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Senior Associate B2B Partnerships

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Gurugram, India upGrad Full time

Role Overview - We are looking for a high-energy B2B Sales professional with strong experience in university and school partnerships. The role focuses on acquiring, onboarding, and growing institutional relationships that directly contribute to upGrad’s revenue pipeline. The ideal candidate brings an active network in the education ecosystem, has hands-on experience in institutional selling, and can drive end-to-end sales cycles with confidence and speed and maintain an end-to-end sales funnel. Key Responsibilities - Institutional Acquisition & Lead Generation: · Identify, research, and prioritize target universities, schools, and educational groups across India. · Generate a strong pipeline through networking, outreach, cold calling, events, and market intelligence. · Build and leverage an existing network of academic decision-makers (Principals, Deans, Directors, Trustees). Consultative B2B Sales & Closure - · Conduct discovery discussions to understand institutional needs and positioning opportunities for upGrad programs. · Deliver high-impact product presentations, demos, proposals, and commercial pitches. · Prepare agreements/MoUs and negotiate terms to close institutional partnerships. · Manage both inbound & outbound sales conversations; convert prospects into long-term partners. · Work with internal teams (Academics, Delivery, Marketing, Ops) to ensure seamless activation of the partnership. Relationship Management & Revenue Growth - · Maintain strong relationships with institutional stakeholders such as Counsellors, Marketing Heads, Deans, Chairpersons, and Admissions Directors. · Drive student enrollments through partnered institutions and ensure monthly revenue targets are achieved. · Respond to program-related queries and guide institutions on course offerings and student pathways. Governance, Reporting & Collections - · Maintain accurate records of leads, prospects, conversations, deals, payments and onboarding status. · Ensure timely payment collection and handle follow-ups with partner institutions. Eligibility & Candidate Profile - · Bachelor’s degree required · MBA preferred (B.Tech + MBA is an added advantage) Experience - · 2 - 5 years of experience in B2B sales, institutional partnerships, or edtech sales. · Excellent verbal & written communication skills (English mandatory). · Strong presence, consultative selling ability and stakeholder management. · Mandatory experience in onboarding universities/schools or selling to academic institutions. · Strong existing network within the education ecosystem is highly desirable.