Director of Business Development

This position works remotely requiring a telecommuting agreement and adherence to the UCSC Telecommuting/Remote Work Guidelines. The employee shall be available in a full-time capacity during assigned telecommuting work hours (specific hours to be discussed with supervisor). While telecommuting/remote working, the employee is responsible for ensuring a worksite environment suitable for accomplishing their regular job duties during scheduled hours of work and, if applicable, arranging for dependent care just as they would if they were working at the regular UCSC worksite.

NO VISA SPONSORSHIP IS AVAILABLE FOR THIS POSITION.

HOW TO APPLY

For full consideration, applicants should attach their resume and cover letter when applying for a job opening. For guidance related to the application process or if you are experiencing difficulties when applying, please review the Applicant Resources on our website.

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INITIAL REVIEW DATE (IRD)

UC Santa Cruz jobs are posted until filled. All application materials submitted by 11:59 pm on the IRD will be routed to the hiring team for consideration. NOTE: Applicants who miss the IRD are still encouraged to apply; their materials will still be forwarded for consideration if requested by the hiring team. Application materials cannot be accepted outside of the jobs portal. Applications cannot be edited on an applicant's behalf. For more information about the IRD and the applicant review process, view this link.

The IRD for this job is: 05-19-2025

ABOUT UC SANTA CRUZ

UC Santa Cruz is a public university like no other in California, combining the experience of a small, liberal arts college with the depth and rigor of a major research university. It's known as an unconventional place where innovation and experimentation is part of the campus's DNA. That playful, bold spirit still thrives today, all on a campus renowned as among the most beautiful in the world.

DEPARTMENT OVERVIEW

The Smarter Balanced Assessment Consortium (SBAC) is a public agency supported by 12 members (states and territories). Through the work of thousands of educators, Smarter Balanced created an online assessment system aligned to the Common Core State Standards (CCSS), as well as tools for educators to improve teaching and learning. Smarter Balanced is housed at the University of California Santa Cruz (UCSC) Silicon Valley Extension.

Our work is guided by the belief that a high-quality assessment system can provide information and tools for teachers and schools to improve instruction and help students succeed - regardless of disability, language, or subgroup. We involve experienced educators, researchers, state and local policymakers, and community groups working together in a transparent and consensus-driven process.

Smarter Balanced staff have a profound commitment to UCSC's Principles of Community.

UCSC Extension provides professional training that reflects the academic rigor of the University of California and the hands-on, roll-up-your-shirtsleeves practicality of Silicon Valley culture. Developed with guidance from key industry leaders and academic experts, our certificate programs match the economic demand of your industry, from engineering to business, education to bioscience. The University of California reviews and approves UCSC Extension courses and programs for academic content, merit and instructor qualifications. Many of our courses may be applied toward degree programs, or may be eligible for professional certificates and licenses.

More information can be found at https://smarterbalanced.org

JOB SUMMARY

The Director of Business Development is a recently created position reporting to the Executive Officer for External Affairs. In this inaugural role, the incumbent will support the Smarter Balanced consortium through acquisition of new members and license agreements to access Smarter Balanced content.

The incumbent will leverage existing business intelligence as well as develop new resources, information and relationships to aid in identifying opportunities where Smarter Balanced can establish new membership and license agreements.

APPOINTMENT INFORMATION

Budgeted Salary: $104,900 - $136,230/year. Salary commensurate with skills, qualifications and experience.
Under California law, the University of California, Santa Cruz is required to post a reasonable estimate of the compensation for this role. The salary shown above is the budgeted amount the University reasonably expects to pay and the salary extended should not exceed this posted amount.

Benefits Level Eligibility: Full benefits

Schedule Information:

• Full-time, Fixed
• Percentage of Time: 100%, 40 Hours per Week
• Days of the Week: Mon-Fri
• Shift Includes: Day

Employee Classification: Career appointment

Job End Date: None

Work Location: Remote

Union Representation: Non-Represented

Job Code Classification: 004871 (BUS DEV PROFL 4) - Grade 25

Travel: Up to 50% of the time

JOB DUTIES

25% - Business Intelligence Activities

• Tracks State politics and legislative activities about nonmember states.
• Gathers intelligence information about opportunities for business development, including RFP release dates, existing vendor performance, RFP technical requirements, financial terms for active contracts, partnership possibilities, and information available on the internet.
• Creates and maintains a bank of non-member information and procurement documents related to membership opportunities, such as RFPs, RFQs, and RFIs.
• Actively monitors trends and activities in the industry that are impactful to business development.

25% - Plan Formulation and Documentation: Strategic, Tactical and Pursuit

• Uses business intelligence to create and maintain the annual business development strategic plan.
• Collaborates with External Affairs staff and Smarter Balanced management to evaluate the alignment between Smarter Balanced services and industry trends; creates ROI-based strategic plans that position Smarter Balanced optimally for responding to State needs.
• Participates in advisory meetings, incorporating feedback into business strategy proposals.
• Uses business intelligence and research to create short-term and long-term tactical plans for non-member States which in turn lead to increased exposure, interest in Smarter Balanced offerings, and contact with State staff.
• Leads the coordination of department initiatives that implement business development tactical plans.
• Implements State-specific pursuit plans which increase touchpoints and positive exposure to non-member States.

