Program Manager, Strategic Alliance

Introduction

Babson College is a world-class business school, empowering entrepreneurial leaders to create great economic & social value. It's an exciting launch pad for anyone who wants to make a real impact in higher education. We provide everything you need to achieve your goals, including learning opportunities, outstanding benefits, rich rewards, wellness programs, & a genuine dedication to creating a diverse, multicultural & inclusive community.

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Overview

The Program Manager, Strategic Alliance plays a key role in advancing visibility of Babson College to corporate members and builds deep partnerships to cultivate new opportunities while expanding the pipeline of corporate prospects, effectively acting as a lead generator for the Corporate Engagement Business Development team. Specifically responsible for revamping and overseeing the entire Strategic Alliance Program, from renewing existing agreements to increasing membership by proactively generating new prospects through outreach to selected prospect companies, working professional students, and alumni; prospecting, identifying, and qualifying “top-of-the-funnel” sales prospects for business development team; and building these relationships to complement the business development’s sales strategy by growing B2B relationships that result in increased B2C leads and new B2B professional development opportunities by making warm introductions to the Corporate Engagement business development team.

The Strategic Alliance Program offers unique educational benefits to corporate members’ employees including a corporate scholarship on Babson’s part-time programs and complimentary professional development Webex sessions. The Strategic Alliance Program was designed as a B2B marketing vehicle (enrolling corporate members) to build B2C access to corporate members' employees to promote Babson’s part-time graduate programs for working professionals. It has subsequently evolved into an important lead generator and prospecting tool targeting both individuals and corporations interested in other professional development opportunities including the Corporate Certificate in Advanced Management graduate program and B-AGILE programs).

Responsibilities

Account Management

• Maintain and grow existing clients by renewing existing Strategic Alliance member agreements, building rapport with Strategic Alliance clients, promoting and scheduling events to build visibility of program and its benefits, managing outreach campaigns in Salesforce, and developing marketing intelligence on Strategic Alliance members’ professional development needs.
• Foster and solidify long-term relationships with current and prospective clients to ensure continuous development and expansion within each Strategic Alliance member corporation. This includes outreach to all existing clients to discuss program status; monitoring existing agreements and preparing renewals; and monitoring customer satisfaction to gauge any expansion opportunities.
• Manage, promote, and emcee quarterly Taste of Babson events to all Strategic Alliance members through outreach campaigns utilizing Salesforce.
• Schedule and represent Babson at various events at clients’ locations to promote Strategic Alliance program and its benefits at company events such as benefits fairs, tabling events, coffee hours and/or company education fairs.
• Work in tandem with Corporate Engagement’s business development team to expand outside of main point of contact to get in front of other decision makers, influencers, end users within assigned accounts to actively promote Babson and maximize potential professional development opportunities.
• Update and track all interactions in Salesforce, ensuring membership statuses are current, and clients have met their requirements to remain in good standing.
• Prepare monthly update statuses on Strategic Alliance members and proactively share updates with Corporate Engagement team and key stakeholders at Babson.
• Build the top of the sales funnel for business development team by using marketing intelligence gained from relationship building, sourcing leads, mine potential professional development opportunities within Strategic Alliance organizations and make introductions for Corporate Engagement’s Sr. Director Business Development.

New Business Development Strategic Alliance Memberships

• Expand the Strategic Alliance Program membership and identify new members in key demographic areas such as Miami, Boston, and across the US.
• Develop relationships with major targets within the various markets and maintain key contacts.
• Utilize CRM (Salesforce) to strategically conduct outreach to grow interest, keep contacts “warm” and track all sales activity.
• Schedule weekly meetings and make presentations to senior HR professionals.
• Make warm introductions within account to Corporate Engagement business development team.
• Contribute information to business development team by evaluating meeting results; identifying needs to be filled; analyzing and relaying customer reactions.
• Create monthly dashboards tracking progress.
• Assume additional responsibilities as required.

Requirements

WHAT EDUCATION AND SKILLS YOU WILL NEED

• Bachelor’s Degree or combination of skills and commensurate work experience.  
• Minimum of 5 years of experience in corporate sales, account management, program management, recruitment/sourcing, or inside sales including appointment setting.
• Demonstrated mastery of core sales skills including call effectiveness, time management, presentations including those presented via Webex, and comfort using CRM programs (e.g., Salesforce, Hubspot, ACT, etc.) to track and report results.
• Ability to prioritize customer needs, build positive relationships and remain customer-focused.
• Comfort with cold calling and scheduling company events onsite at Strategic Alliance members’ offices annually and presenting Strategic Alliance program and benefits to HR professionals.
• Comfort planning, scheduling and hosting events for part-time professional students to explain membership benefits and ask students for warm HR introductions.
• Ability to take initiative, ask insightful questions that will uncover potential professional development opportunities.
• Ability to develop sales target list leveraging warm introductions with Babson part-time students, alumni, and Babson stakeholders.
• Ability to meet target goals and grow the Strategic Alliance Program membership.
• Strong people skills, collaborating with executives, business school faculty and HR professionals, entrepreneurs, and educators.
• Collaborative team player , able to make introductions and hand off professional development leads to the Corporate Engagement business development team.
• Excellent oral, written, and telephone communication skills.
• Outstanding organizational, time-management skills and follow-up skills.
• Strong influence and presentation skills.
• Able to work with ethnically, culturally, and socially diverse students, staff, faculty, and other constituencies.
• Strong computer skills including proficiency in Microsoft Office (Word, Excel, PowerPoint, Salesforce).
• Strong administrative/project management and organizational skills to insure timely and coordinated approach through the program lifecycle.
• Envisions and proposes new methods to perform tasks that support ET&A; takes thoughtful risks; and accepts new and ongoing initiatives, objectives, and solutions to gain sought-after results.
• Anticipates and embraces change ; demonstrates willingness to achieve, acquire, and utilize new skills and challenging tasks; and is flexible in changing conditions.

HOW AND WHERE YOU WILL WORK

• Must have had a valid unrestricted U.S. Driver’s License for one year, and maintain throughout employment an insurable (as determined by the College’s insurer’s criteria) or a satisfactory driving record; must successfully complete and pass the College’s vehicle training program within the first 60 days of employment; annual or more frequent review of employee’s driving record based on the College insurer’s criteria; and safety training as required by management.
• This role can be fully remote; the on-campus requirement is subject to modification based on organizational need. 
• In accordance with applicable law, the following represents a reasonable estimate of the range of possible compensation for this role: $83,700-$90,000 depending on the candidate’s experience.

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