Job Title:

Associate Director

Function:

Enterprise Partnership, Digital Learning

Name of Job Holder:

Location:

Gurgaon

Reports to position:

Digital Learning Head

Band:

A2

Reportees to Position:

None

No. of Positions

1

Job Purpose

The Digital Learning Team at Executive Education at the Indian School of Business (ISB) is responsible for taking its offerings to the market; building its clientele; and driving innovation in ISB products. This role will be a part of the sales leadership, responsible for sales strategy, strategic enterprise partnerships and developing and executing new product solutions.

We are looking for an experienced Associate Director, Enterprise Partnerships, to help us empower corporate enterprises in bridging the gap between formal education and workplace skills. The expectation of this role is to drive sales acquisition for the Department and to achieve progressive revenue targets.

Job Outline

• Own ambitious individual and team revenue targets (monthly and quarterly)
• Drive sales acquisition for organisations from medium and large-scale enterprises to deliver progressive revenue targets
• Deliver professional sales presentations and demos (virtual & physical) to organisations to drive sales
• Develop and implement a B2B sales strategy together with marketing and B2C partnerships
• Nurture and develop existing partnerships with organisations to enable upsell opportunities
• Be able to identify potential leads independently as well as with assigned accounts via networking, cold-calling and other sources
• Co-create learning solutions for clients by leading the consultative sales process
• Own day-to-day relationships with clients and take responsibility for aligning cross-functional stakeholders to deliver on agreed deliverables

Job Specification

Knowledge / Education

Specific Skills

Desirable Experience

Masters/ MBA

• Executive Presence and ability to partner with and influence senior leaders
• Experience in successfully negotiating with CXOs, L&D Heads and Business Heads
• “Self-Starter” attitude to thrive in a highly dynamic environment

• 8+ years of work experience with demonstrated success in business development and partnerships
• Prior experience in a similar role (B2B sales and e-learning industry) will be an added advantage

Job Interface/Relationships:

Internal

External

• Within department or other departments in ISB

• With for-profit enterprises/ organisations and institutions
• With University vice-chancellors and deans
•  With Internal and external Vendors for faster delivery or execution

S.No

Key Responsibilities

% Time Spent

1

Contacting potential clients to establish network, arrange meetings and support in customer outreach – Lead generation and customer outreach

50%

2

Prepare pitch decks, proposals and for all client related engagements

25%

3

Communicate effectively with stakeholders on all their Program Management and business development related queries. Facilitate discussions with the client to elaborate on the areas of proposed improvements

15%

4

Database and knowledge creation and management

10%

 S.No

Key Result Area

Key Performance Indicator

Measure

Weightage

1

Lead generation

Number of meetings conducted and touchpoints reached 

Lead tracker

40%

2

Prepare proposals, approach notes, pitches and presentations

Error free proposal with clearly stated course design customized as per client requirements

Feedback of AD

30%

3

Communicate effectively with stakeholders to all their queries

Ensure client satisfaction through quality and timely response to their queries

To reply to queries within one working day

20%

4

Reports, database & offer management

Updating the details

Flawless reports and database

10%

Any Other Significant Input

• Willingness and flexibility to travel to different parts of the country (35%)
• Good communication skills – written and verbal
• Strong Knowledge of MS Office, especially excel
• Comfortable with Multitasking – job might require working over extended hours on select days