eCornell Director of Federal Government and Military Programs (Remote)

Rewards and Benefits

• This position is based in Ithaca, New York, however, the successful applicant may perform this role remotely anywhere within the United States.The New York Convenience of employer guidelines require New York State individual tax reporting and withholdings for this position. Additional individual state income tax filings may also be required if working temporarily outside New York State.  

• The opportunity to work with a dynamic group of people in a high-growth organization where employee development is promoted.

• A broad set of competitive benefits under the Endowed program, including educational opportunities, access to virtual wellness programs, health care options, 3 weeks of paid vacation, 13 paid holidays, and superior retirement contributions.  

Incentive Program:

• In addition to the base salary, you will be eligible to participate in a performance-based incentive program in accordance with the eCornell Corporate Programs Plan (“Plan”) parameters. As a Director of Enterprise Programs, you will be eligible to earn a target of $100,000 in variable compensation based on annual sales quotas in your assigned territory. 

Department Summary:
 

As Cornell University’s online learning unit, eCornell delivers online professional certificate courses to individuals and organizations around the world. Courses are personally developed by Cornell faculty with expertise in a wide range of topics, including data analytics, management, marketing, human resources, leadership, and STEM. Students learn in an interactive, small cohort format to gain skills they can immediately apply in their organizations, while earning a professional certificate from Cornell University. eCornell has offered online learning courses and certificate programs for 15 years to over 130,000 students at more than 2,000 companies.

The opportunity:

The Director, Federal Government and Military Programs role drives business development by establishing strategic partnerships with various entities within the US Federal Government, including its departments, agencies, and the US Military. The primary objective is to bridge the learning and development requirements of the US Federal Government and Military with the diverse educational offerings provided by Cornell’s Office of External Education (Cornell). The key emphasis lies in aligning these needs with Cornell’s Professional Certificate programs and OnDemand solutions.

The ideal candidate for this position is a self-starter, equally comfortable in prospecting for new business and developing relationships with existing clients to broaden and grow business.  This is a remote-based position.

What you will do:

• Promote Cornell University’s professional online education solutions within the US Federal Government Departments and Agencies, including all branches of the US Military, achieving quarterly and annual bookings quotas

• Build a viable and documented pipeline through prospecting activities and teamwork with inside and outside program directors 

• Identify professional development needs and propose appropriate solutions

• Partner with Cornell’s Office of External Education Custom Live / Executive Education team to when appropriate to support the needs of the client

• Effectively represent External Education/eCornell in interactions with potential customers through meetings, written communications, and marketing events

• Deliver effective presentations to senior level government decision makers

• Negotiate the proposed solution’s terms and conditions

• Document all sales activities, pipeline, and forecasts daily within SalesForce.com

• Provide forecast reports twice monthly that detail quarterly booking and pipeline detail by account

• Work with the implementation team members post-sale to ensure project accuracy and customer satisfaction

• Provide superior communication and customer service 

• Maintain customer relationships to cross-sell and insure future business 

• Work on strategy and execution with Inside Director to secure prospective clients

• Develop well targeted account strategies and sales plans

• The anticipated revenue responsibility for this position is $2M+

What you will need:

• Bachelor’s degree and 5+ years of government or corporate business development/sales/marketing experience or equivalent combination of education and experience.

• Track record as a top producer in a goal-oriented environment

• Experience in sales/business development in leadership development, eLearning, professional/executive development, training, professional services, or consulting services 

• Experience in sales/business development supporting US Federal Government and/or Military clients

• Successful experiences selling to senior US Government and/or Military officials and decision makers

• Successful experience selling to C-Suite executives

• Solid understanding of technical concepts and web applications

• Excellent presentation skills

• Polished professional who is self-motivated and organized

• Excellent written and verbal communication skills/good listener

• Passionate about business development and goal oriented

• Proficient in using MS Office Suite, Google G-Suite, Salesforce.com

• Works well as a member of a team

• Experience working as part of a virtual, remote team

**Sponsorship for employment visa is not available for this position**

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