The Darden School Foundation, the 501(c)3 organization that supports the Darden Business School at UVA, seeks a Managing Director or Senior Director to join the Executive Education and Lifelong Learning enterprise. Managing/Senior Directors work with C-suite and Senior executives and leaders at complex private and public institutions to help them address their capability and leadership building challenges by connecting their needs with the knowledge, faculty, programs, technology and teaching offered by the University of Virginia’s Darden School of Business enterprise.

Managing/Senior Directors work to develop and execute the vision for growing the reach and breadth of the Darden Enterprise’s global impact through lifelong learning across portfolios of client leadership. As key representatives for the Darden School Foundation and in collaboration with the Chief Client Officer, Managing/Senior Directors cultivate custom client relationships, consult with clients on their talent and leadership development challenges, collaborate with EELL colleagues on new business opportunities and pursuits, and work with faculty on the design and delivery of professional arrangements in accordance with organizational strategy. Managing/Senior Directors are responsible for the P&L of a portfolio of customized executive education and lifelong learning clients. As such, it is important that Managing/Senior Directors have experience and expertise in the talent management space, are up-to-date on management and business research, and are connected to executive education and leadership development trends. Personal expertise in a functional or sector through research or practitioner expertise, and associated experience in translating this into a learning and classroom setting is a clear plus. Through this, Managing/Senior Directors help Darden Executive Education and Lifelong Learning to innovate, grow its impact and access to lifelong learning programming, and increase senior leader relevance and engagement for the Darden enterprise.

A desired profile includes: a seasoned and experienced executive education an lifelong learning leader at a top academic institution; a seasoned professional services executive/consultant with experience in executive education and talent/leadership development; and/or a managing and directing executive level leader who has demonstrated strategic thinking and the ability to build and maintain senior executive client relationships related to executive education, lifelong learning, capability building and leadership development.

Primary Duties and Responsibilities include:

Client Relationships, Development, and Growth

• Consult with clients on their talent and leadership development challenges, understanding client needs and articulating possible custom or open enrollment solutions.
• Develop strong relationships with clients, including senior leaders and executives within the talent /L&D organization as well as functional/business leaders sponsoring individual teams.
• Retain and grow revenue from existing clients, managing a portfolio of custom clients across industries, geographies and functional areas.
• Originate and/or develop proposals from networks and/or in response to inquiries and formal requests for proposals (RFPs) within existing client organizations.
• Be an innovative thought partner for clients to help design transformational learning solutions, which may include blended learning programs (synchronous and asynchronous learning, in person, online). Able to work in partnership with Darden EELL team to help expand technology enabled solutions.
• Negotiate a competitive set of EELL program offerings within clients, at reasonable profitability.
• Maintain current information on leads, contacts, and proposals, utilizing the Salesforce CRM system.
• Deliver on agreed-to existing client development targets and productivity levels across their portfolio.
• Collaborate with Faculty and executive education colleagues to coordinate custom account start-up activity and to ensure client needs are met by program design and delivery.
• Implement regular communication and follow-up with clients during planning and delivery of programs, checking in with clients on return on investment from programs to help inform initiatives, programmatic changes and needs, and value-added inquiries.

Market and Relationship Development

• Continuously grow a strong network and set of consultative relationships with C-suite and senior executives both within their clients and also externally in the market, that serve as a foundation for enduring opportunities for Executive Education and the Darden School of Business.
• Develop and nurture relationships with Darden School faculty, alumni and administrative leaders, and actively position faculty expertise and thought leadership within the context of market and client needs.
• Cultivate and establish partnerships within the University of Virginia, other universities around the world, and with corporate partners.
• Stay current and familiar with global business issues/trends and capability building/leadership development challenges.
• Conduct research, competitor and market analysis across industries and regions to identify attractive existing client growth opportunities.
• Collaborate with Darden’s communication and marketing organization to develop, coordinate, and implement marketing plans to increase custom relationships (including social media, thought leadership and direct marketing)
• Support the business development team within Darden Executive Education and Lifelong learning to identify and select strategic accounts, as well as establish criteria for selection and proposal of client projects.

Program Design

• Deploy a comprehensive knowledge of faculty expertise, styles and approaches to align with custom client programming.
• Leverage broad and/or deep knowledge of instructional methods appropriate for manager and leader audiences, including online, blended and in-person instruction deployed with varying degrees of intensity and duration. Incorporates best practices relying on principles of adult learning theory and instructional methodology.
• Translate client objectives, and information specific to client's organization, industry or faculty into custom program learning objectives.
• Collaborate with Faculty Lead to refine program curricula and design participant projects using leading edge, pedagogically sound curriculum for executive audiences.
• Partner with delivery team on the overall program development and design leadership, including project financials.
• Translate performance and knowledge gaps identified in relevant client needs analyses into dynamic, integrated educational curricula.

