Associate Director – University Partnerships

Associate Director – University Partnerships Location:Pan-India (Mumbai/Pune) Function:University Alliances & Partnerships Reports to:AVP – University Alliances Travel:60–40% Pan-IndiaAbout upGrad - upGrad partners with leading Indian and global universities to deliver high-quality online and blended degree programs and industry-aligned credentials. We co-create programs, integrate technology and student services, and drive scale with measurable outcomes.Role Summary - Own and grow strategic alliances withkey Indian universities and marquee institutes (IITs, IIMs, ISB, NITs, central/state & tier-1 private universities) . You’ll originate, structure, and close partnerships; co-create academically robust, industry-relevant programs; and orchestrate cross-functional execution on the upGrad platform. This is a hands-on, travel-intensive role for a relationship builder who canopen doors, craft value propositions, negotiate complex commercials, and deliver revenue.Candidates with Indian Armed Forces experience(officer cadre; institutional liaison, training, or education roles) are strongly encouraged to apply.Key Outcomes (12–18 months) Signed Alliances:6–12 new university MoUs/LoIs with clear commercial terms and governance cadence. Program Launches:8–15 co-created programs/credentials (UG/PG/Executive & credit pathways) live on upGrad. Partner NPS:≥ 60 with zero critical escalations; renewals/expansions with 80%+ retention. Pipeline Health:3× coverage with documented stakeholder maps (VC/Registrar/Dean/Controller/Finance/Legal).What You’ll Do- 1) Origination & Relationship Leadership Map target accounts; build C-suite and academic connects acrossIIT/IIM/ISB/NIT/NAAC-A+and state/central universities. Lead high-stakes meetings, advisory roundtables, and campus activations with VCs, Pro-VCs, Registrars, Deans, and CDOE heads. Represent upGrad at conclaves, UGC/AICTE interactions (as applicable), and marquee events.2) Solutioning & Program Co-Creation Diagnose university goals (enrolments, placements, rankings, internationalization) and designco-created programs(degrees, exec-ed, micro-credentials, pathways, RPL/credit transfer). Align curriculum and learning design withindustry partners ; ensure LMS, assessment, SSO, and data/reporting readiness with Tech/Product. Build operating models: admissions flows, SLAs, governance calendars, and academic councils.3) Commercials & Negotiation Own proposals and commercials (revenue share, MGs/seat commits, marketing splits, service scopes, IP). Navigate legal/finance for MoUs, definitive agreements, invoicing/GST, and compliance clauses.4) Program Launch & Scale Drive go-live with Marketing/Admissions/Student Ops; set demand-gen plans & attribution. Track performance dashboards; lead QBRs/MBRs; course-correct using data.5) Team & Cross-Functional Leadership Mentor Partnership Managers/BD resources; instil prospecting discipline and stakeholder mapping. Champion continuous improvement across bid defence decks, case libraries, and win-room rituals.Must-Have Qualifications- 8–14 yearsof experience inuniversity alliances / institutional partnerships / B2B EdTechwith demonstrable closures. Direct exposure to marquee institutes(IITs, IIMs, ISB, NITs, top private/state/central universities) with named decision-maker relationships. Proven track record ofstructuring and closing MoUs/agreementsand taking programs from proposal to launch. Strong command ofhigher-ed regulations & governance(UGC/UGC-DEB/AICTE/NAAC) in the context of online/blended programs. Executive-level communication, boardroom presence, and complex negotiation skills. High travel readinessacross India; owns personal pipeline generation. Bachelor’s degree required;MBA/PGpreferred.