Edtech.com's Summary

Arizona State University is hiring a Director of Business Development & Corporate Memberships. This senior business development role involves acquiring new corporate members, managing executive relationships, driving membership growth, and overseeing renewals primarily with Fortune 500 and Fortune 1000 companies. The director personally manages the full business development lifecycle emphasizing consultative, relationship-driven selling, and collaborates closely with CAPS Research leadership and teams.

Highlights

Lead acquisition and retention of corporate memberships primarily with Fortune 500 and Fortune 1000 companies.
Manage long-term, trusted relationships with senior supply management executives.
Develop and negotiate proposals including pricing and deal structure for membership and custom research engagements.
Maintain disciplined pipeline management using Salesforce or equivalent CRM for accurate forecasting and opportunity tracking.
Provide market insights on supply management and procurement priorities to refine CAPS capabilities and value proposition.
Minimum qualifications include a bachelor's degree and 8+ years in enterprise B2B business development or partnership sales, with experience closing complex, high-value deals.
Desired skills include consultative selling to VP, SVP, or C-suite senior leaders and familiarity with supply chain environments.
Salary range is $130,000 - $160,000, commensurate with education and experience.
Position requires strong communication, negotiation, executive presence, and the ability to build trust in complex sales environments.
Role reports to the Executive Director of CAPS Research within Arizona State University's W. P. Carey School of Business.

Director of Business Development & Corporate Memberships Full Description

Job Profile:Administrative Operations Manager 4

Job Family:Administrative Operations

Time Type:Full time

Max Pay - Depends on experience:$160,000.00 USD Annual

Apply before 11:59 PM Arizona time the day before the posted End Date.

Minimum Qualifications:
Bachelor's degree and nine (9) years of experience appropriate to the area of assignment/field including five (5) years managerial experience; OR, Any equivalent combination of experience and/or training from which comparable knowledge, skills and abilities have been achieved.

Job Profile Summary:
Administers and evaluates all business and administrative matters including budget, operations, and programs and personnel administration within several departments. Provides financial analysis and strategic planning as well as oversees the budgetary controls.

Job Description:

This is a senior, relationship-driven business development role within a research center operating at the intersection of academia and enterprise.

CAPS Research is looking for a senior, relationship-driven business development leader to grow corporate memberships with Fortune 500 and Fortune 1000 companies.

CAPS operates as an executive commons for senior supply management leaders - bringing together trusted peer relationships, rigorous benchmarking, and applied research grounded in Arizona State University's nationally ranked Supply Chain Management department.

If your best work has come from building long-term executive relationships and selling insight rather than products, this role is worth a closer look.

About CAPS Research

CAPS Research (the Center for Advanced Procurement Strategy) is a self-funded research center within the W. P. Carey School of Business at Arizona State University.

Since its founding in 1986, CAPS has operated through long-term corporate memberships and partnerships, reflecting sustained relevance and trust among leading global organizations.

CAPS works directly with Chief Procurement Officers and senior supply management leaders at global companies. Members come to CAPS for perspective, benchmarking, and access to peers facing the same complex, real-world challenges.

Today, CAPS serves a growing corporate membership base with clear expectations for thoughtful, sustained growth in the years ahead.

Position Salary Range

$130,000 - $160,000 commensurate with education and experience.

The Role

This is a hands-on, senior business development role with real ownership.

The Director of Business Development & Corporate Memberships is personally responsible for acquiring new corporate members, stewarding long-term executive relationships, and driving membership renewals, growth, and select custom benchmarking or research engagements. This is a hands-on role that requires personal ownership of the full business development lifecycle, with an emphasis on consultative, relationship-driven selling rather than high-volume transactions.

You will report directly to the Executive Director of CAPS Research and work closely with a small, highly collaborative internal team.

This role calls for confidence, sound judgment, and a strong sense of ownership, paired with professionalism and self-awareness.

This role is for someone who wants responsibility more than title, impact more than visibility, and autonomy paired with accountability.

