Senior Channel Sales & Alliances Manager

Coursera was launched in 2012 by 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 183 million registered learners as of June 30, 2025. Coursera partners with over 350 leading university and industry partners to offer a broad catalog of content and credentials, including courses, Specializations, Professional Certificates, and degrees. Coursera’s platform innovations enable instructors to deliver scalable, personalized, and verified learning experiences to their learners. Institutions worldwide rely on Coursera to upskill and reskill their employees, citizens, and students in high-demand fields such as GenAI, data science, technology, and business. Coursera is a Delaware public benefit corporation and a B Corp.

We’re a global platform aiming to transform lives through learning by offering transformative courses, certificates, and degrees that empower learners worldwide to advance their careers through skill mastery. We’re looking for inventors, innovators, and lifelong learners eager to shape the future of education. If you’re ready to build the global programs and tools that fuel the power of online learning, join Team Coursera.

At Coursera, we are committed to building a globally diverse team and are thrilled to extend employment opportunities to individuals in any country where we have a legal entity. We require candidates to possess eligible working rights and have a compatible timezone overlap with their team to facilitate seamless collaboration. 

Coursera has a commitment to enabling flexibility and workspace choices for employees. Our interviews and onboarding are entirely virtual, providing a smooth and efficient experience for our candidates. As an employee, we enable you to select your main way of working, whether it's from home, one of our offices or hubs, or a co-working space near you.

Job Overview:

The Coursera Enterprise team serves global organizations, including leading corporations, universities, and governments, that seek to upskill or reskill 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, Solution Consulting, and Revenue Strategy & Operations. The teams operate globally. You will be responsible for making our go-to-market partnerships successful and accelerating Enterprise revenue. 

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 strategy, build out sales and lead processes, identify needed marketing interventions, and then work directly with our partner sales representatives and internal sales representatives 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 partners in the corporate, higher education, and government sectors.
2. Facilitate partnerships to deliver direct sales opportunities.
3. Reduce friction for our direct teams to sell via partnerships.

Responsibilities:

• Develop and execute strategies to grow the Enterprise channel team into a key driver of Coursera Enterprise revenue, collaborating closely with NAMER direct sales and leadership.
• Build and scale co-sell partnerships to align go-to-market strategies with partners, delivering joint value to customers.
• Support the creation of reseller channels within NAMER, while identifying, recruiting, and negotiating contracts with new partners.
• Lead executive-level discussions and negotiations to define and establish impactful channel partnership structures.
• Partner with Enterprise Marketing to design and implement joint marketing programs that advance channel strategies.
• Streamline sales operations, enable partners for success across corporate, university, and government verticals, and evaluate new partnership opportunities to guide leadership decisions.

Basic Qualifications:

• At least 7+ years of related experience in technology partner management/channel sales, business development, and/or consulting.
• Experience setting up and managing successful joint sales and go-to-market engagements.
• Experience working with enterprise sales organizations and familiarity with enterprise technology sales engagement models.
• Strong enterprise selling and clien