Channel Sales Manager - India

Job Overview:

The Coursera Enterprise team serves global organizations, including leading Corporations, Universities, and Governments, who seek to upskill or reskill their workforce with the world’s best education. The Enterprise team is made up of several functional roles including: Sales, Sales Development, Customer Success, Channel, Implementation Management, Solution Consulting and Revenue Strategy & Operations. The teams operate globally.

This is a builder role. You will own the creation and execution of Coursera's India channel program with a primary focus on hunting, recruiting, and converting channel partners who serve Indian Universities, Government bodies, and Public Sector Enterprises (PSEs).  

You will be tasked to refine the partner led sales and lead processes, identify needed marketing interventions, and then work directly with our partner sales reps and internal sales reps to drive leads and close deals. In addition, you will be responsible for analyzing other new business opportunities that might accelerate the enterprise business, providing recommendations on these opportunities, and closing new partnerships where appropriate.

Enterprise Channel goals:

1. Drive indirect Coursera revenue from channel partners in the University, Government, and PSE sectors in India
2. Hunt, recruit, and activate Tier II partners who have existing relationships and access to university leadership & administration, state/central government education departments, and PSE L&D/HR/CIO functions
3. Facilitate partnerships to deliver direct sales opportunities
4. Reduce friction for our direct teams to sell via partnerships

Responsibilities:

• Proactively identify, target, and recruit new (including Tier II) channel partners across India including education resellers, university IT/ERP vendors, government-empaneled IT integrators, training institutes with institutional reach, and vendors servicing public sector clients
• Develop a partner identification playbook for each segment (University, Government, PSE)  
• Build partner enablement infrastructure: sales playbooks, product training, certification tracks, demo environments, co-branded collateral, and deal registration processes
• Own the partner compliance framework to ensure all partners meet Coursera's contractual, data privacy, branding, and reporting standards
• Track and analyze partner performance metrics to optimize channel effectiveness and ROI
• Ensure partner business plans are developed and conduct regular/quarterly partner business reviews to review performance
• Work cross functionally to resolve partner issues and ensure exceptional partner experience
• Negotiate partnership agreements and commercial terms that drive mutual value and growth
• Develop co-sell partnership focused in India - Co-Sell partnerships align go to market strategies for Coursera’s direct sales force and our partners where we can provide joint value to customers
• Coordinate with Coursera's internal Implementation Management and Solution Consulting teams to support and identify opportunities for partners to deliver additional value added services
• Work with Coursera Enterprise & Partner Marketing to develop joint marketing programs to advance channel strategies
• Evaluate new partnership opportunities, providing guidance to enterprise leadership
• Lead executive level discussions with partners and prospects to mutually define the winning partnerships.

Basic Qualifications:

• At least 10+ years of related experience in technology partner management/sales, business development, or consulting
• Experience setting up and managing successful joint sales and go to market engagements
• Experience working with enterprise sales organizations and familiar with enterprise technology sales engagement models
• Strong enterprise selling and client relationship skills, and demonstrated success in establishing and managing partner relationships
• Experience selling into or partnering with organizations that serve Indian Government, Universities, or PSEs with understanding of procurement processes (GeM, tenders, empanelment)

Preferred Qualifications:

• Experience working with partners primarily focused in India
• Experience supporting marketing efforts or closely working with marketing teams to achieve goals
• Comfort operating in ambiguous, early-stage environments with limited support infrastructure

 

If this opportunity interests you, you might like these courses on Coursera:

• Foundations of Business Strategy
• Successful Negotiation: Essential Strategies and Skill

 

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