Associate Director – University Solutions Partnerships

2 weeks ago

Lucknow, India upGrad Full time

About the role -We are looking for a relationship-driven enterprise seller to win and grow partnerships with universities and higher-education institutes. You will open doors at marquee campuses, understand their priorities, and craft commercial proposals for upGrad’s technology services. What you will do -- Hunt & open doors: Build a steady pipeline of target universities; meet Vice Chancellors, Registrars, Deans, COE/CDOE heads, and CIOs. - Pitch the story: Explain how our solutions improve teaching, assessments, and administration—using clear benefits, case studies, and numbers. - Close deals: Lead proposals, pricing, and negotiations; secure MoUs/MSAs and multi-year agreements. - Launch & expand: Coordinate with delivery teams for smooth go-lives; run quarterly reviews; drive renewals and cross-sell across accounts. - Own the number: Maintain an accurate forecast and deliver your quarterly and annual revenue targets. - Represent upGrad: Speak at campus events and leadership meets; nurture long-term executive relationships. What success looks like (first 12 months) -- 20–30 new university logos signed (mix of Indian marquee and select international). - ARR target met with healthy pipeline coverage (≈3×). - Strong retention and expansion across won accounts through regular governance and measurable outcomes. - High partner satisfaction with timely launches and minimal escalations.What you bring -- 7–12 years of enterprise/B2B sales experience, preferably in higher-education or public-sector institutions. - A track record of new-logo wins and multi-stakeholder dealmaking (CxO/academic leadership/procurement). - Clear, confident communication, polished executive presence, strong proposal and negotiation skills. - Discipline with CRM, pipeline hygiene, and weekly forecasting. - High travel readiness and comfort working independently in the field. - Bachelor’s degree required; MBA/PG preferred. - Prior relationships with IIT, IIM, ISB, NIT, NAAC A/A+ private universities, and leading state/central universities. - Experience selling education technology or services to universities in India or overseas. - Comfort leading campus workshops, demos, or leadership roundtables. Compensation & Benefits - Competitive fixed pay + Performance incentives, travel reimbursements, and growth opportunities within upGrad’s university alliances and technology business.

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