Channel Sales Manager - India (Delhi NCR/Hyderabad/Bengaluru)
Coursera
IndiaPosted 1 month ago
Skill Required
SalesandGoAI
Key highlights
- 10+ years of related experience required
- Focus on Indian Government, Universities, and PSEs
- Builder role for Coursera's India channel program
- Global, distributed team collaboration
Role 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. This is a builder role where you will own the creation and execution of Coursera's India channel program, focusing on hunting, recruiting, and converting channel partners who serve Indian Universities, Government bodies, and Public Sector Enterprises (PSEs). You will refine partner-led sales and lead processes, identify marketing interventions, and work directly with partner and internal sales reps to drive leads and close deals, while also analyzing new business opportunities to accelerate enterprise growth.
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
Requirements
- 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)
Nice to have
- 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
Additional details
- About Coursera: Coursera and Udemy are now one company, creating one of the world's most comprehensive skills development platforms for the AI era. This strengthens our ability to accelerate AI-powered innovation and shape how the world discovers and builds skills at a pivotal moment of change.
- Coursera was launched in 2012 by Andrew Ng and Daphne Koller with a mission to provide universal access to world-class learning. Coursera partners with leading university and industry partners to offer a broad catalog of content and credentials, including courses, Specializations, Professional Certificates, and degrees.
- Coursera’s platform innovations — including AI-powered personalized guide and features, like Role Play and Course Builder, and role-based solutions like Skills Tracks — enable instructors, partners, and companies to deliver scalable, personalized, and verified learning.
- Institutions worldwide rely on Coursera to upskill and reskill their employees, students, and citizens in high-demand fields such as GenAI, data science, technology, and business, while learners globally turn to Coursera to master the skills they need to advance their careers.
- Coursera is a Delaware public benefit corporation and a B Corp.
- Why Join Us: At Coursera, we’re looking for inventors, innovators, and lifelong learners ready to shape the future of education. You’ll help build global programs and tools that power online learning for millions turning bold ideas into real impact. People who thrive here are customer-first builders who move fast, simplify ruthlessly, and iterate relentlessly on the metrics that matter.
- We’re a globally distributed team that comes together intentionally for collaboration, complex problem-solving, and key milestones — creating opportunities for teams to do their best work together. Our virtual hiring and onboarding experience makes it easy to join us and start making an impact from anywhere.
- Enterprise Channel goals: Drive indirect Coursera revenue from channel partners in the University, Government, and PSE sectors in India; 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; Facilitate partnerships to deliver direct sales opportunities; Reduce friction for our direct teams to sell via partnerships
- 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.
- 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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