What You'll Be Responsible For

Business Development & Revenue Growth

Initiate, develop, and close new corporate memberships and related partnership opportunities, primarily with Fortune 500 and Fortune 1000 organizations
Build and continuously refine a high-quality prospect list using research, judgment, prioritization and relevance over indiscriminate volume
Lead thoughtful, curiosity-driven discovery conversations with senior executives and translate CAPS capabilities into compelling value propositions
Shape, present, and negotiate proposals, including pricing, scope, and structure, to arrive at durable, win-win agreements
Own renewals and expansion conversations with existing members, ensuring long-term engagement and revenue continuity

Executive Relationship Management & Representation

Serve as a trusted, credible representative of CAPS with senior executives at member and prospective companies
Manage a portfolio of high-value relationships with an emphasis on trust, relevance, and long-term partnership
Engage selectively in events, executive roundtables, and meetings where there is clear relationship or revenue impact

Market Insight & Value Proposition Development

Stay current on supply management, procurement, and supply chain priorities to inform prospect targeting and conversations
Work closely with CAPS benchmarking and research colleagues to understand current and emerging offerings, and how they resonate with executive audiences
Identify patterns across member and prospect conversations that inform refinements to CAPS's positioning, packaging, and pricing over time

Pipeline Management & Operating Discipline

Maintain a clear, well-qualified pipeline with defined next steps and realistic close probabilities
Use Salesforce (or equivalent CRM) consistently to track outreach, conversations, proposals, renewals, and forecasts
Produce accurate revenue forecasts that reflect both opportunity and risk
Bring discipline to follow-up, documentation, and cadence - handling outreach, follow-ups, and data entry rather than delegating core sales work
Review pipeline and performance regularly with CAPS leadership to support informed decision-making

What Success Looks Like (12-24 Months)

Success in this role will be evident through:

Sustained revenue growth, driven by a combination of new corporate memberships and strong renewal performance across the existing member base
A healthy, well-qualified pipeline with clear prioritization, realistic close probabilities, and consistent forward momentum
Trusted, long-term executive relationships with senior supply management leaders who view CAPS as a valued, long-term partner
Effective discovery and deal execution, reflected in well-shaped proposals, thoughtful negotiations, and mutually beneficial agreements
Clear operating discipline, including accurate forecasting, consistent CRM usage, and reliable follow-through
Growing clarity and focus in CAPS's go-to-market approach, informed by patterns observed across executive conversations and market feedback

After 12-24 months, the Director should be widely recognized as a trusted growth leader for CAPS - someone who consistently turns executive relationships and insight into sustained revenue and long-term partnerships.

Who Thrives at CAPS

People who succeed at CAPS tend to:

Take personal ownership for outcomes without needing constant oversight
Bring confidence to executive conversations while staying genuinely curious
Enjoy winning new business and sustaining relationships long after the contract is signed
Balance ambition with judgment and respect for colleagues
Care about long-term reputation as much as near-term results

This role is well suited to someone who practices thoughtful, well-prepared selling, prioritizes relevance over volume, and engages executives through insight, credibility, and long-term value creation.

Experience & Background

Minimum Qualifications

Bachelor's degree in business, supply chain management, marketing/communications, or a related field
8+ years of experience in enterprise B2B business development, partnerships, or relationship-driven sales
Demonstrated experience personally closing complex, high-value deals
Comfort and credibility engaging with senior executives

Desired Qualifications

Capacity to translate CAPS content, data, and insight into compelling commercial value stories for senior executives
At least 2-3+ years of experience selling corporate memberships, advisory services, research, data, or consulting offerings directly to senior leaders (VP, SVP, or C-suite level).
At least 3 or more years' experience engaging senior executives in consultative conversations, including understanding business priorities, framing implications, and guiding solution discussions.
Comfort operating in a fast-paced, evolving environment, with the judgment to adapt without losing focus.
Familiarity with supply management, procurement, or supply chain environments

Knowledge, Skills, and Abilities

Ability to manage a disciplined business development pipeline using CRM systems (e.g., Salesforce), including tracking executive interactions, maintaining accurate opportunity stages, and producing reliable revenue forecasts.
Exceptional communication, negotiation, and executive-level presentation skills, with demonstrated experience leading discovery conversations, shaping proposals, and presenting value propositions to senior executives.
Ability to build credibility and trust quickly with senior leaders through preparation, insight, and sound judgment in complex, relationship-driven sales environments.
Ability to prioritize high-impact opportunities, manage follow-up rigorously, and sustain momentum across long sales cycles without reliance on high-volume or scripted approaches.
Ability to synthesize input from executive conversations, market trends, and internal stakeholders to inform positioning, messaging, and go-to-market refinement.

Final Note

This role is intentionally designed for a senior business development leader who is motivated by long-term impact, trusted relationships, and sustained growth.

