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Channel Sales & Alliances Manager

Coursera

Coursera

Sales & Business Development
United States
Posted on Wednesday, May 15, 2024

Coursera was launched in 2012 by two Stanford Computer Science professors, Andrew Ng and Daphne Koller, with a mission to provide universal access to world-class learning. It is now one of the largest online learning platforms in the world, with 148 million registered learners as of March 31, 2024.

Coursera partners with over 325 leading university and industry partners to offer a broad catalog of content and credentials, including courses, Specializations, Professional Certificates, Guided Projects, and bachelor’s and master’s degrees. Institutions around the world use Coursera to upskill and reskill their employees, citizens, and students in fields such as data science, technology, and business. Coursera became a B Corp in February 2021.

Join us in our mission to create a world where anyone, anywhere can transform their life through access to education. We're seeking talented individuals who share our passion and drive to revolutionize the way the world learns.

We at Coursera are committed to building a globally diverse team and are thrilled to extend employment opportunities to individuals in any country where we have a legal entity. We require candidates to possess eligible working rights and have a compatible timezone overlap with their team to facilitate seamless collaboration. As a remote-first company, our interviews and onboarding are entirely virtual, providing a smooth and efficient experience for our candidates.

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:

  1. Drive indirect Coursera revenue from Industry partners in the corporate, higher education and government sectors
  2. Facilitate partnerships to deliver direct sales opportunities
  3. 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.
  • Develop Co-Sell Partnerships - Co-Sell partnerships align go to market strategies for Coursera and our partners where we can provide joint value to customers. Examples include large consulting firms such as Deloitte or PWC and ecosystem platform partners such as Workday or Degreed.
  • Work globally to help deliver Coursera business in the Americas, Europe, Middle East & Africa and our Asia Pacific regions.
  • Work with partners in our three primary Enterprise verticals: Corporate, University & Government
  • 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 5+ 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 US Federal and State partner organizations such as Immix & Carahsoft
  • Experience supporting marketing efforts or closely working with marketing teams to achieve goals
  • Experience engaging with partners outside of the US
  • Experience engaging with Universities partners

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

Compensation:

Coursera offers competitive pay and equitable compensation practices. Our job titles may span more than one career level. The targeted hiring base salary range for this role is between $133,000-165,000 . The actual base pay is dependent upon many factors, including but not limited to: prior work experiences, training/education, transferable skills, business needs, and geographical location. The base pay range is subject to change and may be modified in the future. This role may also be eligible for variable pay, equity, and benefits.

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Coursera is an Equal Employment Opportunity Employer and considers all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, age, marital status, national origin, protected veteran status, disability, or any other legally protected class.
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please contact us at accommodations@coursera.org.
For California Candidates, please review our CCPA Applicant Notice here.
For our Global Candidates, please review our GDPR Recruitment Notice here.
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