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Director, Business Development
Blackboard Inc.
Washington, DC, United States
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We’re looking for a Director, Business Development, One Stop & Retention Services to help us shape the future of education. With nearly 20,000 organizational customers and millions of student users, Blackboard is the world's leading education technology company with the industry's most comprehensive student-success solutions. Our mission is to partner with the global education community to enable student and institutional success by leveraging innovative technologies and services.
Over the past five years, Blackboard has developed capabilities to help institutions grow enrollment and improve retention. Blackboard Student Services offers institutions a set of connected capabilities to make measurable and sustainable impacts on the student experience. Our portfolio encompasses the full spectrum including supporting strategic planning efforts, full service marketing and enrollment management, retention coaching, one stop student services, and IT help desk. The results lead to increased revenue, better management of costs, and more efficient use of resources which help ensure the long-term health and viability of the institution.
As Director, Business Development, One Stop & Retention Services, you will be a part of the organization focused on helping our clients recruit and retain students confidently by making data-driven decisions that address the big challenges facing their institutions today. Reporting to the Director of Enrollment, Retention, and One Stop Services, you will be responsible for helping develop solutions to meet the needs of partner institutions seeking to provide better support for students. You’ll serve as the subject matter expert on One Stop, retention, and/or enrollment, taking ownership of new sales, generating pipeline, and working through the full life cycle of the sale.
A primary function of this role will be to define solutions that provide virtual One Stop support for students along with other retention solutions. This will include solution design, proposal development, capabilities presentations for prospective clients, and partnering closely with sales from inquiry through sale. An understanding of the virtual and/or presence-based One Stop model at an institution is important and the various functions the One Stop model helps aggregate including financial aid, students accounts, records & registration, admissions, and other student services.
Specific responsibilities will include:
Solution Development
• Supporting initial discovery meeting with prospective clients to explore goals and needs
• Documenting and distilling relevant factors on prospective client organization, key decision-makers, marketplace, competition, aid utilization trends, and enrollment
• Proposing solutions aligned to client needs with measurable goals
• Developing client-facing pricing and working with analyst to define potential return on investment
• Developing capabilities presentations informed by market research and client insights
• Writing proposals or crafting custom RFP content
• Conducting research to inform client discussions and customization of proposals or presentations
• Developing statements of work and providing necessary inputs for contract development
• Continued relationship-building efforts as appropriate
Business Development
• Defining, researching, evaluating, and securing team consensus on new business opportunities
• Helping develop training and outreach guides to enable sales
• Contributing to the development of marketing and product strategy
• Gathering competitive insights to inform positioning and pricing strategy
• Working with delivery teams to identify current client opportunities for expansion
• Working with Marketing and Product Management teams to develop case studies and collateral
• Speaking and writing in a compelling and accurate way about our history, positioning, point of difference, capabilities and services, client roster, experience, etc.
Reporting and Management
• Providing assistance monitoring monthly, quarterly, and annual sales goals
• Coordinating deliverables, materials, and equipment for internal and external meetings
The Candidate:
• Has a bachelor’s degree or related work experience- an advanced degree is a plus
• Has 5+ years of experience in account management or business development- experience working within the higher education industry highly preferred
• Can think outside of the box and demonstrates creative problem-solving skills
• Is highly fluent in the use of PowerPoint, Excel, and conducting research across a range of industry resources
• Can interact with clients to conduct discovery, speak to benefits and solutions, and confidently present approach and unique differentiators
• Has excellent customer service and client-facing skills and can exhibit client service approach with results-driven performance
• Has strong critical thinking, presentation, and communication skills
• Is a self-starter who can work autonomously as well as collaboratively across various groups and with multiple clients at a time
• Can manage multiple initiatives and projects running concurrently
• Has strong prioritization, project management, and coordination skills
• Can offer proactive solutions and ensure successful progression without guidance when necessary
• Has a knowledge of financial aid, student accounts, records & registration, admissions, and student retention, as well as software including telephony, CRM, and SIS systems
• Can perform under the pressure of deadlines, goals, and other administrative demands
• Thrives in a fast-paced, results-oriented, collaborative, cross-functional team environment
• Up to 50% travel required
This job description is not designed to contain a comprehensive listing of activities, duties, or responsibilities that are required. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.
Blackboard Inc. is an equal employment opportunity employer and considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, protected military/veteran status, or any other protected factor.
Location/Division: Washington, DC, USA Job Requisition: BB-2492