Senior Content Acquisition Manager

Job Overview:

The Senior Content Acquisition Manager will source, develop, and successfully transition Industry and University partnerships that align with Coursera's core academic and content strategy. Under the Strategic Partnerships umbrella, the prime focus will be identifying potential Industry and University partners across the EMEa and APAC regions, analysing academic landscape trends, and conducting targeted outreach. Once viable partnerships are identified, they will be responsible for lead generation,  negotiations, proposal development, and ensuring a seamless transition to the account management team. Reporting and feedback management, along with pipeline management, will be critical elements of this role’s responsibility. They will have a keen grasp of the academic landscape, a knack for relationship building, and a commitment to Coursera's mission of expanding access to world-class learning opportunities.

Ideal Candidate Profile:

• Experience: Demonstrated ability in higher education and/or joint venture partnerships, with a strong sales background.
• Background: Roles such as Senior Manager, Associate Director, Regional Manager, Business Development Manager or Director or similar, ideally from commercial academia or related fields
• Passionate about education and the positive impact access has globally 
• Adaptable to strategic changes, ability to balance executive presence with administrative tasks and maintain a proactive attitude in a dynamic environment
• Experience working with senior level executives across sectors, particularly within the Higher Education space and Industry leaders

Responsibilities:

• Source high-demand catalogs of content  by closely following the strategic plan and content strategy targets, ensuring alignment with Coursera’s goals and market needs.
• Identify and research leading Universities and Industry-leading organisations that align with Coursera’s strategy to form high-impact partnerships.
• Curate GTM strategic plans, managing them through creation, sign off and execution.  
• Analyse the academic and industry landscapes to spot emerging trends, disciplines, and institutions that could significantly enhance Coursera’s content offerings, providing strategic insights to inform decision-making.
• Manage executive level relationships across new and current partners to influence their content production roadmaps. 
• Develop and execute comprehensive outreach strategies to engage potential partners, crafting compelling value propositions that align with their goals and Coursera’s mission.
• Generate and qualify leads through strategic, data-driven methods, ensuring all potential partnerships meet Coursera’s strategic objectives and high content standards, and lead detailed negotiations to secure mutually beneficial agreements.
• Manage the entire partnership pipeline from initial contact through to final agreement and handover, providing regular detailed reports on progress, challenges, and successes to the Director of Industry and University Partnerships, and ensuring seamless transitions to the account management team for ongoing relationship management.

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Strategic Partner Sourcing:

• Source new partners aligned with Coursera’s Content Strategy 
• Source high-demand titles against plan and Content Strategy targets
• Identify Potential University and Industry Partners: Research and identify leading Universities and Industry-leading organisations that align with Coursera’s academic goals and open content strategy.
• Academic Landscape Analysis: Analyse the academic landscape to identify trends, disciplines, and institutions that could enhance Coursera’s content offerings.
• Targeted Outreach: Develop and execute outreach strategies to engage potential partners, crafting value propositions that resonate with their academic goals and Coursera’s mission.
• Lead and Manage regional plans for Content acquisition and partner expansion 

Partnership Development:

• Lead Generation and Qualification: Generate and qualify leads for potential partnerships, ensuring alignment with Coursera’s strategic objectives and content standards.
• Partnership Negotiations: Lead negotiations with partners, working towards agreements that are mutually beneficial and strategically aligned. From initiation, negotiation and close 
• Proposal Development: Collaborate with internal stakeholders to create detailed partnership proposals, outlining the partnership’s scope, terms, and expected outcomes.

Transition to Account Management:

• Seamless Handover: Facilitate a seamless handover of newly secured partnerships to the account management team, providing all necessary information and context for ongoing relationship management.
• Onboarding Coordination: Assist in coordinating the onboarding of new partners, ensuring that all parties are aligned and ready for a successful partnership launch.

Reporting and Feedback:

• Partnership Pipeline Management: Manage the partnership pipeline, tracking progress from initial contact through to final agreement and handover.
• Regular Reporting: Provide detailed reports to the Director of Industry and University Partnerships on the status of partnership development activities, including metrics, challenges, and successes.
• Academic Feedback Loop: Collect and convey insights from discussions with potential partners to internal teams, helping to refine and optimise Coursera’s partnership strategy.

Basic Qualifications

• Education: Bachelor’s degree in a relevant field such as Business, Education, or a related discipline.
• Experience: Minimum of 5-7  years of experience in higher education partnerships, joint ventures, or a related field.
• Sales Background: Proven track record in a strong sales role, including experience with lead generation, negotiation, and proposal development.
• Analytical Skills: Ability to analyse academic landscapes and identify trends and opportunities.
• Communication Skills: Excellent written and verbal communication skills, with the ability to articulate value propositions and engage with senior academic and industry leaders.
• Project Management: Demonstrated ability to manage multiple projects simultaneously and meet deadlines.
• Travel: Willingness to travel 25-50% as required for partner meetings and industry events.

Preferred Qualifications:

• Advanced Degree: MBA or a relevant Master’s degree.
• Industry Experience: Experience working within or with universities, particularly in roles involving strategic partnerships or content acquisition.
• Leadership: Previous experience in roles such as Senior Manager, Associate Director, Regional Manager, or similar.
• Strategic Thinking:  Ability to adapt to changing strategies and balance high-level executive tasks with detailed work.
• Passion for Education: Strong commitment to the mission of expanding access to world-class learning opportunities globally.
• Technical Proficiency: Familiarity with Learning Management Systems (LMS) and other educational technologies.
• Network: Established network within academic and industry circles that could be leveraged for partnership opportunities.

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

1. Microsoft Sales Toolkit with Generative AI Professional Certificate by Microsoft:
   This professional certificate equips sales professionals with modern skills to integrate generative AI into sales workflows and strategies. Learners build AI-enhanced approaches to prospecting, outreach, and relationship management that mirror the evolving needs of strategic partnerships and executive engagements in a digital-first environment.
2. Sales Training: Techniques for a Human-Centric Sales Process by HubSpot Academy on Coursera:
   This course teaches a consultative, inbound approach to sales that emphasises building rapport, qualifying prospects, handling objections, and closing deals. These tactical skills support high-quality lead generation, effective outreach, and structured negotiation—core parts of driving new partnerships and business development.
3. Successful Negotiation: Essential Strategies and Skills by the University of Michigan:
   This course provides a practical framework for negotiating agreements, managing trade-offs, and aligning expectations across stakeholders. Gaining command of these negotiation strategies strengthens candidates’ ability to secure mutually beneficial partnerships and navigate complex discussions with senior academic and industry leaders.

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