Program Oversight and Management

• Collaborate with Faculty, other EELL colleagues, particularly but not exclusively the program delivery team, to ensure the successful execution of custom programming, in line with client/participant needs.
• Create program budgets that meet client needs while ensuring profitability to EELL.
• Manage program debrief sessions, review program evaluations and enact updates to content, agenda, flow, sequence, faculty, etc. to consistently improve the quality and impact of the programs.
• Facilitate integration of program content and messages and make required changes to program curriculum, schedule and/or faculty based on client/market, faculty and/or participant input.
• In collaboration with EELL colleagues, revisit and revise contracts between clients and/or vendors and EE to meet changing needs and priorities.
• Monitor budget for each program and report on profitability of entire account.

Successful candidates will have a proven track record that includes:

• Bachelor’s degree from a high quality, accredited institution; an MBA, doctorate or other terminal degree is preferred.
• Experience in business management and leadership that required strategic planning, communication, fiscal responsibility and human capital strategies.
• Experience as a leader in developing, delivering and managing education, learning and talent development programs.
• Excellent interpersonal, organizational and interpersonal communication skills including collaborative, forward looking mindset.
• Strong background working with senior clients to build relationships, foster growth and long-term collaborations.
• Experience as a senior professional familiar with global business issues and trends, as well as capability building and leadership development approaches and methodologies.
• Experience as a C-Suite/Executive Leader, Chief Learning Officer, and/or 10-20+ years’ experience in consultative professional services with exposure/relationships with senior leaders/C-Suite executives, and/or managing executive experience as a manager and in the C Suite or Board of Directors.
• An equivalent combination of education and relevant experience is acceptable. 'Hands-on' experience in executive education is a plus, as is knowledge of key sectors: financial services, public sector, nonprofit, technology, aerospace/defense, energy, healthcare and pharmaceuticals, and professional service.
• Relevant experience in proposal development, negotiation of agreements, and delivery of impact
• Clear record of academic and professional excellence and achievement at respected institutions
• Integrity, personal values, and a belief in Darden’s mission
• Ability to work collaboratively with faculty, staff, and across the Executive Education and Lifelong Learning organization.
• Some area of functional or topical expertise, and ability to engage on business content with senior executives.
• Intrinsic capability (or demonstrated ability) to understand learning pedagogy and teaching; prior teaching experience in an academic, executive education, or professional setting a plus (Note: this role is not a faculty role, but specific limited teaching opportunities can be considered and approved on a case-by-case basis in consultation with the dean and faculty depending on need and the qualifications of the individual)
• Ability to engage at a strategic level with senior executives and leaders and to be viewed as a peer and thought partner.
• Proven ability to develop productive long-term client relationships and experience driving increased revenue and profit to achieve organizational financial goals.
• Ability to develop business, understand clients’ business strategies and development needs, assess opportunities, mobilize resources to deliver innovative solutions and negotiate sales at the CEO/CHRO/CTO/CLO level; strong presence and ability to communicate effectively with C-level and senior executives.
• Ability to plan and coordinate the implementation of business plan for the purposes of penetrating new markets, including countries outside the USA.
• Ability to work collaboratively within a team environment that includes cross-functional project teams.
• Global mindset and ability to develop relationships with culturally diverse organizations.
• Proactive with a bias for action and ability to manage deadlines and budgets. Strong orientation towards client satisfaction and results.
• Excellent communication skills with all levels of management, faculty and business community; written, oral, individual, small groups and formal presentations.

Based on candidate experience and background, an offer of either Managing Director or Senior Director title and requisite compensation will be based on a combination of factors including:

• Experiences managing and directing a portfolio of clients in executive education, professional services and learning/talent development.
• Complexity, size and range of client services in previous roles comparable to Executive Education and Lifelong Learning offerings and client portfolio.
• Number of years’ experience in executive education, talent/leadership development.

Please attach a cover letter and resume when applying for this position.

The Darden School Foundation is an equal opportunity and affirmative action employer. All qualified applicants will receive consideration for employment without regard to age, color, disability, sex (including sexual orientation and gender identity or expression), national or ethnic origin, race, religion, pregnancy, veteran status, or genetic information. We participate in E-verify.

About Darden, the Darden School Foundation and Charlottesville, VA:

UVA’s Darden Graduate School of Business delivers Degree Programs and Executive Education in its Charlottesville and Washington D.C. locations, as well as at client sites around the world. The Darden School Foundation is an independent, nonprofit, tax-exempt corporation established in 1952 with the mission of supporting and advancing the Darden School in its academic mission. The Darden School Foundation provides this support through promoting philanthropic support, managing endowment funds and other assets for the School’s exclusive benefit, running Darden’s top ranked Executive Education and Lifelong Learning program, and operating the Darden Sands Family Grounds in Rosslyn. An elected Board of Trustees oversees the Foundation’s strategy and provides a critical link between the Foundation, School, and business communities.

Job Type: Full-time

Benefits:

• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Schedule:

• Monday to Friday
• Weekends as needed

Work Location: In person