CloudThat

Head of Institutional Sales

Posted 3 Days Ago

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Bengaluru, Karnataka, IND

In-Office

Expert/Leader

Cloud

The Role

Lead university alliances and institutional partnerships across India and potentially international markets. Build relationships with academic institutions, negotiate MoUs and partnership agreements, manage the partnership lifecycle, coordinate cloud certification training and faculty or student programs, support career services, and track KPIs, ROI, and impact metrics. The role also requires external representation, presentations, negotiation, planning, and knowledge of major cloud-provider certification frameworks and academic partnership models.

Summary Generated by Built In

Job Title – Head of Institutional Sales

Location: Bengaluru (WFO)

Employment Type: Full-time

About Our Company: CloudThat, founded in 2012 by Bhavesh Goswami, is India’s first company to offer comprehensive cloud consulting and training. Headquartered in Bengaluru with global offices, it has delivered 350+ projects and trained 850K+ professionals across 30+ countries.

A top-tier partner with AWS, Microsoft, Google Cloud, and Databricks, CloudThat is the only company globally to win all three major cloud training awards in 2025. It also holds multiple prestigious partnerships and was certified as a Great Place to Work® in 2025, highlighting its innovation-driven, people-first culture.

About the Role: We are looking for a dynamic and strategic leader to head our University Alliances and Partnerships vertical. The ideal candidate will be responsible for building, managing, and expanding strategic collaborations with universities, colleges, and academic institutions across India (and potentially international geographies). This role is pivotal to expanding our academic footprint, driving engagement, and aligning our offerings with institutional needs to create long-term value.

Key Responsibilities:

• Identify, initiate, and build relationships with key academic institutions

• Lead MoU discussions, partnership agreements, and long-term collaboration frameworks

• Manage end-to-end partnership lifecycle: onboarding, integration, delivery coordination, and review

• Drive Azure,AWS, GCP ,Oracle & Nvidia Official certification training programs, faculty development sessions, student training, and career services support

• Track KPIs, ROI, and impact metrics from partnerships to report outcomes and drive improvements.

Requirements:

• Proven experience (8–12 years) in managing educational partnerships, university alliances, or institutional B2E/B2I engagement

• Strong negotiation, project management, and planning abilities

• Comfortable with public speaking, client presentations, and representing the organization externally

• Strong knowledge of official training frameworks, certification paths, and academic partnership models of major cloud and technology providers including Azure, AWS, Google Cloud (GCP), Oracle, and NVIDIA.

What We Offer:

• Competitive salary and performance bonuses.

• Learning & development opportunities.

• Collaborative and diverse team environment.

• Be a part of the ONLY company in the world to be recognized by Microsoft, AWS, and Google Cloud with prestigious awards in 2025.

Application Process:

• Shortlisted candidates will be contacted for a Virtual/Face to Face interview. Our process includes a [4–rounds of interview].

Equal Opportunity Statement:

• We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, gender, sexual orientation, age, or disability status.

Skills Required

8-12 years of experience managing educational partnerships, university alliances, or institutional B2E/B2I engagement
Strong negotiation abilities
Project management experience
Strong planning abilities
Ability to deliver public speaking and client presentations
Experience representing an organization externally
Strong knowledge of official training frameworks and certification paths for Azure, AWS, Google Cloud, Oracle, and NVIDIA
Knowledge of academic partnership models for major cloud and technology providers

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The Company

HQ: Tampa, FL

375 Employees

Year Founded: 2012

What We Do

CloudThat is the first company in India to offer Cloud Training & Cloud Consultancy services for mid-market & enterprise clients from across the globe. Founded by Bhavesh Goswami, an ex-Amazonian with more than 17 years of experience in the Cloud Computing space, CloudThat has been empowering tech professionals with the best cloud training and cloud consulting services. Our journey in the Cloud space has won us many accolades, such as the prestigious Finalist of Microsoft Learning Partner of the Year Awards 2022 and 2020. CloudThat is also a proud AWS Advanced Consulting Partner, VMware Authorized Training Reseller, Google Cloud Platform Partner, Microsoft Gold Partner and Databricks Partner. Since our inception in 2012, we have trained over 500K IT professionals from fortune 500 companies in different types of cloud computing technologies such as Microsoft Azure, Amazon Web Services, Artificial Intelligence, Machine Learning, Google Cloud Platform, IoT, OpenStack, and OpenShift, DevOps, MongoDB, Big Data and more. We have also delivered over 200 AWS consulting services to top companies in need of cloud solutions. We have a global presence with offices in Bengaluru (India), the UK, and the USA. Our on-site and pre-scheduled public batches are available in different IT-centric cities in India and Overseas.