Job Purpose

To expand ISB Executive Education's client base, build the ISB brand and achieve ambitious targets from the Corporate world through high quality and impactful Executive Education interventions.

Key Responsibilities

Leverage and Expand Existing Customer Relationships

Understanding the existing clients business, situation and needs better than they do
Remap key role holders and stakeholders
Maintaining a customer relationship matrix and calendar - who should be met, how often
Replicate past programmes for new audiences
Surfacing new opportunities for custom programmes
Improve wallet-share of ISBs offerings
Connecting accounts to other ISB resources e.g. ISB Online, Open Programmes, Case Development Centre, Research, Placement Team, etc.

Acquire New Customers

Target high propensity customer organizations in your region based on revenues, headcount, industry trends, etc.
Map key role holders in target accounts
Create a focused plan for acquiring the target accounts
Conduct basic research about the organization, their market position, learning budgets, etc.
Reach out to build strategic relationships across key role holders and stakeholders
Think through and validate the likely challenges and business need of the organization
Share the ISB portfolio of offerings
Identify and scope out new opportunities
Regularly plan for the next set of targeted accounts

Bring Sales Opportunities to Closure

Have a consultative sales mindset when approaching an opportunity
Prepare approach notes and proposal documents
Managing diagnostic studies and brining in Learning Consultants / Learning Architects / Faculty / Sr. Director / etc. to support the sales process when required
Translate client-provided information into clear programme objectives and learning outcomes
Shepherd the proposal through its various stages of evaluation and feedback by internal stakeholders
Negotiate and close deals
Coordinate legal discussions and signing formalities
Provide all necessary handover documents for seamless Program Delivery
Document contacts, interactions and other key details in Salesforce
Collect all payments as per defined milestones

Maintain up-to-date account records, contact details, opportunity status etc on Salesforce

Constantly evolve ways to up-sell and cross-sell other ISB programmes to Strategic Accounts

Represent the voice of the market while exploring New Products for Development

Spearhead / Lead new initiatives to enhance revenue potential or product/service offerings to clients.

Qualities for Success

Custom Executive Education at ISB is undergoing a digital transformation through which it will offer learning solutions through a diverse blend of methodologies including traditional classroom, synchronous online, asynchronous/video course, gamification and more.

As part of this process, we will continue to address our core audience of Sr. Executives, functional heads, executives, etc. while creating new leadership development solutions for other levels as well such as middle managers, front line supervisors, etc.

Successful Candidate Should Have:

Desire to take on ambitious targets and own the outcomes
Superb verbal, listening and written business communication skills
Business, technology, HR and leadership development savvy
Premium product/service mindset (not sales by discounting mindset)
Willingness to use the CRM to document and maintain customer relationships
Personality/gravitas/confidence to interact with business leaders and CHROs as a peer and trusted advisor, rather than as a requirement taker
Able to orchestrate complex sales through multiple stakeholders, customized products/services, and sophisticated customers
Strong negotiation skills based on creating a win-win approach
12-18 years of total experience with B2B sales / business development / account management
Experience selling to business leaders and HR
Able to listen, empathize and ask timely questions
Able to write compelling, easy to understand, sophisticated emails, proposals, etc.
Persuasive and sophisticated on the phone and on video calls
Proven expertise in consultative, configure to order sales
Track record of high achievement in B2B sales / business development
High energy
MBA degree/PGP/PGDM

A Successful Candidate Could Have:

Experience working with engineer-to-order environment
Dazzling presentation skills
Good network of contacts among HR/L&D leaders
Good understanding of the leadership development space
Custom Executive Education sales experience
Experience designing / delivering Executive Education / high end training / etc.

Associate Director - Enterprise Sales (Executive Education)