Someone who values trust, preparation, and long-term impact - who is motivated by responsibility, grounded in humility, and energized by building something meaningful over time.

If that sounds like you, we'd welcome your interest.

Department Statement:

The W. P. Carey School of Business at Arizona State University is the largest business school in the United States with more than 23,000 students and 120,000+ alumni worldwide. From our world-renowned faculty representing six continents to thousands of outstanding students who join us every year, the W. P. Carey School welcomes Inclusive Excellence and encourages global thinking. The W. P. Carey School is internationally recognized for its leadership in business education, groundbreaking research and innovation, and renowned faculty, making us one of the top-ranked business schools in the country.

W. P. Carey prides itself on being a place "where business is personal." Business is personal means that kindness, courtesy, and respect lead our actions. We care for each other and support one another. We're proud of that commitment, and look forward to it shaping your experience at W. P. Carey. Learn more at wpcarey.asu.edu.

All we do at ASU is guided and inspired by the University Charter, which reads:

ASU is a comprehensive public research university, measured not by whom it excludes, but by whom it includes and how they succeed; advancing research and discovery of public value; and assuming fundamental responsibility for the economic, social, cultural and overall health of the communities it serves.

The W. P. Carey School of Business continually strives to foster a welcoming and inclusive environment.

Driving Requirement:Driving is not required for this position.

Location:Campus: Tempe

Funding:No Federal Funding

Instructions to Apply:

Current employees, student workers seeking staff opportunities, and students applying for student worker positions must apply directly through the Workday Jobs Hub.

Please use the link below to log in using single sign-on.

https://www.myworkday.com/asu/d/inst/1$9925/9925$18303.htmld

To be considered, your application must include all of the following attachments:

Cover letter
Resume or CV

Multiple documents may be uploaded in the attachments section. Alternatively, applicants may combine all required materials into a single PDF for submission. Please ensure uploaded documents are clearly labeled and include your name.

Please ensure your resume includes all employment information in month and year format, for example 6/04 to 8/14, along with job title, job duties, and employer name for each position. Your resume should clearly demonstrate how your experience and background meet the minimum and desired qualifications for this position. Incomplete applications or missing required materials may not be considered.

Important: Do not withdraw your application to make edits. Once an application is withdrawn, it cannot be edited, reactivated, or replaced with a new submission. If you have questions or need assistance, please contact HR Talent Acquisition before the posting close date to request edits.

Graduate Assistant, Intern and part-time positions are counted as half time for experience equivalency, meaning one year equals six months of experience.

Only electronic applications will be accepted for this position. By submitting an application, you confirm that the information provided is accurate and complete.

ASU Statement:

Arizona State University is a new model for American higher education, an unprecedented combination of academic excellence, entrepreneurial energy and broad access. This New American University is a single, unified institution comprising four differentiated campuses positively impacting the economic, social, cultural and environmental health of the communities it serves. Its research is inspired by real world application blurring the boundaries that traditionally separate academic disciplines. ASU serves more than 100,000 students in metropolitan Phoenix, Arizona, the nation's fifth largest city. ASU champions inclusive excellence, and welcomes students from all fifty states and more than one hundred nations across the globe.

ASU is a tobacco-free university. For details visit https://wellness.asu.edu/explore-wellness/body/alcohol-and-drugs/tobacco

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, or any other basis protected by law.

Notice of Availability of the ASU Annual Security and Fire Safety Report:

In compliance with federal law, ASU prepares an annual report on campus security and fire safety programs and resources. ASU's Annual Security and Fire Safety Report is available online at https://www.asu.edu/police/PDFs/ASU-Clery-Report.pdf. You may request a hard copy of the report by contacting the ASU Police Department at 480-965-3456.

Relocation Assistance - For information about schools, housing child resources, neighborhoods, hospitals, community events, and taxes, visit https://cfo.asu.edu/az-resources.

Employment Verification Statement:

ASU conducts pre-employment screening which may include verification of work history, academic credentials, licenses, and certifications.

Background Check Statement:

ASU conducts pre-employment screening for all positions which includes a criminal background check, verification of work history, academic credentials, licenses, and certifications. Employment is contingent upon successful passing of the background check.

Fingerprint Check Statement:This position is considered safety/security sensitive and will include a fingerprint check. Employment is contingent upon successful passing of the fingerprint check.

Original Job Description