Senior Director, Custom Programs

• Job Type: Officer of Administration
• Regular/Temporary: Regular
• Standard Work Schedule:
• Salary Range: $135,000 - $150,000

Position Summary

Reporting to the Executive Director, Custom Programs, the Senior Director, Custom Programs will be responsible for proactively securing new custom program clients and business in both the US and international markets. They will also manage existing client relationships and oversee the execution of custom executive education programs.

The Senior Director focuses on bringing new business for the custom team with a high win ratio of securing business. They are expected to build and leverage their own network of senior HR, L&D and senior leadership contacts to expand Columbia Business School's custom executive education portfolio.

This role requires a high volume of outreach to new leads on a weekly basis, engaging virtually or via phone and conducting in-person meetings on an ad hoc basis. The Senior Director will also collaborate with Business School faculty and the broader executive education team, engaging in the full spectrum of sales, business development, and relationship management.

The Senior Director, Custom Programs must exhibit the professionalism and gravitas necessary to represent Columbia Executive Education when interacting with corporate clients. Additionally, they must be able to articulate and position Columbia Executive Education's custom and open enrollment program offerings within a sophisticated B2B context.

ABOUT CBS

For over a century, Columbia Business School (CBS) has helped develop leaders and builders of enterprises who drive value for their stakeholders and society at large through our MBA, MS, PhD, and Executive Education programs. We are equally committed to cultivating new scholars and teachers and to creating and disseminating pathbreaking knowledge, concepts, and tools that advance the understanding and practice of management through our faculty research and PhD programs. Our vision is simple: to develop ideas and leaders that transform the world-from the very center of business.

Our ever-evolving curriculum, featuring pioneering courses, STEM certification, and immersive experiential learning, prepares students to excel in key areas such as digital transformation, entrepreneurship, innovation, twenty-first-century finance, the intersection of business and society, and climate and sustainability. The CBS administration enables CBS' educational and scholarly mission through strategic and operational guidance and support, optimizing School resources through well-designed, transparent processes with a culture of respect for all.

Responsibilities

• Develops and manages a portfolio of corporate and/or institutional custom clients and programs, aligning with departmental and senior leadership strategic objectives.
• Builds and executes a business development strategy with both domestic and international focus, in collaboration with the Executive Director, Custom Programs.
• Conducts a high volume of outreach to new leads weekly, engaging through virtual meetings, phone calls, and in-person meetings as needed.
• Focuses on securing new business with a high win ratio, leveraging an existing network of L&D, senior leadership, and HR contacts to drive growth.

• Manages all commercial aspects of relationships with corporate and institutional clients, ensuring strong business partnerships.
• Negotiates commercial terms and contracts, oversees program budgets, and coordinates with the Executive Education operations team for effective resource allocation.
• Establishes and maintains effective relationships with key divisions at CBS, including Finance & Administration, External Relations, Alumni Relations, and General Counsel, to support business development activities.

• Assesses opportunities, analyze client needs, and develop high-quality, creative, and rigorous proposals (typically using PowerPoint) that align with CBS brand and capabilities.
• Collaborates with faculty directors to develop proposals and custom program designs, ensuring alignment between faculty teams, the business school, and client stakeholders.
• Clearly communicates faculty compensation related to custom program development and faculty-assisted business development.

• Creates and leads sales pitches and processes to optimize win rates, ensuring alignment with sales targets and business objectives.
• Develops well-considered forecasts, conducts sales and profitability analysis, and tracks business development and client management activity in Salesforce to generate data-driven insights.
• Maintains a strong understanding of market trends and future directions in executive education to ensure Columbia Business School remains competitive and innovative.

• Performs other related duties as assigned to support the growth and success of custom executive education initiatives.

Minimum Qualifications

• Bachelor's degree required; MBA or other advanced degree in a related field preferred.
• Minimum of 5-7 years experience in consulting, consultative sales, or business development.
• Experience selling complex services to senior corporate decision-makers.
• Proven ability to bring in new business with a high win ratio and an existing network of L&D, senior leadership, or HR contacts.
• Demonstrated success in high-volume outreach and client engagement, with the ability to conduct virtual, phone, and in-person meetings as needed.
• Excellent written and oral communication skills with strong interpersonal abilities.
• Proven sales and negotiation skills.
• Ability to multi-task, prioritize, and manage change effectively.
• Proficiency in Microsoft Office applications, including PowerPoint and customer relationship management (CRM) software, especially Salesforce.

Preferred Qualifications

• International experience is desirable.
• Entrepreneurial experience is a plus.
• Multiple languages are a plus.

Equal Opportunity Employer / Disability / Veteran

Columbia University is committed to the hiring of qualified local residents.