Institutional Relations Manager, Mid-Atlantic South

Institutional Relations · Boston, Massachusetts
Department Institutional Relations
Employment Type Full Time
Minimum Experience Mid-level

Institutional Relations Manager

Mid-Atlantic Region (Pennsylvania, Delaware, Maryland, Washington D.C. West Virginia, Virginia,)


About CAPA 

CAPA The Global Education Network is committed to academic excellence, integrity, and innovation in learning abroad. Our mission is to provide meaningful experiences that challenge and inspire students to analyze and explore complex political, cultural, and social landscapes within urban environments. Through our commitment to personalized learning, global connections via technology and collaborative learning communities, we prepare students to live and work in a globally interdependent and diverse world. CAPA The Global Education Network is headquartered in Boston and operates programs in Buenos Aires, Dublin, Florence, Sydney, London and Shanghai. 


Justice, diversity, equity, and inclusion are fundamental to the mission, structure, and operations of CAPA The Global Education Network. We are an equal opportunity employer that strives to provide a work environment that celebrates difference and is free of implicit and explicit bias. We seek to hire employees representing diversity in all forms and work to support all employees to achieve at the highest level. Employment is based on a person’s professional qualifications and competence. CAPA does not discriminate against any employee or applicant because of race, creed, color, religion, gender, gender identity or expression, sexual orientation, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition including breastfeeding, or any other basis protected by law.  


Job Overview 

The Institutional Relations Manager (IRM) is a role responsible for business development as well as for maintaining and growing existing institutional partner relationships within a region designated by CAPA. We are seeking candidates based in Pennsylvania, Virginia, Maryland, or Washington D.C. to support Pennsylvania, Delaware, Maryland, Washington D.C., West Virginia, Virginia.

In addition to cultivating new relationships with universities and colleges, the IRM works with CAPA’s current partners to develop new business by approving new CAPA programs, developing custom programs and increasing student enrollments.

Diversity is more than just a student learning outcome at CAPA. We are committed to building an inclusive and equitable community where the thoughts and opinions of our colleagues are valued and contribute to our collective success. If you share our commitment to access, inclusion and equity and want to join a community that actively strives to improve in all that we do, CAPA is the place for you.

The ideal candidate will be a target-driven strategic thinker who is highly self-motivated and able to collaborate and function as a productive team member across departments. This position reports to the Manager of Institutional Relations.



Key Responsibilities

  • Assess business opportunities, establish goals, and take ownership for growth within your assigned region.
  • Develop and manage strategies to exceed growth targets.
  • Consult with U.S. universities and colleges to develop strategic partnerships to allow their students to access CAPA’s study and intern abroad programs.
  • Develop customized program opportunities with institutions in CAPA locations, utilizing extensive knowledge of best practices and expertise in academics, internships, and student services.
  • Attend study abroad, career fairs and related partner events to generate leads and meet enrollment targets.
  • Develop, establish, and maintain relationships with study abroad professionals, administrators, and faculty at partner institutions.
  • Raise brand awareness by meeting with current and prospective partners, presenting papers and participating in sessions at national and regional conferences.
  • Work in conjunction with multiple departments within CAPA, both domestic and international, to support our current partnerships and to look for opportunities to generate new ones.
  • Assist partners by guiding their program development efforts, supporting recruitment, communicating CAPA updates, handling special requests, and providing creative solutions to complex programming.


  • Bachelor’s degree required and five years’ work experience or proven track record of success in sales, or other industry experience in relationship development and management. Experience in higher education sales a plus.
  • Demonstrated commitment to working with and for diverse colleagues and constituents of varying demographic, cognitive and experiential identities.
  • Record of success in meeting or exceeding established revenue-based targets as performance goals.
  • Excellent communication and relationship-building skills with broad range of clientele including new and existing partners.
  • Demonstrated ability to think strategically and problem solve with an ability to adapt and thrive in ambiguity while managing multiple tasks.
  • Established success working independently and proactively in dynamic environments, setting priorities based on data analysis, achieving goals, and holding yourself and others accountable for deliverables. Experience working remotely a plus.
  • Experience working with a CRM, Salesforce and HubSpot preferred.
  • High level of competitive drive, self-motivation, initiative, enthusiasm, and flexibility with strong written, verbal and presentation skills.


Work Environment

  • Working on a computer, placing phone/video calls, creating and editing documents
  • Required to walk, sit or stand for long periods of time, potentially outdoors in the heat or cold.
  • Domestic and occasional international travel required (up to 40% during peak season), in alignment with seasonal recruitment activities and organizational plans.
  • Occasional physical activities such as lifting boxes of 25-30 lbs, arranging chairs/tables in conference room setting.
  • Ability to travel independently, driving or taking flights for long or sustained periods of time.
  • Ability to attend occasional meetings outside of local business hours, due to global nature of operations.
  • Valid driver’s license required and ability to drive long distances.


There are many great candidates that do not check all the boxes, and we know you might bring valuable perspectives, experiences and skills that we haven’t considered. If this describes you, we encourage you to apply and tell us about yourself.



This is a full-time position. Standard work schedule is 37.5 hours per week, 9:00 to 5:30, Monday to Friday. Due to the nature of sales and the study abroad field, additional time beyond regular office hours and work on weekends and holidays is to be expected in this role.

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  • Location
    Boston, Massachusetts
  • Department
    Institutional Relations
  • Employment Type
    Full Time
  • Minimum Experience