Key Account Manager - Sales - Education (8-12 yrs)

About the Organization:

- The client is an innovative, new age educational institution (registration of a university underway) that aims to bridge the gap between the world of education and the world of work.

- The fundamental unit on which the institute's system would be built on, is competency, a currency both worlds (the world of education and the world of work) can understand. Hence it will be designed grounds up based on this concept of a competency-based system unlike the time-based system, we are familiar with.

- This will only be successful if the Institute/University works in sync with industry on their needs, can leverage digital and combine it with physical, has an innovative approach towards education through adoption of best-in-class global practices and experiential learning methodologies based on a credit system with multiple entry and exit points starting right after the 12th standard.

Job Description :

- The client seeks a Key Account Manager who will be responsible for the establishment and growth of strategic partnerships for the institute in India.

- The Key Account Manager will be responsible for identifying, cultivating, soliciting, and stewarding corporates and industry leaders with whom the Institute can collaborate, raise funds and receive grants for their research and academic programs.

- The person would be responsible for identifying and maintaining relationships with relevant stakeholders to explore emerging opportunities with new initiatives and programs, not limited to only grants or endowments.

- The incumbent has to have excellent skills in business development, proposal development, relationship building and management.

Job Responsibilities:

Strategy Execution and Planning:

- Focus on developing new relationships with corporates in line with the overall partnership and fundraising strategy for the Institute within their area of focus.

- Manage a portfolio (7-8 relationships to start with) of major and principal-level donors and prospective donors in India and solicit philanthropic support from corporates and industry leaders.

- Constantly expand the Industry and Institutional partners' base for Industry Practice, Research projects, internships and final placement of graduates.

Corporate Relations:

- Identify key accounts with whom the Institute can develop meaningful relationships both academic and non-academic.

- Develop and nurture the key accounts and identify the different ways to collaborate so as to maintain sustained interest and establish a long-standing relationship.

- Have a good working knowledge of the Institute's offerings so as to be able to develop a bouquet of partnership opportunities which helps to maintain strong relationships with corporates.

- Identify private and industry key players for co-creation of academic programs and curriculum development, nurture them and grow the on-going relationships.

- Negotiate better positioning of the organization's graduates in the industry.

Fundraising:

- Work closely with the Vertical Head to build financial sustainability for the Institute.

- Generate funding for research projects from the key accounts. Also, look at endowment grants/scholarships etc from the donors.

- In order to get the donors invested in the Institute over a longer period of time, develop and implement donor connect programs, disseminate information and updates, organize visits and other events for them.

- Map and research the philanthropic and corporate grant giving ecosystem on an ongoing basis to add to the existing donor base.

Miscellaneous:

- Develop a healthy funnel of corporate opportunities for ILPs, IP and final placement

- The role involves a high-pressure, high-transaction activity with several stages in the process and stakeholders. As such the activity is prone to generating several escalations which will be the responsibility of the role-holder to resolve.

- Any other duties and responsibilities as assigned by the Vertical Head from time to time.

Experience and Competencies:

Educational Qualification:

- A graduate degree in any relevant domain (engineering preferred) with minimum 8 years of relevant work experience in sales, business development, key account management or partnership development for an institute, vertical or organization.

Must Haves:

- Thorough understanding of the industry in India, including the behaviours and a wide network of professional contacts and an ability to develop new networks.

- Strong experience in managing B2B sales and well-honed skills in partnership building and relationship management.

Past experience of proposal development with the proven ability to front end business development conversation.

- Ability to build strategic relationships with a variety of external stakeholders from CXOs to Departmental Heads and Functional Leads and the ability to nurture them.

- A high level of comfort with direct donor interaction.

- Knowledge of and ability to use fundraising databases such as Salesforce.

- Self-motivated, extremely well-organised, collegial, and capable of functioning with grace under pressure.

- Ability to engage, communicate and build relationships with internal stakeholders across AM/NS and the Institute.

- Excellent oral and written communication skills.

Competencies:

- Creative thinker and a problem solver

- Ability to establish and maintain effective working relationships.

- Flexibility and openness in operating style to adapt to change and seize opportunities that come with shifts in priorities.

- Proficiency in Microsoft Office or similar products

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