Director, Channel Sales & Alliances at Coursera

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Coursera was launched in 2012 by two Stanford Computer Science professors, Andrew Ng and Daphne Koller, with a mission to provide universal access to world-class learning. It is now one of the largest online learning platforms in the world, with 87 million registered learners as of June 30, 2021. Coursera partners with over 200 leading university and industry partners to offer a broad catalog of content and credentials, including Guided Projects, courses, Specializations, certificates, and bachelor’s and master’s degrees. Institutions around the world use Coursera to upskill and reskill their employees, citizens, and students in many high-demand fields, including data science, technology, and business. Coursera became a B Corp in February 2021.

The Coursera Enterprise team serves global organizations, including leading Corporations, Universities, and Governments, who seek to upskill or retrain 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, Skills Transformation and Revenue Strategy & Operations. The teams operate globally and have members based out of our offices in Mountain View, Toronto, New York, London, Gurgaon, Abu Dhabi and working remotely. 

You will be responsible for making our go-to-market partnerships wildly successful and accelerating Enterprise revenue. This will begin with growing and running a joint sales engagement with our anchor technology partner, who is one of the largest global cloud players.

You will be tasked with interfacing with the enterprise sales and channel organizations of our industry partners to refine the overall enterprise go-to-market, build out sales and lead processes, identify needed marketing interventions, and then partner 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 Partner channel sales
2. Facilitate partnerships to deliver direct sales opportunities
3. Reduce friction for our direct teams to sell via partnerships

Responsibilities:

  • Develop strategy and lead early stage channel team to become key enabler of Coursera Enterprise revenue. Build sales strategy and plan with industry partners in alignment with Coursera’s enterprise global plan and conduct regular joint business reviews to track results against plans
  • Optimize Indirect Channel revenue - Select Coursera content partners can resell their content. Oversee the channel sales team to optimize current revenue and identify new partnerships to deliver channel revenue. Sample Industry partners include Google and IBM. Develop and lead Partner enablement for their success partnering with Coursera
  • Develop Co-Sell Partnerships - Co-Sell partnerships align go to market strategies for Coursera and our partners where we can provide joint value to customers. Examples include large consulting firms such as Deloitte or PWC and ecosystem platform partners such as Workday or Degreed.
  • Optimize Latin America partnerships to increase direct sales penetration into target countries such as Brazil, Mexico and Columbia.
  • Identify key University consortiums and partnerships that can provide leverage to Coursera University business.
  • Work with Coursera Enterprise Marketing to develop joint marketing programs to advance channel strategies


Basic Qualifications:

  • 7+ years of related experience in technology partner management/sales, business development, or consulting direct management of team
  • Experience setting up and managing successful joint sales and GTM engagements
  • Experience working with enterprise sales organizations and familiar with enterprise technology sales engagement models

Preferred Qualifications:

  • Strong enterprise selling and client relationship skills, and demonstrated success in establishing and managing partner relationships
  • Experience supporting marketing efforts or closely working with marketing teams to achieve goals
  • Experience engaging in Latin American markets
  • Experience engaging with Corporations and Universities

If this opportunity interests you, you might like these courses on Coursera:
Foundations of Business Strategy
Successful Negotiation: Essential Strategies and Skills

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 [email protected]

Please review our CCPA Applicant Notice here.

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Technology we use

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An Insider's view of Coursera

What projects are you most excited about?

Even with strong demand signals and robust data, for higher education institutions, deciding to launch online programs is a departure from tradition and full of unknowns. I like the challenge of talking them through that transformation.

Shantelle

Associate Director, University Partnerships

What are Coursera Perks + Benefits

Coursera Benefits Overview

We’re focused on helping Courserians live well and do their best work, so we continue to expand our collection of benefits and perks as we grow the company together.

Culture
Partners with Nonprofits
Coursera is able to serve refugees and vulnerable populations around the globe by working directly with governments and nonprofits like Upwardly Global, Kiron, and the Syrian Youth Assembly.
Friends outside of work
Eat lunch together
Intracompany committees
Courserians plan and host Make-a-thon events twice a year, which are a cornerstone of our innovative culture.
Open door policy
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Someone's primary function is managing the company’s diversity and inclusion initiatives
Diversity Employee Resource Groups
Courserians build community with groups like Hola for Latinx employees, Queersera for LGBTQ+ Courserians, BOLD for Black colleagues, AI for Asian Courserians, [email protected], and a Parents ERG.
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Onsite Gym
Mental Health Benefits
Courserians globally get free and confidential access to counseling services.
Retirement & Stock Options Benefits
Company Equity
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Free Daily Meals
Game Room
Stocked Kitchen
Happy Hours
Parking
Home Office Stipend for Remote Employees
Professional Development Benefits
Tuition Reimbursement
Time allotted for learning
Online course subscriptions available
Customized development tracks
Paid industry certifications

Additional Perks + Benefits

Coursera covers the cost of tuition so you can earn a free master’s degree on the platform and develop new skills. That’s on top of lifelong access to courses and certificates.

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