Director, Channel Partnerships

At 2U, we are all in on purpose. We are motivated by our mission - to eliminate the back row in education - and connected by our shared passion to deliver world-class digital education at scale. As the parent company of edX, the world's leading online learning platform, 2U powers more than 4,000 online higher education offerings - from free courses to full degrees. Together with more than 230 colleges, universities, and corporate partners, we are helping to unlock human potential.
What We're Looking For:
The Director, Channel Partnerships is responsible for managing and growing existing channel partnerships while building a pipeline of new business (lead to close). This position is responsible for the management and development of channel partners including ed benefits providers, membership/loyalty partnerships, University Partners (as resellers), distributors and resellers among other 3rd party sales relationships. Overarching goals are to work cross-product and cross-department to drive new revenue opportunities and embed and deepen relationships with existing partners.
Responsibilities include:

• Deliver annual booked revenue based on allocated target;
• Evaluate and build a robust pipeline that evaluates, targets, nurtures, and closes new revenue generating channel partnership opportunities;
• Maximize and grow existing partnerships - expand breadth, visibility, product lines offered while driving lead to enroll conversion.
• Build and maintain strong relationships with the Enterprise departments/contacts at our US based University Partners;
• Develop cadence for communication to Enterprise leadership through bi-weekly pipeline reports and monthly revenue to forecast reporting;
• Shepherd process around for inquiry, evaluation, proposal and management of your channel partners. Initial point of contact for internal channel partnership stakeholders;
• Oversee analysis and conversion initiatives to maximize channel opportunities.

To be successful in this position, you will need to be an exceptionally creative and well-organized leader with a track record of building and scaling new business opportunities working with cross-functional teams.
This position reports directly into the VP, Enterprise Sales Channel Partnerships and will work closely across products and departments across the 2U/edX organization.
Responsibilities Include, But Are Not Limited To:

1. Continually share market insights to support product development;
2. Effectively communicate with internal stakeholders to ensure support for Enterprise projects;
3. Work with internal teams at various stages of the sales cycle or project, including legal, finance, tech dev, marketing, student engagement and operations/Enterprise services;
4. Think creatively and drive initiatives from inception to enrollment.

Driving New Business:

• Implement a proactive approach to new channel partners with the view of building additional revenue generating channel for Enterprise Sales;
• Drive for deal sizes that exceed $250K+;
• Take the lead to identify, evaluate, negotiate and manage channel partnerships and customer engagements that drive revenue and support strategic objectives;
• Build relationships and manage communication with third parties to establish and maintain professional relationships. This includes an assessment of the business synergy , resources needed, financial viability of partnerships and the structuring of arrangements;
• Develop, own and implement a quarterly sales plan by leveraging internal sales data and industry insights;
• Analyze and report on channel partner initiatives, forecast revenue for each partnership and report on key metrics. Develop summary and roadmap (in conjunction with matrix) for each new partnership;

Maximize Existing Accounts:

• Ensure a high level of responsiveness and proactive communication;
• Engage with Program Management teams if and when needed to align University Partners and support on Enterprise Sales activities related to Channel Partnerships;
• Ensure that our US University Partners are supported as follows:
  • Referral Deals - Ensure that all referral deals are effectively managed, nurtured and developed using 2U's sales processes;
  • Reseller Support - Empower our University Partner to sell their portfolio of online courses independently of 2U, with after sales support from 2U;
  • Join client calls, representing 2U in collaboration with our University Partner Enterprise Sales Teams;
• Work closely with VP of Enterprise Sales, Channel Partnerships on the day to day management of key accounts to ensure high partner satisfaction, identify new opportunities and manage process - from opportunity to marketing and lead to enroll.

Things That Should Be In Your Background:

• Minimum of a 3 - 4 year business degree or relevant related postgraduate qualification
• Minimum 7 years business development or account management experience in a B2B environment - preferably SAAS technologies; IT; or online education.
• Experience dealing with, and successfully, influencing high level executives.
• Affiliate marketing and conversion experience.
• Minimum 3 years working with University Partners/Systems.
• Strong operational and technical management skills - ability to multitask, manage projects and work under pressure.
• Excellent interpersonal, leadership, negotiation skills and creativity.
• Operate cross-functionally to build effective teams and influence across the organization.
• Excellent verbal and written communication skills.
• Basic data analysis skills.

Benefits & Culture
Our global employee base is a diverse collection of innovators, dreamers, and doers working together to transform lives through higher education. We believe that every employee can advance our shared purpose, and that life at 2U should be fun and meaningful. If you're excited by the opportunity to provide over 40 million learners and counting with access to world-class online higher education, then join us - and do work that makes a difference. #NoBackRow
We offer comprehensive benefits (unique per country) and excellent work/life balance.
Full-time, U.S.benefits include:

• Medical, dental, and vision coverage
• Life insurance, disability, and 401(k) employer match
• Employee stock purchase plan
• Free snacks and drinks in-office
• Generous paid holidays and leave policies, including unlimited PTO
• Additional time off benefits include: volunteer days, parental leave, and a company-wide winter break

The anticipated base salary range for this role is ($90,000 - $110,000), with commission. Salary offers are made based on the candidate's qualifications, experience, skills, and education as they directly relate to the requirements of the position, budget for the position and cost of labor in the market in which the candidate will be hired.
2U Diversity and Inclusion Statement
At 2U, we are committed to building and sustaining a culture of belonging, respect, and inclusion. We are proud of the steps we've taken to bring together an employee base that embodies diverse walks of life, ideas, genders, ages, races, cultures, sexual orientations, abilities and other unique qualities. We strive to offer a workplace where every employee feels empowered by what makes us different, as well as by how we are alike.
2U is committed to providing reasonable accommodations during our recruitment process. If you need assistance or accommodations, please reach out to us at: [email protected] .
About 2U Inc. (NASDAQ: TWOU)
For more than a decade, 2U, Inc. has been the digital transformation partner of choice to great non-profit colleges and universities delivering high-quality online education at scale. As the parent company of edX, a leading global online learning platform, 2U provides over 45 million learners with access to world-class education in partnership with more than 230 colleges, universities, and corporations. Our people and technology are powering more than 4,000 digital education offerings - from free courses to full degrees - and helping unlock human potential. To learn more: visit 2U.com.

About edX
edX is the education movement for restless learners and a leading global online learning platform from 2U, Inc. (Nasdaq: TWOU). Together with the majority of the world's top-ranked universities and industry-leading companies, we bring our community of over 45 million learners world-class education to support them at every stage of their lives and careers, from free courses to full degrees. And we're not stopping there - we're relentlessly pursuing our vision of a world where every learner can access education to unlock their potential, without the barriers of cost or location. Learn more at edX.org.
Learn more at https://2u.com/careers/
#NoBackRow
The above statements are intended to describe the general nature and level of work performed by individuals assigned to this position, and are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required. All employees may be required to perform duties outside of their normal responsibilities from time to time, as needed.
2U is an equal opportunity employer that does not discriminate against applicants or employees and ensures equal employment opportunity for all persons regardless of their race, creed, color, religion, sex, sexual orientation, gender identity, pregnancy, national origin, age, marital status, disability, citizenship, military or veterans' status, or any other classifications protected by applicable federal, state or local laws. 2U's equal opportunity policy applies to all terms and conditions of employment, including but not limited to recruiting, hiring, training, promotion, job benefits and pay.