Ville : Waterloo, ON

Catégorie : Temporary

Industrie : Education

Employeur : University of Waterloo

Term: 2 years

Reporting to the Managing Director, the Business Development Manager (BDM) is responsible for developing and managing CPI’s corporate partnership program(s) and industrial funding activities. The goal is revenue generation and increasing the number of industrial research and training partnerships and
sponsorships for CPI, its members, and students. This will include broadening the relationship between industry and faculties leading to collaborative research and training projects with the Tri-Councils (NSERC, CIHR & SSHRC), Ontario Centres of Innovation, Mitacs, National Cybersecurity Consortium,
etc. The BDM will visit companies and organize outreach activities through networks, associations and by working with other university departments and institutes, the Office of Research Partnerships Group, and WatSPEED. The individual will work with the Office of Advancement to reach out to Foundations and non-traditional funding sources, including philanthropic donations. Also the individual will work closely with the CPI team supporting early-stage contract discussions and project scoping activities necessary to align client and faculty expectations.

Identify potential industry partners

• Develop and implement an ongoing strategy for the identification, prospecting, and stewardship of external partners and potential clients that will lead to the development and delivery of research, training, and/or sponsorship opportunities
• Foster strategic relationships with key external partners to develop long-term client relationships
• Attend and organize appropriate meetings and events to promote the University of Waterloo’s capabilities and to interact with potential sponsors, clients, or partners
• Respond to requests from industry and the University’s extended network and outreach apparatus (including Co-op, Advancement, Institutes, etc.)
• Proactively target sectors or companies where there is high potential for strategic engagement
• Maximize value for industry partners and for the University
• Identify collaboration or strategic opportunities and support development of proposals as required
• Secure industry investment and client partnerships
• Cultivate an awareness of federal and provincial government granting programs, in particular those that require industry participation
• Coordinate the participation of industry partners in the proposal preparation process, to aid in leveraging industry sponsored funding and helping to cultivate and secure partnership agreements
• Negotiate initial key terms and conditions of partnership agreements and, accordingly, have a detailed and extensive knowledge of the academic and professional education environment as well as University policies and practices governing professional education, ownership of intellectual property, and industry engagement
• Work with Office of Research, research partnership managers to secure Non-Disclosure Agreements (NDAs), Sponsored Research Agreements (SRAs) and others
• Work with units across campus to secure long-term partnerships that enhance CPI and the University Marketing
• Work closely with CPI’s marketing to advance the visibility and profile of the University through organization of events, meetings, and workshops to increase the sales funnel of prospective clients
• Work with communications staff to plan and implement effective communication strategies for enhancing UW's profile in the private sector, including securing industry permission and participation
• Coordinate and deliver, as needed, presentations to corporations, government, and industry groups
• Represent University and Faculty competencies, from across campus, to external organizations

Collaboration with internal and external partners

• Develop deep knowledge of the UW campus capabilities and interests of Faculties
• Work with Faculties and UW units to help them contextualize their expertise in respect of private sector interests and needs
• Work in close collaboration with the outward facing units across campus including Research
• Partnerships, Research Centres and Institutes, Co-op, Advancement, Incubators, and other units across campus
• Ensure the satisfaction of internal and external partners through regular communication and feedback mechanisms, identifying new opportunities for engagement, and areas where customized UW services could be developed
• Anticipate and resolve problems or dissatisfactions that may arise to the Client’s satisfaction
• Connect, collaborate, and build beneficial relationships with external organizations and stakeholders at the local, national, and international level to further CPI’s objectives on behalf of the University
• Assist CPI’s program development team and instructors with aligning content in response to Client needs
• Lead client discussions, qualifying opportunities, conducting early stage needs assessments, initiating contract negotiations and engaging CPI’s program managers and contracts manager as appropriate

Special projects

• Undertake Special Projects as assigned by the Managing Director

• Master’s degree or equivalent experience. PhD or MBA would be an asset Experience
  3+ years of relevant experience in business development, technical sales, in a private or public
  organization. Direct experience in a university-industry liaison role would be an asset
• To conduct needs assessment and gap analysis for partners
• Experience within an academic, corporate, or start-up innovation environment
• Experience in performing needs and gap analysis for clients, leveraging a variety of strategies including sourcing, researching, and analyzing corporate mandates or industry/sectoral trends to assess a company’s suitability as potential client or partner
• Sales or client management experience is an asset
• Experience managing a diverse client portfolio, measuring and monitoring key performance indicators to evaluate and optimize sales and client management strategies
• Familiarity with an academic or corporate executive and professional training environments
• Detailed and extensive knowledge of the academic research & professional development environment
• Knowledge of University policies and practices governing ownership of intellectual property an asset
• Demonstrated proactive leadership skills, strong project- and time-management, attention-to-detail,and problem-solving skills are required
• Ability to “think on your feet” in respect of managing relationships and complex negotiations with creativity, especially when faced with challenging situations or personalities
• Team player who thrives in an environment of exchanging information and ideas, and who will support other members of the CPI team to meet collective goals
• Outstanding oral and written communication and interpersonal skills, including excellent presentation skills and the ability to be an articulate advocate for CPI and the University in promotion and external relations
• Outstanding client management focus for internal and external clients
• Ability to follow technical discussions to identify appropriate faculty members, or business units in respect of industry interests
• Excellent negotiation and customer relations skills, and the ability to adapt to the complex and changing University, Industry, and Government environments
• Ability and confidence to communicate effectively with all faculty members, including academic administrators such as Deans, Chairs, and Associate Deans, from a variety of disciplines within all six Faculties, as well as with University senior administration, staff, and students
• Ability and confidence to communicate effectively with all industrial partners, including executive leaders, technical, administrative, and contract staff
• Ability to understand and promote the aspirations of CPI and to balance the often conflicting requirements of industry partners, university faculty members, and institutional priorities and policies
• Ability to work with confidential information
• Ability to work independently and in a collaborative team environment, and the capacity to work effectively and efficiently in a complex, fast-paced and changing environment with numerous deadlines and priorities
• Strong analytical skills, accurate data interpretation and the ability to integrate report data from various sources
• Strong technical background, is an asset in dealing with companies and academics in this role
• Strong understanding of executive education and custom/curated training
• Knowledge of numerous areas of the university that relate to CPI’s mission and services, including research, Co-op, Advancement, incubators, and others is an asset
• Travel will be expected with some evening/weekend work required during peak deadline periods

The University of Waterloo is committed to implementing the Calls to Action framed by the Truth and Reconciliation Commission. We acknowledge that we live and work on the traditional territory of the Neutral, Anishinaabeg and Haudenosaunee peoples. The University of Waterloo is situated on the Haldimand Tract, the land granted to the Six Nations that includes six miles on each side of the Grand River.

The University values the diverse and intersectional identities of its students, faculty, and staff. The University regards equity and diversity as an integral part of academic excellence and is committed to accessibility for all employees. The University of Waterloo seeks applicants who embrace our values of equity, anti-racism and inclusion.  As such, we encourage applications from candidates who have been historically disadvantaged and marginalized, including applicants who identify as First Nations, Métis and/or Inuk (Inuit), Black, racialized, a person with a disability, women and/or 2SLGBTQ+.

All qualified candidates are encouraged to apply; however, Canadians and permanent residents will be given priority.

The University of Waterloo is committed to accessibility for persons with disabilities. If you have any application, interview, or workplace accommodation requests, please contact Human Resources at hrhelp@uwaterloo.ca  or 519-888-4567, ext. 45935.