Channel Sales and Alliances Manager, Enterprise

Job Overview

The Coursera Enterprise team serves global organizations, including leading Corporations, Universities, and Governments, who seek to upskill or reskill their workforce with the world’s best education. The Enterprise team is made up of several functional roles including: Sales, Sales Development, Customer Success, Channel, Implementation Management, Solution Consulting and Revenue Strategy & Operations. The teams operate globally.

You will be responsible for making our gotomarket partnerships successful and accelerating Enterprise revenue.

You will be tasked with interfacing with the enterprise sales and channel organizations of our industry partners to refine the overall enterprise gotomarket, build out sales and lead processes, identify needed marketing interventions, and then work directly with our partner sales reps and internal sales reps to drive leads and close deals. In addition, you will be responsible for analyzing other new business opportunities that might accelerate the enterprise business, providing recommendations on these opportunities, and closing new partnerships where appropriate.

Enterprise Channel goals

1. Drive indirect Coursera revenue from Industry partners in the corporate, higher education and government sectors
3. Facilitate partnerships to deliver direct sales opportunities
5. Reduce friction for our direct teams to sell via partnerships

6. Responsibilities

   • Develop strategy and help lead early stage Enterprise channel team to become key enabler of Coursera Enterprise revenue
   • Collaborate closely with our LATAM direct sales teams and leadership
   • Develop cosell partnership focused in LATAM CoSell partnerships align go to market strategies for Coursera’s direct sales force and our partners where we can provide joint value to customers
   • Support the development of reseller channels within LATAM
   • Identify, recruit and lead contract negotiations with possible partners
   • Work with partners in our three primary Enterprise verticals: Corporate, University & Government
   • Contribute to Partner enablement for their success partnering with Coursera
   • Work with Coursera Enterprise Marketing team to develop joint marketing programs to advance channel strategies
   • Streamline sales operations and execution process and any escalating critical issues to scale joint sales partnerships
   • Evaluate new partnership opportunities, providing guidance to enterprise leadership
   • Lead executive level discussions with partners and prospects to mutually define the winning partnerships.
   • Negotiate new channel partnership structures

   • Basic Qualifications

     • At least 5+ years of related experience in technology partner managementchannel sales, business development, andor consulting
     • Business fluency in both English and Spanish required
     • Experience setting up and managing successful joint sales and go to market engagements
     • Experience working with enterprise sales organizations and familiarity with enterprise technology sales engagement models
     • Strong enterprise selling and client relationship skills, and demonstrated success in establishing and managing partner relationships

     • Preferred Qualifications

       • Experience working with partners primarily focused in the LATAM region
       • Experience supporting marketing efforts or closely working with marketing teams to achieve goals
       • Experience engaging with University and Government focused partners

       • If this opportunity interests you, you might like these courses on Coursera:

         • Foundations of Business Strategy
         • Successful Negotiation: Essential Strategies and Skills

         • #LIJC2

           Coursera is an Equal Employment Opportunity Employer and considers all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, age, marital status, national origin, protected veteran status, disability, or any other legally protected class.

           If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please contact us at accommodations@coursera.org.

           For California Candidates, please review our CCPA Applicant Notice here.

           For our Global Candidates, please review our GDPR Recruitment Notice here.

           #LIRemote