Senior Channel Sales & Alliances Manager, Enterprise

Join Coursera as a Senior Channel Sales & Alliances Manager, Enterprise. You will lead the development and execution of Coursera's enterprise channel strategy and drive revenue growth through strategic partnerships and alliances.

Role Overview

You will identify, recruit, and manage strategic channel partners and alliances, lead co-sell motions with Coursera’s Enterprise team, and build a scalable partner ecosystem that accelerates growth in the enterprise segment.

Responsibilities

• Develop and execute the enterprise channel sales strategy, including partner recruitment, onboarding, enablement, and governance.
• Build and manage a tiered partner ecosystem (systems integrators, resellers, and MSPs) to drive revenue growth.
• Lead joint go-to-market efforts with partners, including pipeline development, deal pursuit, and quarterly business reviews with partners and Coursera’s sales teams.
• Negotiate partner agreements and co-sell terms to maximize win rates and profitability.
• Collaborate cross-functionally with Sales, Marketing, Legal, and Customer Success to ensure successful partnerships.
• Forecast and report on partner-driven pipeline and revenue; maintain accurate CRM records.
• Travel as needed to establish and nurture key partnerships.

Qualifications

• 7+ years in enterprise channel sales, alliances, or partner management.
• Proven track record building and scaling channel partner programs in SaaS or edtech environments.
• Strong negotiation, communication, and relationship-building skills.
• Ability to operate in a fast-paced, matrixed environment and manage multiple partners simultaneously.
• Bachelor's degree in business, marketing, or related field; MBA preferred.

What We Offer

• Competitive compensation and benefits.
• Learning stipend and professional development opportunities.
• Flexible work policies where applicable.