Senior Channel Sales and Alliances Manager

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.

You will be responsible for making our go-to-market partnerships successful and accelerating Enterprise revenue. 

You will be tasked with interfacing with the enterprise sales and channel organizations of our industry partners to refine the overall enterprise go-to-market, build out 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:

• Drive indirect Coursera revenue from Industry partners in the corporate, higher education and government sectors

• Facilitate partnerships to deliver direct sales opportunities

• Reduce friction for our direct teams to sell via partnerships

Responsibilities:

• Develop strategy and help lead early stage Enterprise channel team to become key enabler of Coursera Enterprise revenue. Work closely with our APAC, Japan, Australia and New Zealand sales teams and leadership

• Develop co-sell partnership focused in APAC, Japan, Australia and New Zealand - 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

• Support the development of reseller channels within APAC

• Identify, recruit and lead contract negotiations with possible partners

• Work with partners in our three primary Enterprise verticals: Corporate, University & Government

• Contribute to Partner enablement for their success partnering with Coursera

• Work with Coursera Enterprise Marketing to develop joint marketing programs to advance channel strategies

• Streamline sales operations and execution process and any escalating critical issues to scale joint sales partnerships

• Evaluate new partnership opportunities, providing guidance to enterprise leadership

• Lead executive level discussions with partners and prospects to mutually define the winning partnerships

• Negotiate new channel partnership structures

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

Preferred Qualifications:

• Experience working with partners primarily focused in the APAC region

• Experience supporting marketing efforts or closely working with marketing teams to achieve goals

• Experience engaging with University and Government focused partners

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

• Foundations of Business Strategy

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