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 Penn’s distinctive interdisciplinary approach to scholarship and learning.

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.

Posted Job Title

Director, Sales Operations - Wharton Executive Education

Job Profile Title

Director C

Job Description Summary

The Director of Sales Operations manages the activities and processes that drive the Business Development team to sell better, faster, and more efficiently. The Director supports the custom proposal process, serves as a salesperson and account manager for certain designated prospects and clients, qualifies targeted incoming leads, oversees BD utilization and development of Salesforce CRM platform, serves as Account Manager for a key slice of Wharton’s multi-million-dollar China business, generates and analyzes data and forecasts, and Supports the BD team as a thought partner on WEE client solutions. S/he person is the first point of contact for much of Wharton Exec Ed’s custom business, and a thorough understanding of our capabilities is critical.

Position will work outside of normal time zones to include early mornings/late evenings/weekends as needed to meet client demands.

Job Description

• Supports the custom proposal process.  Helps with writing of proposals in collaboration with the Business Development team.  Creates, maintains and implements knowledge management systems, processes, and tools, including but not limited to templates, libraries, RFPs, FAQs, and program pedagogies (such as needs assessments and action learning).
• Sells custom business; manages accounts and achieves sales for companies and prospects; develops relationships, plans and manages meetings and calls, and plays critical role in business development process for selected new clients.
• Qualifies targeted incoming leads and articulates value proposition of WEE.  Cross sells Custom, OE, and Online Learning programs and capabilities. Qualifies RFPs to determine bid or no bid, as well as serve as RFP initial point of contact.  
• Oversees BD utilization and development of Salesforce CRM platform; works with BD and IT teams to discover and implement increasingly sophisticated system features and best practices in order to gain from the platform as much benefit as possible.  Prepares and submits certain reports to senior management based on Salesforce data.
• Serves as Account Manager for certain aspects of Wharton’s China business. Works closely with the Vice Dean of Executive Education on guiding and preparing detailed proposals. Drafts contractual agreements. Follows through on accounts from initial interest through execution.
• Conducts Business Intelligence inquiries.  Supports strategic business development and sales by conducting background research on key prospects and clients and developing strategic prospect lists in collaboration with the Business Development team; conducts research on best practices within the industry and competitor benchmarks.
• Supports client-facing Business Development Team as a thought partner on Wharton resources, client needs, and Wharton solutions. Develops and supports key accounts to generate additional revenue stream and expand WEE footprint worldwide.  
• Partners with external stakeholders within Wharton and Penn to determine and realize synergies.  Represents the Business Development team at certain cross-division meetings.
• Performs additional duties as assigned

QUALIFICATIONS: 

Bachelor's Degree and 6-8 years experience required.  MBA or other Masters Degree preferred. 

Relevant experience in consultative sales preferred, ideally including a practical understanding of and experience in selling Executive Education programs to large sophisticated companies and individual senior executives. 

Proficiency with using the Salesforce CRM system strongly preferred, ideally with the ability to develop and drive metrics and dashboards. 

Proficiency in Powerpoint and Word required, specifically the ability to create compelling, well-written, and well-designed proposals.  Candidates should be meticulous about crafting high-quality work. 

Must be independent, self-confident and highly credible in representing Wharton. Ability to communicate ideas to senior and executive audiences whether on phone calls, in meetings, or through written communication is required. Proven ability to work within a team environment and on project teams. A strong desire to contribute and work collaboratively to achieve goals.

A successful candidate will have strong business acumen, good business development skills, consultative selling, persuasion and negotiating skills, and a knowledge of management education topics: strategy, leadership, finance, accounting, operations, marketing, organizational behavior and business ethics.

Must be able to work in a fast-paced, results-oriented environment. ROI-driven problem solver. Goal oriented.  Thinks strategically and creatively across multiple platforms.

Ability to foresee, analyze and understand business trends and the concerns of executives. Innovative in approaches to educational and management problems.

Willingness and ability to work early mornings/late evenings/weekends from time to time.

Job Location - City, State

Philadelphia, Pennsylvania

Department / School

Wharton School

Pay Range

$72,837.00 - $138,391.00

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.