25% - Relationship Management

• Effectively leverages existing conferences and meetings to enhance business development.
• Applies advanced knowledge of business development practices, assessment and instructional delivery systems, State and district practices, operations and policies to guide and influence legislation, policies, and subsequent RFP language.
• Develops and advances relationships with nonmember States to inform their staff and promote Smarter Balanced; attends virtual or in-person events and conferences that are part of the Tactical Work Plan; virtual events include State board meetings; in-person events include education conferences and strategic 1:1 meetings.
• Regularly networks using the contacts list to acquire industry knowledge, identify bid opportunities, and build relationships with prospective members.
• Manages the activities of other business development contractors, such as lobbyists and consultants.
• Makes recommendations to Smarter Balanced management for procuring the services of other contractors, such as lobbyists or special consultants.
• Maintains positive working relationships with the vendor community.

25% - Business Proposals

• Contributes to the strategy and content of responses to procurement documents; responses may include input from other Smarter Balanced contractors, internal subject matter experts, and other sources; creates and maintains standard response templates and language.
• Creates, prepares, and organizes presentations as needed; makes presentations to State boards, legislative committees, chief State school officers, and other key individuals or groups that are part of the Tactical Work Plan and Pursuit Plan.
• Designs and maintains a comprehensive easily understandable and accessible recordkeeping system.
• Participates in contract negotiations to help secure contracts.
• Analyzes business intelligence documents to identify and address facts/gaps about the product/services requested, timing, potential revenue, length of contract, contractual risks, potential bidders, possible bidding partners, and a bid/no bid recommendation.

REQUIRED QUALIFICATIONS

• Bachelor's degree in related area and / or equivalent experience / training.
• Significant and recent experience as an effective business development professional in the public sector space.
• Experience ensuring that organizational practices, services, and behaviors support and promote collaboration among staff.
• Strong knowledge in the field of K-12 educational assessment and instructional delivery systems.
• Solid understanding and knowledge of current industry issues, initiatives, and trends; States' legislative priorities; common business practices, roles and responsibilities, relationships and dynamics; decision-making frameworks; and industry work processes.
• Excellent writing skills necessary to produce documents and messaging that effectively convey and promote the value proposition of Smarter Balanced.
• Interpersonal and oral communication skills for addressing client concerns, and prospective member needs in a persuasive and effective manner.
• Effective negotiation and promotional skills used in acquiring new members.
• Ability to establish and develop long-term and value-added business relationships with prospective members.
• Ability to identify, formulate, drive, and lead Smarter Balanced efforts in developing State-specific solutions.
• Ability to identify and implement organizational changes that expand the reach of Smarter Balanced across the nation, and increase access to services.
• Ability to drive initiatives that leverage technology, generate interest in Smarter Balanced services, and deliver State-specific solutions.

SPECIAL CONDITIONS OF EMPLOYMENT

• Selected candidate will be required to pass a pre-employment criminal history background check.
• Selected candidate must pass the employment misconduct disclosure process.
• Ability to work long periods of time at a computer with or without accommodation.
• This is a fully remote position, and the selected candidate must be able to work successfully from a home/remote office and be able to fulfill the requirements of the UCSC telecommuting agreement.
• Ability to work occasional evenings and weekends as directed.
• Selected candidate will be required to complete training within established time frames as directed including UC compliance training.
• Ability to travel nationally.
• Ability to maintain appearance and conduct suitable for working in a professional setting.
• Exercise the utmost discretion in managing sensitive information learned in the course of performing their duties. Sensitive information includes but is not limited to employee and student records, health and patient records, financial data, strategic plans, proprietary information, and any other sensitive or non-public information learned during the course and scope of employment. Understands that sensitive information should be shared on a limited basis and actively takes steps to limit access to sensitive information to individuals who have legitimate business need to know. Ensure that sensitive information is properly safeguarded. Follow all organizational policies and laws on data protection and privacy. This includes secure handling of physical and digital records and proper usage of IT systems to prevent data leaks. The unauthorized or improper disclosure of confidential work-related information obtained from any source on any work-related matter is a violation of these expectations.
• The University of California has implemented a Vaccination Policy covering all employees. Employees, including new hires, are required to comply with any applicable policies relating to the University of California vaccine program.

MISCONDUCT DISCLOSURE REQUIREMENT

As a condition of employment, the final candidate who accepts a conditional offer of employment will be required to disclose if they have been subject to any final administrative or judicial decisions within the last seven years determining that they committed any misconduct; received notice of any allegations or are currently the subject of any administrative or disciplinary proceedings involving misconduct; have left a position after receiving notice of allegations or while under investigation in an administrative or disciplinary proceeding involving misconduct; or have filed an appeal of a finding of misconduct with a previous employer.

a. "Misconduct" means any violation of the policies or laws governing conduct at the applicant's previous place of employment, including, but not limited to, violations of policies or laws prohibiting sexual harassment, sexual assault, or other forms of harassment, discrimination, dishonesty, or unethical conduct, as defined by the employer. For reference, below are UC's policies addressing some forms of misconduct:

- UC Sexual Violence and Sexual Harassment Policy
- UC Anti-Discrimination Policy
- Abusive Conduct in the Workplace

SAFETY STATEMENT

All UCSC employees must understand and follow job safety procedures, attend required health and safety training, proactively promote safety at work, and promptly report actual and potential accidents and injuries.

NOTICE OF AVAILABILITY

EEO/AA

The University of California is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, protected veteran status or other protected categories covered by the UC Anti-Discrimination Policy.

It is the policy of the University of California to undertake affirmative action and anti-discrimination efforts, consistent with its obligations as a Federal and State contractor.