Business Development Manager
About the Role
The Business Development Manager plays a critical role in driving growth and strategic partnerships for a higher education-focused holding company. This individual is responsible for identifying new business opportunities, expanding market presence, and fostering relationships with key stakeholders across the education sector. By leveraging market insights and industry trends, the Business Development Manager contributes to the company’s long-term success by developing and executing strategies that align with its mission and growth objectives.
This is a high-visibility, externally facing role that requires someone equally comfortable in a boardroom negotiating a partnership agreement as they are analyzing enrollment data or presenting market insights to the executive team. The right candidate brings genuine knowledge of the higher education landscape, a strong deal-closing track record, and the relationship fluency to build trust across institutional, corporate, and government stakeholders.
Key Responsibilities
Business Opportunity Development
- Identify and cultivate new business opportunities within the higher education sector, including strategic partnerships, acquisition targets, joint ventures, and program expansion initiatives.
- Build and maintain a robust pipeline of prospective partners and institutional relationships, tracking activity and progression in CRM systems.
- Drive revenue growth through innovative initiatives, program development, and partnership structures that create value for both parties.
Market Research and Intelligence
- Conduct thorough market research to assess industry trends, competitor activity, regulatory developments, and emerging opportunities aligned with the company’s growth objectives.
- Analyze enrollment data, financial reports, and market indicators to inform business development strategy and support data-driven decision-making at the leadership level.
- Stay current on regulatory changes, accreditation developments, technological advancements, and evolving best practices in higher education to anticipate market shifts.
Relationship Management
- Develop and maintain strong, high-trust relationships with universities, colleges, accreditation bodies, corporate partners, and other relevant institutions and organizations.
- Represent the company at industry conferences, networking events, and strategic meetings to enhance brand presence, build new contacts, and reinforce existing relationships.
- Serve as a credible and professional face of the organization in all external engagements, articulating the company’s value proposition clearly and compellingly.
Negotiation and Deal Structuring
- Lead the negotiation and structuring of partnership agreements, MOUs, and joint program initiatives, ensuring favorable terms, clear deliverables, and long-term sustainability.
- Coordinate with legal, finance, and operations teams during the due diligence and contracting phases to ensure alignment and risk mitigation.
Internal Collaboration and Reporting
- Collaborate with internal teams including admissions, marketing, academic affairs, and operations to align business development strategies with organizational capabilities and corporate objectives.
- Work closely with marketing and sales teams to develop targeted outreach strategies, promotional campaigns, and thought leadership content that supports business development goals.
- Monitor key performance indicators and provide regular, substantive reports to leadership on pipeline activity, partnership outcomes, and progress against growth targets.
Education and Experience Requirements
What the Organization Offers
Why This Role Matters
Business development at the holding company level in higher education is a distinct discipline. It requires someone who understands how institutions make decisions — slowly, by committee, with significant regulatory and accreditation constraints — and who can work within that reality while still building momentum and closing deals. The standard corporate sales playbook does not translate directly, and candidates who recognize that distinction tend to be far more effective in this environment.
For someone with the right background, this role offers genuine influence over the company’s growth trajectory. The partnerships built here shape which markets the organization enters, which institutional affiliations strengthen the brand, and ultimately how many students gain access to educational pathways they might not otherwise have had.
In higher education business development, the best deals are not just good for the company. They expand access, strengthen programs, and leave both institutions better than they were before the partnership started.
Retained Search by Excelon Associates
Excelon Associates is a retained executive search firm headquartered in Asheville, NC, with additional offices in Boca Raton and Delray Beach, FL. Since 2007 we have placed business development managers, directors of partnerships, VP-level growth leaders, and institutional development officers at higher education organizations, holding companies, and education-adjacent businesses across the United States.
For higher education institutions and organizations seeking to expand their reach, strengthen academic programs, and build the partnerships that drive long-term growth, Excelon Associates is a trusted recruitment partner. We connect organizations with business development professionals who combine sector knowledge, relationship credibility, and genuine deal-making capability. Reach out today to start a confidential conversation.
Hiring a Business Development Manager?
Excelon Associates places business development and growth leaders at higher education organizations across the United States. Headquartered in Asheville, NC. Retained search since 2007.