Senior Director, Business Development

About the role

The Kellogg School of Management is seeking a Senior Director, Business Development to lead the development and maintenance of key corporate/client relationships with Kellogg Executive Education. This role involves prospecting and developing educational programs for senior-level client employees.

Responsibilities

• Establish and execute a multi-year growth strategy for executive education, with full accountability for revenue targets, targeting prospective sectors and clients, and market positioning for assigned portfolio (Custom, Open Enrollment and/or Online programming).
• Lead market intelligence efforts to identify emerging workforce trends, competitive dynamics, and new sector opportunities to position Kellogg as a preferred provider of executive education solutions.
• Serve as an advisor to Executive Education leadership on market opportunities, client engagement strategy, and long-term portfolio expansion.
• Cultivate and steward C-suite and senior-level relationships within corporations to secure high-value, multi-year engagements.
• Position executive education offerings as strategic solutions aligned to client organizational objectives and workforce priorities.
• Drive consultative sales engagements that translate institutional capabilities such as faculty expertise, research, and academic innovation, into learning solutions.
• Partner closely with academic leadership, faculty, and Executive Education program teams to align market demand with program design and delivery excellence.
• Provide market insight to inform curriculum innovation, program development, and portfolio optimization.
• Negotiate complex agreements and multi-year contracts, ensuring alignment with university policies, procurement requirements, and compliance standards for custom programming.
• Represent the institution at industry forums, conferences, and strategic convenings to strengthen brand visibility and partnership pipelines.
• Ensure seamless collaboration across curriculum design, marketing, and operations teams to deliver exceptional client experiences.
• Lead end-to-end business development lifecycle including market analysis, prospect targeting, pipeline development, proposal strategy, pricing, contract negotiation, and post-award expansion.
• Cultivate a diversified portfolio of clients to ensure sustainable and profitable revenue growth.
• Oversee proposal strategy and development, ensuring compelling value propositions and differentiation within competitive higher education landscapes.
• Establish and monitor key performance indicators (KPIs) tied to revenue targets, client retention, market penetration, and partnership growth.
• Drive cross-selling and upselling strategies across the Exec Ed offerings and work collaboratively across the entire school to support the values and objectives of Kellogg.

Requirements

• Successful completion of a full 4-year course of study in an accredited college or university leading to a bachelor's or higher degree; OR appropriate combination of education and experience.
• 10+ years of progressive experience in sales, business development, executive education, consulting, or professional services.
• Demonstrated success leading enterprise-level revenue growth initiatives.
• Proven experience in prospect development and long-cycle institutional sales.
• Experience negotiating complex, multi-stakeholder agreements.
• Proven ability to operate effectively within matrixed, mission-driven environments.
• Knowledge of enterprise revenue strategy & portfolio management.
• Skilled executive relationship development and communication skills.
• Ability to direct strategic market expansion.
• Proven ability for cross-functional executive leadership.
• Data-driven decision making.

Qualifications

• Minimum qualifications: Successful completion of a full 4-year course of study in an accredited college or university leading to a bachelor's or higher degree; OR appropriate combination of education and experience. 10+ years of progressive experience in sales, business development, executive education, consulting, or professional services. Demonstrated success leading enterprise-level revenue growth initiatives. Proven experience in prospect development and long-cycle institutional sales. Experience negotiating complex, multi-stakeholder agreements. Proven ability to operate effectively within matrixed, mission-driven environments. Knowledge of enterprise revenue strategy & portfolio management. Skilled executive relationship development and communication skills. Ability to direct strategic market expansion. Proven ability for cross-functional executive leadership. Data-driven decision making.
• Preferred qualifications: 15+ years of experience in business development, consultative selling, and contract negotiations in business-to-business markets. MBA highly preferred. Experience in organization development, executive training, consulting, and/or development. Strong skill set in understanding and communicating business issues, objectives and solutions.

Pay

$155,000 – $165,000 per year.

Benefits

• Health, dental, vision, disability, and life insurance.
• Paid vacation and holidays.
• Paid medical/sick and parental leave.
• Tuition benefits for the employee and dependents.
• Pre-tax and flex spending accounts for commuting and dependent care.
• Generous retirement savings options.
• Wellness programs.

Work-Life and Wellness

• Comprehensive programs and services to help you and your family navigate life’s challenges and opportunities and adopt and maintain healthy lifestyles.
• Flexible work arrangements where possible and programs to help you locate and pay for quality, affordable childcare and senior/adult care.

Professional Growth & Development

• Variety of tools and resources to support employee career development in all circumstances whether your workspace is on campus or at home.

Equal Opportunity Employer

Northwestern University is an Equal Opportunity Employer and does not discriminate on the basis of protected characteristics, including disability and veteran status. View Northwestern’s non-discrimination statement.