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California Institute of Applied Technology · 3 weeks ago

Director of Corporate & Government Sales

California, United States

Full-time

Hybrid

Lead/Staff, Director/Executive

$110K/yr - $140K/yr

5+ years exp

California Institute of Applied Technology is seeking a Director of Corporate & Government Sales to lead growth in corporate, government, and contractor-funded IT training programs. The role involves executing expansion strategies, establishing CIAT as a preferred training provider, and managing a team to optimize bootcamp enrollment performance.

EducationInformation Technology

Growth Opportunities

Hiring Manager

Taylor Lou Shook

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

Qualification

Corporate IT salesGovernment contractingCRM systemsIT/cyber certificationsData analysisPublic speakingRelationship buildingCustomer serviceTeam leadershipOrganizational skills

Required

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

Company

California Institute of Applied Technology

California Institute of Applied Technology is an award-winning technical college helping students launch and advance their career in the competitive job market.

Founded in 2008

Loomis, California, USA

201-500 employees