The Darden School Foundation seeks a Senior Director, Custom Solutions, Military & Government Programs for Darden Executive Education and Lifelong Learning (EELL). This position will primarily work within Darden’s growing Military and Government solutions area. The Senior Director works with senior executives and leaders at public and private institutions to help them address their capability and leadership building challenges by connecting their needs with the knowledge, faculty, programs, technology, and teaching offered by the University of Virginia’s Darden School of Business enterprise.
The Senior Director of Mil/Gov Programs will work to develop and execute the vision for growing the reach and breadth of the Darden Enterprise’s work in the public sector. As key representatives for the Executive Education and Lifelong Learning and in collaboration with the Chief Client Officer and the Managing Director for Mil/Gov Hub (this position’s direct supervisor), the Senior Director cultivates custom client relationships in the Military and Government space, consults with clients on their talent and leadership development challenges, collaborates with EELL colleagues on select new business opportunities and pursuits, works with faculty on the design and delivery of programming, and handles professional arrangements of client programs. The Senior Director is responsible for the P&L of a portfolio of custom executive education and lifelong learning client programs. As such, it is important that the Senior Director has experience and expertise in the talent management space, has worked and operated in either a Military and/or Government industry position or in service of this sector, is up to date on management and business research and executive education and leadership development trends. Personal expertise in a functional or specific public sector through research or practitioner expertise, and associated experience in translating this into a learning and classroom setting is a plus. Through this, the Senior Director helps EELL to innovate, grow impact and access to lifelong learning programming,
A desired profile includes: a seasoned and experienced executive education and lifelong learning leader at a top academic institution; a seasoned professional services executive/consultant with experience in Military and Government industry organizations, and talent/leadership development; and/or a managing and directing senior level leader who has demonstrated strategic thinking and the ability to build and maintain senior executive client relationships related to executive education, lifelong learning, capability building and leadership development.
Primary duties and responsibilities include:
- Client Relationships, Development, and Growth
- Consult with clients primarily in the Military and Government sector on their talent and leadership development challenges, understanding client needs and articulating possible custom or open enrollment solutions through Darden EELL.
- Develop strong relationships with clients, including senior leaders and executives within the talent /L&D organization as well as functional/business leaders sponsoring individual teams.
- Originate and/or develop proposals from networks and/or in response to inquiries and formal requests for proposals (RFPs) within existing client organizations.
- Be an innovative thought partner for clients to help design transformational learning solutions, which may include blended learning programs (synchronous and asynchronous learning, in person, online). Work in partnership with the Darden EELL team to help expand technology enabled solutions.
- Negotiate, retain, and grow a competitive set of EELL program offerings within clients, at reasonable profitability.
- Maintain current information on leads, contacts, and proposals, utilizing the Salesforce CRM system.
- Deliver on agreed-to existing client development targets and productivity levels across their portfolio.
- Collaborate with Faculty and executive education colleagues to coordinate custom account start-up activity and to ensure client needs are met by program design and delivery.
- Implement regular communication and follow-up with clients during planning and delivery of programs, checking in with clients on return on investment from programs to help inform initiatives, programmatic changes and needs, and value-added inquiries.
- Market and Relationship Development
- Continuously grow a strong network and set of consultative relationships with C-suite and senior executives both within their clients and also externally in the market, which serve as a foundation for enduring opportunities for Executive Education and the Darden School of Business.
- Develop and nurture relationships with Darden School faculty, alumni, and administrative leaders, and actively position faculty expertise and thought leadership within the context of market and client needs.
- Cultivate and establish partnerships within the University of Virginia as needed under strategic direction within Darden EELL, and with Military and Government organization partners.
- Stay current and familiar with global business issues/trends and capability building/leadership development challenges.
- Conduct research, competitor, and market analysis to identify attractive existing client growth opportunities.
- Collaborate with Darden’s communication and marketing organization to develop, coordinate, and implement marketing plans to increase custom relationships (including social media, thought leadership and direct marketing).
- Support the business development team within Darden Executive Education and Lifelong learning to identify and select strategic accounts, as well as establish criteria for selection and proposal of client projects.
- Program Design
- Deploy a comprehensive knowledge of faculty expertise, styles, and approaches to align with custom client programming.
