Business Development Director, Wharton Online – Wharton Executive Education

University of Pennsylvania
August 6, 2022
Philadelphia, PA
Job Type


University Overview

The University of Pennsylvania, the largest private employer in Philadelphia, is a world-renowned leader in education, research, and innovation. This historic, Ivy League school consistently ranks among the top 10 universities in the annual U.S. News & World Report survey. Penn has 12 highly-regarded schools that provide opportunities for undergraduate, graduate and continuing education, all influenced by Penns distinctive interdisciplinary approach to scholarship and learning. As an employer Penn has been ranked nationally on many occasions with the most recent award from Forbes who named Penn one of Americas Best Employers By State in 2021.

Penn offers a unique working environment within the city of Philadelphia. The University is situated on a beautiful urban campus, with easy access to a range of educational, cultural, and recreational activities. With its historical significance and landmarks, lively cultural offerings, and wide variety of atmospheres, Philadelphia is the perfect place to call home for work and play.

The University offers a competitive benefits package that includes excellent healthcare and tuition benefits for employees and their families, generous retirement benefits, a wide variety of professional development opportunities, supportive work and family benefits, a wealth of health and wellness programs and resources, and much more.

COVID-19 vaccination is a requirement for all positions at the University of Pennsylvania. New hires are expected to be fully vaccinated before beginning work at the University. For more information about Penns vaccine requirements and the use of Penn Open Pass, visit the Penn COVID-19 Response website ( for the latest information.

Posted Job Title

Business Development Director, Wharton Online - Wharton Executive Education

Job Profile Title

Director C

Job Description Summary

The Director of Business Development will be responsible for developing Wharton Onlines open enrollment sales as well as university and institutional group professional development sales, building new relationships, identifying new business opportunities, and developing priorities and specific plans for online opportunities. S/he will also work with the Senior Associate Director of Production and Digital Marketing to prospect for new business, conduct sales calls, attend conferences, and otherwise support group open enrollment and institutional subscription sales. S/he is expected to be appropriately knowledgeable and assertive in selling Wharton Onlines capabilities specifically in online learning programs and related services to organizations around the world. These include new product lines supporting colleges and universities seeking to incorporate Wharton Online offerings within their own programs of study, as well as new products supporting micro-learning subscription services. The Director is responsible for the planning and execution of a growth sales strategy, developed in conjunction with the Managing Director, which enables new business growth as well as the retention and growth of existing institutional clients. This is expected to include: identification of new target segments that align with Whartons value proposition; lead qualification activities; pipeline management; senior-level interaction with outside university and other institutional clients, and acceleration of the close process.

The Director is expected to consistently communicate Whartons values, reputation, and competitive advantages both internally and externally. Attendance at conferences and other executive education/online learning industry events is expected.

It is expected that the Director will have the ability and willingness to travel internationally and domestically when required, and work across geographies/time zones.

Job Description

Building New Institutional Relationships

  • In collaboration with the Managing Director, develop a strategic plan to identify business development priorities, develop specific plans for targeted online opportunities, and conduct follow-up and solicitation.

  • Prospect for new institutional sales calls, solicitation of business at conferences, from business publications, from RFPs, general inquiries, Wharton faculty connections, and the Senior Leadership Team.

  • Qualify potential institutional clients and partners based upon willingness/interest in partnering with a top-tier global business school, financial readiness, initial scope of project, lifetime revenue potential, and over brand value.

  • Respond to requests for proposals as they are received. Collaborate with Finance and Operations and Program Design and Client Experience team members as appropriate.

Closing Sales/Enhancing Existing Institutional Relationships

  • Solicit new business from existing clients in collaboration with colleagues in Executive Education and Wharton Online. Complete client research needed to demonstrate an understanding of current business problems, prospects, and needs.

  • Maintain regular contact with clients to understand their changing business dynamics, and their professional development needs. Identify specific issues to be addressed in online programs.

  • Develop and maintain relationships with key account representatives based on trust and honest feedback so as to be a trusted adviser and confidant/e.

  • Implement a comprehensive account management plan.

  • Close new business by coordinating with the Finance and Operations and Program Implementation teams.

  • Incorporate program follow-up activities for nurturing and renewals.

Stakeholder Management

  • Work with Wharton resources and industry experts to identify and develop expertise on emerging online executive education priorities.

  • Partner with individuals across Executive Education/Wharton Online teams inform them of client developments and new program opportunities. Offer assistance/seek out assistance in developing presentations and materials to market Wharton programs.

  • Collaborate with Client Relations in the proposal process, and prepare pitches for new business and present to prospective and existing institutional clients with other WEE/Faculty representatives, as needed.

Supporting the sales of Wharton Onlines Open Enrollment Programs

  • In collaboration with the Senior Associate Director of Production Digital Marketing, develop a strategic plan to identify open enrollment business development priorities, develop specific plans for targeted online opportunities, and conduct follow-up and solicitation.

  • Prospect for new group open enrollment and subscription sales, from RFPs and general inquiries, Wharton faculty connections, and the Senior Leadership Team.


  • Manage budgeted expenses for the lines of business for which this position is responsible, including travel, marketing, and other sales activities expenses.

  • Update Salesforce with business development leads, inquiries, activity information, and invoicing.

  • Regularly report on client/partner activities and developments.

  • Participate in regularly scheduled business development team meetings. Interface with other team members to ensure full support of business development initiatives. Share best practices.

Professional Development

  • Work with the Managing Director to determine appropriate performance goals and measures.

