Director of Corporate & Government Sales at California Institute of Applied Technology

United States

$110k - $176k

Description Work from Home (WFH) - Remote work must be performed while residing in California, New Mexico or Florida CIAT Campus Locations: San Diego, CA and Albuquerque, NM Reports to: VP of Strategy & Analytics Status: Exempt Employment Type: Full-time Overview: The Director of Corporate & Government Sales is responsible for leading CIAT’s growth in corporate, government, and contractor-funded IT, cybersecurity, cloud, project management and AI bootcamp training programs. We are searching for a data-driven and growth-oriented Director to facilitate bootcamp enrollment revenue growth goals and brand building initiatives to meet our five-year growth plan and beyond. Our ideal candidate thrives in a fast-growth, entrepreneurial environment, is a collaborative leader that brings new solutions to table and is technically fluent in IT and cyber training conversations. If you are passionate about promoting the important role education plays in changing lives, have the determination to roll up your sleeves and get things done, and have the perseverance to help put CIAT on the map as a leader in technical training, let’s connect. Responsibilities: Execute CIAT’s bootcamp expansion strategy focusing on corporate, government, and contractor enrollment channels Strategize with executive leadership team with enrollment forecasting for new and existing bootcamp courses Execute monthly, quarterly, and annual plans to meet or exceed revenue goals for bootcamp enrollments Establish CIAT as a preferred training provider across federal agencies, state/local governments, and defense contractor ecosystems by aligning bootcamp offerings with compliance frameworks (DoD 8140/8570, cyber readiness, cloud modernization initiatives, and more) Lead targeted outreach efforts to prime and subcontractor organizations, government technology leaders, and corporate L&D/IT managers to drive awareness, relationship development, and training solution adoption across all channels Develop and strengthen relationships with U.S. military bases nationwide, including education offices, transition readiness programs, skill development units, and command leadership, to expand awareness and adoption of CIAT’s IT/cyber training solutions Represent CIAT at federal, state, and local government technology forums, cybersecurity conferences, cloud summits, and IT/AI training events to build brand visibility and cultivate training solution opportunities Attend IT, cyber, and defense industry association events to engage with primes, subs, and government technology leaders aligned with CIAT’s IT/cyber training offerings Recruit, coach, motivate, and supervise our growing team of Bootcamp Enrollment Specialists Build and instill a “student-first” collaborative team culture that ensures each Bootcamp Enrollment Specialist enrolls qualified, career-focused students who will succeed in CIAT’s certification bootcamp programs Use a data-driven approach to identify areas of conversion optimizations within the bootcamp enrollment funnel and build or adapt internal process changes to reach annual performance benchmarks Oversee the inbound direct to trainee bootcamp enrollment process, ensuring all prospective inquiries are followed through CIAT communication channels, including phone, email, web, and live chat Build, organize, and maintain a dedicated lead database of corporate, government, and contractor prospects, ensuring accurate segmentation, prioritization, and ongoing engagement Develop personalized outreach plans for high-value targets within the lead database, including primes, subs, federal technology units, enterprise IT teams, and training procurement officers Manage, monitor, and customize CRM reports to ensure performance targets are achieved and reported on a daily, weekly, monthly, quarterly, and annual basis Collaborate closely with CIAT internal departments including Admissions, Marketing, Student Services, Career Services, Education, and IT to optimize enrollment performance, streamline trainee onboarding, and expand business development initiatives Ensure CIAT policies, procedures, and compliance standards are executed, monitored, and upheld on an ongoing basis Monitor and improve internal processes to ensure all Federal, State, accreditation, and institutional policies and procedures are being met Provide positive motivation and ongoing training for team members on policy and process changes. Communicate policy updates to staff as needed Coach, and counsel employees, in partnership with HR Provide professional growth opportunities for employees Build and maintain a motivated, professional team by recruiting, selecting, onboarding, coaching, and training employees Lead team efforts and foster collaboration across departments Support employees through organizational change by communicating clearly, addressing concerns, and modeling adaptability Ensure team compliance with all Federal, State, accreditation, and institutional requirements, including workplace policies and standards Collaborate with leadership to establish strategic goals by gathering and analyzing business, financial, service, and operational information Stay informed about changes and trends in the IT field Manage and enforce timekeeping policies to ensure accuracy and timely process of employee’s timecards Contribute to team effort by accomplishing results as needed Process timely, accurate, fair, without bias, performance reviews Embody CIAT’s mission, vision, purpose and values Ensure a safe, secure, and ethical work environment Requirements Bachelor’s Degree or Master’s degree preferred Minimum 5 years of previous experience in a management or leadership capacity supporting corporate IT/cybersecurity business development, government contracting, or training/education solution sales Minimum 5 years of experience using enterprise CRM systems such as Microsoft Dynamics or Salesforce Strong technical understanding of IT/cyber industry certifications from CompTIA, AWS, Microsoft, Cisco, ISC2 or other IT, cloud and cybersecurity fundamentals Strong understanding of DoD 8570/8140 requirements Strong understanding of GSA requirements Reliable transportation to attend meetings and events Must have and be able to present federally accepted identification required for access to military bases and secure facilities Proven track record creating and expanding corporate/government training solutions Exceptional relationship-building skills Experience engaging primes, subs, and government agencies Ability