Job Description Summary Reporting directly to the Vice President of External Relations, the Director of Strategic Accounts is an entrepreneurial business development role created to accelerate Bentley University's strategic goal of increasing corporate revenue and engagement. You will be responsible for understanding the needs of Bentley University's new and existing corporate clients, crafting customized corporate education solutions that leverage Bentley capabilities and leading the sale of those solutions. You will lead the Bentley University relationship with those accounts, actively seeking opportunities to grow the business and deepen our partnership. Your portfolio of offerings includes customized executive education, in-company professional development and Bentley's market-leading Diversity & Inclusion corporate training programs. To be successful, you will need to be client-focused and have an innovative mindset, at times creating solutions to meet client needs that are not yet part of Bentley's portfolio. The Director of Strategic Accounts provides an opportunity to make a huge impact for Bentley and our clients, and offers an attractive compensation package that includes potential for significant variable compensation.
Create and implement a prospecting plan to close initial business with target accounts
Grow existing corporate accounts through a disciplined consultative sales and account management process
Lead initial sales calls and the entire sales process through a highly professional and consultative selling process
Effectively translates client needs into Bentley corporate education solutions
Orchestrate Bentley resources including faculty and staff to create winning proposals
Create and advocate for innovative solutions that build on Bentley and faculty capabilities in order to create winning client solutions
Resolve objections, find common ground and negotiate and close business
Transition sold work to delivery team and faculty, and support delivery throughout client engagements
Through a trusted advisor approach, actively manage and grow accounts and resolve client issues in a timely way
Work collaboratively with colleagues across the University, keep stakeholders informed of your progress, realistically forecast future business and track activities and progress in a CRM system
Represent Bentley University Career Services to potential employers
As a member of the Bentley External Relations Leadership Team, take on special projects and actively contribute to shaping the future of the Division.
A minimum of 5-7 years of sales experience.
A proven track record of B2B sales performance in higher education, professional services or similar industries. A history of meeting or exceeding quotas is a plus.
Proficiency with a highly consultative sales approach
Expert written and verbal communication skills, including when presenting to or communicating with client senior executives
Able to collaborate with and influence key stakeholders like faculty and Bentley University leaders
Proficient in Powerpoint, Word and Excel
Comfortable using a CRM system and other technologies to support the business
Able to collaborate effectively with faculty, staff, alumni, members of the Cabinet and Board of Trustees and other stakeholders
Must hold and maintain a valid, unrestricted United States driver's license with an insurable driving history as determined by Bentley's insurance carrier.
Typical office setting with extensive sitting, computer and phone work
Ability to travel within campus and to outside meetings and work relevant events, travel may occur outside of normal business hours including weekends and nights
Bentley University requires references checks and may conduct other pre-employment screening.
Bentley University strives to create a campus community that welcomes the exchange of ideas, and fosters a culture that values differences and views them as a strength in our community.
Bentley University is an Equal Opportunity Employer, building strength through diversity. The University is committed to building a community of talented students, faculty and staff who reflect the diversity of global business. We strongly encourage applications from persons from underrepresented groups, individuals with disabilities, covered veterans and those with diverse experiences and backgrounds.
Internal Number: 120848561
About Bentley University
Bentley University is one of the nation's leading business schools, dedicated to preparing a new kind of business leader and one with the deep technical skills, the broad global perspective and the high ethical standards required to make a difference in an ever-changing world. To achieve our goal, we infuse our advanced business curriculum with the richness of a liberal arts education. The results are graduates who are making an impact in their chosen fields and turning their passions into success stories. Located on a classic New England campus just minutes from Boston, Bentley is a dynamic community of leaders, scholars and creative thinkers.