NYU Polytechnic School of Engineering
Associate Director of Business Development/Sales
NYU
POLYTECHNIC SCHOOL
OF ENGINEERING
POSITION DESCRIPTION
Associate Director of
Business Development/Sales
NYU Polytechnic School of Engineering
has retained
KULPER & COMPANY, LLC
to advise them in this search
Associate Director of Business Development/Sales
Position
Summary
and Overview
NYU Polytechnic School of Engineering (SoE) is seeking to hire
an Associate Director of Business Development/Sales 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
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NYU
POLYTECHNIC SCHOOL
OF ENGINEERING
Associate Director of Business Development/Sales
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,
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NYU
POLYTECHNIC SCHOOL
OF ENGINEERING
Associate Director of Business Development/Sales
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.
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NYU
POLYTECHNIC SCHOOL
OF ENGINEERING
Compensation
& Benefits
Duties &
Responsibilities
Associate Director of Business Development/Sales
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.
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.
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NYU
POLYTECHNIC SCHOOL
OF ENGINEERING
Associate Director of Business Development/Sales
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.
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NYU
POLYTECHNIC SCHOOL
OF ENGINEERING
Preferred
Experience and
Attributes
Associate Director of Business Development/Sales
• 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.
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NYU
POLYTECHNIC SCHOOL
OF ENGINEERING
Key Performance
Indicators of the
Hired Candidate
Associate Director of Business Development/Sales
• 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.
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NYU
POLYTECHNIC SCHOOL
OF ENGINEERING
Client Case
Example
Associate Director of Business Development/Sales
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.
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NYU
POLYTECHNIC SCHOOL
OF ENGINEERING
Associate Director of Business Development/Sales
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.
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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.