Channel Sales Manager - India (Delhi NCR/Hyderabad/Bengaluru)
Core
Own the creation and execution of Coursera's India channel program, focusing on hunting, recruiting, and converting channel partners serving Indian Universities, Government bodies, and Public Sector Enterprises (PSEs).
Role type
Senior Channel Sales Manager (India)
Builds
Indirect revenue streams via partner-led sales for enterprise education solutions
Domain
EdTech / Enterprise Sales / Public Sector & Government
Deliverable
production ML models | product features | dashboards & analysis | research | client delivery | infrastructure | physical/clinical work
Required skills
technology partner management, enterprise sales, business development, joint sales engagement, client relationship management, Indian government/university/PSE sales, procurement process knowledge (GeM, tenders, empanelment), partner recruitment, partnership agreement negotiation, partner performance analysis, cross-functional collaboration
Preferred skills
India-focused partner experience, marketing collaboration, operating in ambiguous early-stage environments
Technologies
GeM, tenders, empanelment
Responsibilities
Proactively identify, target, and recruit new (including Tier II) channel partners across India; Develop a partner identification playbook for each segment (University, Government, PSE); Build partner enablement infrastructure including sales playbooks, product training, and demo environments; Own the partner compliance framework; Track and analyze partner performance metrics; Conduct regular partner business reviews; Negotiate partnership agreements and commercial terms; Lead executive level discussions with partners and prospects.
Seniority
Senior, hands-on IC