- Leverage broad and/or deep knowledge of instructional methods, including online, blended and in-person instruction deployed with varying degrees of intensity and duration. Incorporates best practices relying on principles of adult learning theory and instructional methodology.
- Translate client objectives, and information specific to client’s organization, industry or faculty into custom program learning objectives.
- Collaborate with Faculty Lead to refine program curricula and design participant projects using leading edge, pedagogically sound curriculum for executive audiences.
- Partner with delivery team on the overall program development and design leadership, including project financials.
- Translate performance and knowledge gaps identified in relevant client needs analyses into dynamic, integrated educational curricula.
- Program Oversight and Management
- Collaborate with Faculty, other EELL colleagues, particularly but not exclusively the program delivery team, to ensure the successful execution of custom programming, in line with client/participant needs.
- Create program budgets that meet client needs while ensuring profitability to EE.
- Manage program debrief sessions, review program evaluations, and enact updates to content, agenda, flow, sequence, faculty, etc. to consistently improve the quality and impact of the programs.
- Facilitate integration of program content and messages and make required changes to program curriculum, schedule and/or faculty based on client/market, faculty, and/or participant input.
- In collaboration with EELL colleagues, revisit and revise contracts between clients and/or vendors and EE to meet changing needs and priorities.
- Monitor budget for each program and report on profitability of entire account.
Successful candidates will have a proven track record that includes:
- Bachelor’s degree; an MBA, doctorate or other terminal degree is preferred.
- Track record in the Military/Government/Public sector business management and leadership that required strategic planning, communication, fiscal responsibility, and human capital strategies.
- Track record as a leader in developing, delivering, and managing education, learning and talent development programs.
- Clear record of academic and professional excellence and achievement at respected institutions.
- Excellent communication skills with all levels of management, faculty, and business community; written, oral, individual, small groups and formal presentations.
- Strong background working with senior clients to build relationships, foster growth, and long-term collaborations.
- Senior professional experience, familiar with global business issues and trends, as well as capability building and leadership development approaches and methodologies.
- C-Suite/Executive Leader, Chief Learning Officer, and/or 10-20+ years’ experience in consultative professional services with exposure/relationships with senior leaders/C-Suite executives, and/or managing executive experience as a manager and in the C Suite or Board of Directors.
- An equivalent combination of education and relevant experience is acceptable. ‘Hands-on’ experience in executive education is a plus, as is knowledge of key sectors: financial services, public sector, nonprofit, technology, aerospace/defense, energy, healthcare and pharmaceuticals, and professional service.
- Relevant experience in proposal development, negotiation of agreements, and delivery of impact.
- Integrity, personal values, and a belief in Darden’s mission.
- Ability to work collaboratively with faculty, staff, and across the Executive Education and Lifelong Learning organization.
- Some areas of functional or topical expertise, and ability to engage on business content with senior executives.
- Intrinsic capability (or demonstrated ability) to understand learning pedagogy and teaching; prior teaching experience in an academic, executive education, or professional setting a plus.
- Ability to engage at a strategic level with senior executives and leaders and to be viewed as a peer and thought partner.
- Proven ability to develop productive long-term client relationships and experience driving increased revenue and profit to achieve organizational financial goals.
- Ability to develop business, understand clients’ business strategies and development needs, assess opportunities, mobilize resources to deliver innovative solutions and negotiate sales at the senior organization and public sector levels; strong presence and ability to communicate effectively senior executives.
- Ability to plan and coordinate the implementation of a business plan for the purpose of penetrating new markets, including countries outside the USA.
- Ability to work collaboratively within a team environment that includes cross-functional project teams.
- Global mindset and ability to develop relationships with culturally diverse organizations.
- Proactive with a bias for action and ability to manage deadlines and budgets. Strong orientation towards client satisfaction and results.
Please attach a cover letter and resume when applying for this position.
The Darden School Foundation is an equal opportunity and affirmative action employer. All qualified applicants will receive consideration for employment without regard to age, color, disability, sex (including sexual orientation and gender identity or expression), national or ethnic origin, race, religion, pregnancy, veteran status, or genetic information. We participate in E-Verify.
