Associate Director – University Solutions Partnerships

6 hours ago

Mumbai Maharashtra India, Maharashtra 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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