to execute and adapt to changes in strategic initiatives Highly proficient in data analysis, reporting, and Microsoft Excel skills to present forecasting models, conversion rate analysis, benchmark performance metrics, and goal setting A computer savvy and technical mindset willing to learn new systems that are deployed and build automated processes to streamline manual activities Strong presentation, public speaking, and writing skills Strong communication skills, both verbal and written, with the ability to effectively convey information and interact with students, colleagues, and others Possess a sincere interest in helping others achieve life goals Takes a customer-service-oriented approach to recruiting and retaining students and collaborating with internal departments Ability to work collaboratively with others to support student success, achieve CIAT goals and contribute to a positive and inclusive culture Commitment to fostering an inclusive and supportive environment that respects the diversity of employees and students' backgrounds, experiences, and perspectives Self-motivated, goal-oriented, assertive, results-driven and high energy Team player with a positive, can-do attitude Strong organizational skills with the proven ability to prioritize Possess high ethical standards, being an example of professionalism to others Ability to problem solve while maintaining compliance with all policies, procedures, and regulations, including those related to integrity, conduct, and professionalism Must be able to embody CIAT’s mission, vision, purpose and values Position Type and Expected Hours of Work Days and hours of work are Monday through Friday. Occasional weekend and evening hours may be required. Up to 30% travel may be required, including event participation, or on-site meetings with corporate or government customers. Supervisory Responsibility Supervises team of Bootcamp Enrollment Specialists and related positions. Values Values such as integrity, excellence, customer service, teamwork and mutual respect are some of those that remain constant, regardless of changes in our company. When identifying company values, it is important that those values are being demonstrated in the course of business each day. Our values set expectations for how employees and managers interact with every person while representing the company. We are passionate about education and student success We value integrity and excellence in our employees and students We treat ourselves and our students with dignity and respect We believe in and encourage innovation at our school to better help our students succeed We have a customer centric focus and we want people highly committed to achieving goals, where our success equals student’s success We are accountable for our actions, and if errors occur, we focus on preventing future errors and moving forward We have a growth mindset, always looking for ways to improve, with a sincere belief that every student can do better and achieve their goals We expect every employee to be an example of conduct and professionalism, being a role model to students and colleagues We commit to fostering an inclusive and supportive learning environment that respects the diversity of students' backgrounds, experiences, and perspectives We foster lifelong learning and professional development Physical Demands These physical demands are representative of the physical requirements necessary for an employee to successfully perform the essential functions of the job. Reasonable accommodation can be made to enable people with disabilities to perform the described essential functions. Essential functions of this role require sitting for extended periods of time Ability to type, use a computer to search for information and input information while speaking on the phone is required The employee will frequently be required to use the computer, mouse and telephone to conduct the regular tasks of this role The employee will be required to compute simple to simple mathematical calculations as a normal part of this role Lifting up to 30 lbs. while supporting logistics for event participation Work Environment While performing the responsibilities of this remote position, the job holder will work in a home office environment. Reasonable accommodations may be made to enable people with disabilities to perform the essential functions of the job. This role routinely involves using standard office equipment such as computers, phones, and virtual communication tools. Employees are expected to ensure that their home office is a safe and ergonomic working environment. Employees must maintain data security and confidentiality in accordance with company policies and use secure connections for all work-related activities. Expectations regarding work hours, availability, and time tracking will be clearly communicated and must be adhered to. The company is not responsible for maintaining home office environments beyond the provision of reasonable accommodations and necessary work-related equipment. Workers' compensation and liability for injuries that occur in the home office will be covered as per company policy and applicable laws. This remote work policy is designed to comply with all relevant local, state, and federal laws. When in the office, employees are expected to follow all workplace safety rules, security protocols, and professional conduct guidelines. They should maintain a clean and organized work area, be punctual, and actively engage in in-person meetings, collaboration, and training as scheduled. The in-office environment may involve occasional noise, shared workspaces, and use of common areas, and employees are expected to be respectful of others working nearby. AAP/EEO Statement California Institute of Applied Technology provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, California Institute of Applied Technology complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. California Institute of Applied Technology expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of California Institute of Applied Technology’s employees to perform their job duties may result in discipline up to and including discharge. Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time, with or without notice. Salary Range The salary range for the Director of Corporate & Government Sales is $110,000- $176,000 yearly/DOE. However, the expected starting salary for this position is $110,000- $140,000 yearly/DOE. We base salary offers on a variety of considerations, such as education, experience, equity and other business and organizational needs. #ZR