B2B Business Development Manager - Certifications

Role Summary -

This is a B2B field sales role. As a Business Development Manager, your primary responsibility will be to identify, pursue, and close new business opportunities with colleges and universities. You will spend the majority of your time on the ground, meeting with decision-makers such as Trustees, Chancellors, Vice Chancellors, and Deanspitching upGrad's online programs, certification solutions, and learning systems. This role is target-driven, requiring weekly, monthly, and quarterly achievement of revenue goals. You will be expected to manage the full sales cyclefrom lead generation to final closureand continuously open new doors while expanding existing partnerships.

Key Responsibilities -

B2B Field Sales & Prospecting -

- Aggressively identify and pursue prospective partner colleges and universities across assigned geographies.

- Initiate contact through cold calls, emails, in-person visits, and networking.

- Set up and attend meetings with senior stakeholders (Trustees, Vice Chancellors, Deans, etc.) to present upGrad's offerings.

Consultative Solution Selling -

- Conduct needs analysis, tailor pitches, and build trust with academic leaders.

- Deliver persuasive product presentations and proposals that align upGrad's solutions with institutional needs.

Full-Cycle Sales Ownership -

- Lead the entire sales process: prospecting appointment setting product demo proposal negotiation closure.

- Consistently meet or exceed weekly, monthly, and quarterly sales targets.

Revenue Growth & Market Expansion -

- Actively drive new customer acquisition while nurturing key accounts for upsell and cross-sell.

- Expand upGrad's footprint across new regions and institutional segments.

Cross-functional Execution -

- Work closely with internal teams (Product, Marketing, Customer Success) and client-side stakeholders to ensure successful onboarding and adoption.

Market Evangelism -

- Represent upGrad at educational conferences, seminars, and forums.

- Be a strong brand ambassador who builds trust in upGrad's quality and credibility.

Required Skills & Experience -

- 58 years of relevant B2B field sales experiencepreferably in edtech, enterprise SaaS, or institutional sales.

- Proven track record of prospecting, pitching, and closing large institutional deals.

- Strong communication, presentation, and negotiation skills.

- Prior experience engaging with academic decision-makers is highly desirable.

- Strong proposal writing, pipeline management, and sales reporting abilities.

- Ability to travel extensively, meet clients face-to-face, and hustle to open new accounts.

- Fluent in English and one regional language.