on the job or through formal sales training programs; Channel business development program knowledge and experience; Professional contact network in the NYC/Metro area. Additional Information The SoE has established a solid footing in the online graduate engineering education market; it is one of the best known programs in the nation. Its peer group includes UCLA, Penn State, Columbia University and others of similar stature. NYU and Polytechnic University concluded their merger within the past two years. Polytechnic is one of the oldest and best-known engineering schools in the country. All of Polytechnic s traditional strengths (faculty, research, student instruction, alumni) are very well positioned for continuous improvement under the new structure as the NYU School of Engineering. The current Dean of the School of Engineering, Dr. Sreenivasan, is a member of the National Academy of Sciences and the National Academy of Engineering. Dr. Sreenivasan is an experienced administrator and highly supportive of the graduate online program. The Vice Dean of online learning is one of the pioneers in the field of graduate online learning and is constantly improving every aspect of the program. The SoE is poised for growth and development. 7
Key Performance Indicators of the Hired Candidate New revenue goals for online learning agreements: $500K (Year 1) $750K (Year 2) $1mm (Year 3) Sign 2-3 new corporate clients per year Servicing and upgrading existing relationships. Business Development efforts: Attend or present at technology conferences throughout the year in the NYC Metro area. Network with and develop business relationships with senior-level attendees or speakers. Organize seminar series on topics of current interest to potential client decision makers. Publish summary results of seminar series and other work within Enterprise Learning s social media outlets and newsletter. Assist in increasing corporate online learning revenue to reach 35-40% of all online revenue; currently it s roughly 15%. Strive to develop new revenue streams by listening and responding to the online learning needs of industry execs. 8
Client Case Example Large Financial Institution Problem The leadership of the information technology group felt that their mid-level and staff workforce needed to strengthen their cybersecurity skills because of the frequency and sophistication level of ongoing outside threats to the integrity of their systems technologies. Action The senior managing director and other key members of the SOE s online graduate engineering department were able to successfully convince the firm s executive management to offer the SOE s stellar online cybersecurity master s program to individuals within the firm interested in building their security knowledge along with offering an effective marketing and convenient enrollment process for the client s staff members both in the States and abroad. Outcome Multiple staff members have completed master s degrees in cybersecurity. The client not only strengthened its ability to protect its vital information from outside cyber threats, but it also established a continual learning pathway for key staff members who are responsible for keeping the client s information technology systems safe from intruders. Hiring Exec Profile and Management Style The senior managing director is an experienced corporate sales and business development professional. Since becoming part of the NYU graduate online learning team about five years ago he has successfully developed numerous relationships with senior level corporate decision makers. Our discussions about the position have stressed the importance that the new associate director of sales and business development be the right hire. This is a crucially important position that will help pave the way for new relationships with the leaders of the best companies in the NYC marketplace. The hired candidate will be provided with the right amount of support and guidance in keeping with his or her ability to deliver on the key performance goals and objectives of the position. The senior managing director will be supportive and engaged in the day-to-day challenges of client interaction, support, new business development and sales but there is a strong expectation that the hired candidate will have enough experience and confidence to show plenty of initiative, creative thinking and to successfully work independently. 9
CLICK HERE TO PLAY VIDEO Interested Candidates Please forward cover letter detailing experience and CV/Resume. Please send your information to sbdnyupoly@kulpercompany.com for review and further action. KULPER & COMPANY, LLC, has been retained by NYU Polytechnic School of Engineering to assist the university with this important search assignment. 10
This position description adheres to all EEOC guidelines and is subject to change at the sole discretion of NYU Polytechnic School of Engineering. An equal opportunity /affirmative action employer, NYU Polytechnic School of Engineering actively seeks and encourages applications from minorities, women and people with disabilities. KULPER & COMPANY, LLC is providing executive search consulting service to NYU Polytechnic School of Engineering for this search assignment.