15 days old

Director, Strategic Accounts

Bentley University
Waltham, MA
  • Job Code
Bentley University

Job Description Summary
Reporting directly to the Vice President of External Relations, the Director of Strategic Accounts is an entrepreneurial business development role created to accelerate Bentley University's strategic goal of increasing corporate revenue and engagement. You will be responsible for understanding the needs of Bentley University's new and existing corporate clients, crafting customized corporate education solutions that leverage Bentley capabilities and leading the sale of those solutions. You will lead the Bentley University relationship with those accounts, actively seeking opportunities to grow the business and deepen our partnership. Your portfolio of offerings includes customized executive education, in-company professional development and Bentley's market-leading Diversity & Inclusion corporate training programs. To be successful, you will need to be client-focused and have an innovative mindset, at times creating solutions to meet client needs that are not yet part of Bentley's portfolio. The Director of Strategic Accounts provides an opportunity to make a huge impact for Bentley and our clients, and offers an attractive compensation package that includes potential for significant variable compensation

Essential Duties
  • Create and implement a prospecting plan to close initial business with target accounts
  • Grow existing corporate accounts through a disciplined consultative sales and account management process
  • Lead initial sales calls and the entire sales process through a highly professional and consultative selling process
  • Effectively translates client needs into Bentley corporate education solutions
  • Orchestrate Bentley resources including faculty and staff to create winning proposals
  • Create and advocate for innovative solutions that build on Bentley and faculty capabilities in order to create winning client solutions
  • Resolve objections, find common ground and negotiate and close business
  • Transition sold work to delivery team and faculty, and support delivery throughout client engagements
  • Through a trusted advisor approach, actively manage and grow accounts and resolve client issues in a timely way
  • Work collaboratively with colleagues across the University, keep stakeholders informed of your progress, realistically forecast future business and track activities and progress in a CRM system
  • Represent Bentley University Career Services to potential employers
  • As a member of the Bentley External Relations Leadership Team, take on special projects and actively contribute to shaping the future of the Division

Minimum Qualifications
  • Bachelor's degree
  • A minimum of 5-7 years of sales experience
  • A proven track record of B2B sales performance in higher education, professional services or similar industries. A history of meeting or exceeding quotas is a plus
  • Proficiency with a highly consultative sales approach
  • Expert written and verbal communication skills, including when presenting to or communicating with client senior executives
  • Able to collaborate with and influence key stakeholders like faculty and Bentley University leaders
  • Proficient in Powerpoint, Word and Excel
  • Comfortable using a CRM system and other technologies to support the business
  • Able to collaborate effectively with faculty, staff, alumni, members of the Cabinet and Board of Trustees and other stakeholders
  • Must hold and maintain a valid, unrestricted United States driver's license with an insurable driving history as determined by Bentley's insurance carrier

Work Environment
  • Typical office setting with extensive sitting, computer and phone work
  • Ability to travel within campus and to outside meetings and work relevant events, travel may occur outside of normal business hours including weekends and nights

Bentley University requires references checks and may conduct other pre-employment screening


Bentley University strives to create a campus community that welcomes the exchange of ideas, and fosters a culture that values differences and views them as a strength in our community

Bentley University is an Equal Opportunity Employer, building strength through diversity. The University is committed to building a community of talented students, faculty and staff who reflect the diversity of global business. We strongly encourage applications from persons from underrepresented groups, individuals with disabilities, covered veterans and those with diverse experiences and backgrounds.



Posted: 2020-01-10 Expires: 2020-02-09

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Director, Strategic Accounts

Bentley University
Waltham, MA

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