Business Development Manager

As a Business Development Manager, you will be the leading edge for the Institute for Experiential AI’s industry engagements. Collaborating with the AI Solutions Hub, Responsible AI Practice, and Membership Program, you will identify new business opportunities, qualify them, and close them. The right candidate will possess a variety of sales skills, including relationship building, self-discipline, collaborative selling, and creative problem solving.

Date posted:
October 28, 2022
Schedule:
Full-time
Location:
Boston, MA Campus
Job code:
R109901
Full Job Description

About the Opportunity

 

About Northeastern:

Founded in 1898, Northeastern is a global research university and the recognized leader in experience-driven lifelong learning. Our world-renowned experiential approach empowers our students, faculty, alumni, and partners to create impact far beyond the confines of discipline, degree, and campus.  

Our locations—in Boston; Charlotte, North Carolina; London; Portland, Maine; San Francisco; Seattle; Silicon Valley; Toronto; Vancouver; and the Massachusetts communities of Burlington and Nahant—are nodes in our growing global university system. Through this network, we expand opportunities for flexible, student-centered learning and collaborative, solutions-focused research.

Northeastern’s comprehensive array of undergraduate and graduate programs— in a variety of on-campus and online formats—lead to degrees through the doctorate in nine colleges and schools. Among these, we offer more than 195 multi-discipline majors and degrees designed to prepare students for purposeful lives and careers.

 

About the Institute:

Do you want to be part of an exciting new Institute focused on the fusion of human and machine intelligence into working AI solutions?

We have launched a pioneering research and innovation hub in AI—one that will shape the way humans and machines collaborate. Led by Dr. Usama Fayyad, the Institute for Experiential AI (EAI) is built around the challenges and opportunities made possible by human-machine collaboration. The institute provides a framework to design, implement, and scale AI-driven technologies in ways that make a true difference to society. Our ability to respond to the needs of making AI work in real problems will also require training and building a workforce that is AI-capable. 

Our world-renowned experiential approach empowers our students, faculty, alumni, and partners to create impact far beyond the confines of discipline, degree, and campus – we believe the experiential aspects involved in solving applied problems in AI can drive novel research as well as educational experiences.

 

The Culture:

At the Institute for Experiential AI (EAI) we are committed to the highest of standards in all that we do. Working at the Institute offers unique opportunities and environment . This is the right place for you if you’re curious, motivated by the future of technology and want to be part of a unique community that works on high-impact science, business, educational, and societal problems
 

Summary:  

As a Business Development Manager, you will be the leading edge for the Institute for Experiential AI’s industry engagements. Collaborating with the AI Solutions Hub, Responsible AI Practice, and Membership Program, you will identify new business opportunities, qualify them, and close them. The right candidate will possess a variety of sales skills, including relationship building, self-discipline, collaborative selling, and creative problem solving.

The role requires you to interface with executive-level leaders in the data world as well as data practitioners, so understanding your audience and tailoring your message accordingly is paramount. The EAI business development org is a small team comprised of individuals who wear many hats, and you’ll be asked to take on a wide range of responsibilities as well: hunter and farmer, proposal designer and presenter, leader and collaborator.

The core KPI for this role is a revenue target. You will be selling custom AI solutions similar to consulting projects. Each opportunity is different, so an ability to understand the prospect’s needs (stated or unstated) and connect them with the right resource is crucial. While the EAI is a small organization, our value is powered by our alignment with Northeastern University’s large and complex network of resources and its educational and research mission. To leverage that alignment properly, you will need to be agile, creative, efficient, curious, and a clear communicator.

 

Responsibilities:

  • Meet and exceed revenue targets

  • Design, develop, and execute business development plan for assigned territory

  • Identify, lead and close new business opportunities for AI Solutions Hub, Responsible AI projects, and EAI memberships

  • Identify opportunities to grow depth and breadth of EAI involvement with existing client partner organizations

  • Meet regularly with industry prospects and client partners, both virtually and in person (no more than 15% travel time required)

  • Work closely with colleges, partnership teams, and product teams to drive customer satisfaction and continually improve EAI offerings

  • Connect prospects and client partners with the right Northeastern University resources

  • Create, design and present proposals and written Statements of Work

  • Understand EAI offerings and articulate their value to potential and existing client partners

  • Document and communicate business development efforts in meetings and via tools such as Salesforce

 

Qualifications:

  • 4-6 years of B2B solution selling experience, preferably in advanced technology

  • Bachelor’s degree or greater

  • Strong understanding of how to navigate large organizations to drive deals to close

  • Agility, creativity, self-sufficiency, and clear communication skills

  • Demonstrated ability to achieve revenue targets in a B2B sales environment

  • Ability to build long-term value-driven relationships with stakeholders at customer organizations. Existing relationships with data practitioners and industry leaders a plus

 

Position Type

General Administration

 

Additional Information

Northeastern University is an equal opportunity employer, seeking to recruit and support a broadly diverse community of faculty and staff.  Northeastern values and celebrates diversity in all its forms and strives to foster an inclusive culture built on respect that affirms inter-group relations and builds cohesion. 

All qualified applicants are encouraged to apply and will receive consideration for employment without regard to race, religion, color, national origin, age, sex, sexual orientation, disability status, or any other  characteristic protected by applicable law.

To learn more about Northeastern University’s commitment and support of diversity and inclusion, please see www.northeastern.edu/diversity.