  • Serve at all times as a professional and knowledgeable representative of Wharton Online at conferences and meetings. Where appropriate, Leaders should work to establish a prominent role in professional and industry associations.

  • Maintain a working knowledge of developments and trends in online and executive education. Communicate with Program Design and Client Experience colleagues on competitive intelligence and sharing of best practices adopted by other leading providers of executive education.

  • Coach other WEE staff on business development skills, specifically in the area of online professional education.

    Perform additional duties as assigned.

QUALIFICATIONS: Masters degree in a related field and 5-7 years of experience or equivalent combination of education and experience is required. Sales and business development management experience, preferably in a high-end solutions environment or higher education, academic environment. 4+ years of experience selling or marketing professional services to individual customers.

  • Experience in a creative growth organization in EdTech, SaaS, or online higher education.

  • Demonstrated track record of developing direct sales, channels and strategic alliances to drive revenue growth.

  • Proven success creating and executing a business development strategy and plan, in the online education space.

  • A track record in achieving aggressive sales goals in the online executive education market highly desired.

  • Ability to negotiate complex and difficult contractual agreements and pricing models.

  • Financial acumen and ability to understand and manage complex financial models.

  • Ability to travel internationally and domestic when necessary.

  • Ability to design, manage and lead online business development teams and individuals and to manage multiple priorities and projects.

  • Experienced, skilled, highly effective leader who is able to motivate and manage a diverse staff through outstanding verbal and written communications. Must have demonstrated personal strengths that contribute to building a strong, dynamic and unified organization.

  • Experience utilizing business development, sales or other CRM systems, and the ability to develop and drive metrics and dashboards. Action-oriented, results-driven approach to a professional team.

  • Independent, self-confident and highly credible in representing Wharton Online/Executive Education Proven ability to work within a team environment and on project teams. Must be able to work in a fast-paced, results-oriented environment.

  • A proven ability to foresee, analyze and understand international and domestic business trends and the concerns of executives.

  • Ability to work non-traditional hours, including weekends, early mornings and late evenings as needed.

    Job Location - City, State

Philadelphia, Pennsylvania

Department / School

Wharton School

Pay Range

$74,476.00 - $117,086.00

Affirmative Action Statement Penn adheres to a policy that prohibits discrimination on the basis of race, color, sex, sexual orientation, gender identity, religion, creed, national or ethnic origin, citizenship status, age, disability, veteran status, or any other legally protected class.

Special Requirements Background check required after a conditional job offer is made. Consideration of the background check will be tailored to the requirements of the job.

University Benefits

  • Health, Life, and Flexible Spending Accounts : Penn offers comprehensive medical, prescription, behavioral health, dental, vision, and life insurance benefits to protect you and your familys health and welfare. You can also use flexible spending accounts to pay for eligible health care and dependent care expenses with pre-tax dollars.

  • Tuition : Take advantage of Penn's exceptional tuition benefits . You, your spouse, and your dependent children can get tuition assistance here at Penn. Your dependent children are also eligible for tuition assistance at other institutions.

  • Retirement: Penn offers generous retirement plans to help you save for your future. Penns Basic, Matching, and Supplemental retirement plans allow you to save for retirement on a pre-tax or Roth basis. Choose from a wide variety of investment options through TIAA and Vanguard.

  • Time Away from Work: Penn provides you with a substantial amount of time away from work during the course of the year. This allows you to relax, take vacations, attend to personal affairs, recover from illness or injury, spend time with familywhatever your personal needs may be.

  • Long-Term Care Insurance: In partnership with Genworth Financial, Penn offers faculty and staff (and your eligible family members) long-term care insurance to help you cover some of the costs of long-term care services received at home, in the community or in a nursing facility. If you apply when youre newly hired, you wont have to provide proof of good health or be subject to underwriting requirements. Eligible family members must always provide proof of good health and are subject to underwriting.

  • Wellness and Work-life Resources : Penn is committed to supporting our faculty and staff as they balance the competing demands of work and personal life. Thats why we offer a wide variety of programs and resources to help you care for your health, your family, and your work-life balance.

  • Professional and Personal Development: Penn provides an array of resources to help you advance yourself personally and professionally.

  • University Resources: As a member of the Penn community, you have access to a wide range of University resources as well as cultural and recreational activities. Take advantage of the Universitys libraries and athletic facilities, or visit our arboretum and art galleries. Theres always something going on at Penn, whether its a new exhibit at the Penn Museum, the latest music or theater presentation at the Annenberg Center, or the Penn Relays at Franklin Field to name just a few examples. As a member of the Penn community, youre right in the middle of the excitementand you and your family can enjoy many of these activities for free.

  • Discounts and Special Services : From arts and entertainment to transportation and mortgages, you'll find great deals for University faculty and staff. Not only do Penn arts and cultural centers and museums offer free and discounted admission and memberships to faculty and staff. You can also enjoy substantial savings on other goods and services such as new cars from Ford and General Motors, cellular phone service plans, movie tickets, and admission to theme parks.

  • Flexible Work Hours: Flexible work options offer creative approaches for completing work while promoting balance between work and personal commitments. These approaches involve use of non-traditional work hours, locations, and/or job structures.

  • Penn Home Ownership Services: Penn offers a forgivable loan for eligible employees interested in buying a home or currently residing in West Philadelphia, which can be used for closing costs or home improvements.

  • Adoption Assistance: Penn will reimburse eligible employees on qualified expenses in connection with the legal adoption of an eligible child, such as travel or court fees, for up to two adoptions in your household.

    To learn more, please visit:

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