Website:
isftglobal.com
Job details:
Role Summary
The Head of Institutional Business will lead Derivion’s B2B outreach to higher education institutions, universities, and academic ecosystems, driving large-scale institutional partnerships, embedded curriculum programs, faculty development initiatives, and student training deployments.
This is a strategic revenue leadership role responsible for building Derivion’s Institutional footprint across India and Global Markets, scaling partnerships, and positioning Derivion as the preferred industry partner for Finance Management Education.
Reporting to: Chief Executive Officer (CEO)
Head – Institutional Business (Higher Education & Universities)
Location: Gurgaon
Business Unit: B2B / Institutional Partnerships
Key Responsibilities:
Institutional Business Strategy & Revenue Growth
• Define and execute Derivion’s Institutional GTM strategy for Colleges, Universities, and Higher Education Institutions.
• Build a multi-year roadmap for Institutional Partnerships aligned with Financial Management talent demand and National Education Initiatives
• Own Revenue targets, Pipeline growth, and Deal closures across Academic Institutions.
• Own revenue for the college/university segment
• Design and execute B2B + B2B2C hybrid monetization models
• Build pricing, packaging, and deal structures (semester/year contracts, bundles, pilots)
• Identify and strategize niche segments
University & College Partnerships
• Establish strategic partnerships with: Colleges, Private and Public universities, Deemed universities and global university partners
• Drive: Embedded curriculum programs, Credit-bearing courses, Faculty development programs (FDPs), Student certification and bootcamp programs
• Structure MoU, pricing models, and scalable Institutional delivery frameworks.
Institutional Sales & Partnerships Team Leadership
• Build a high-performing Institutional sales and Partnerships Team.
• Define Account segmentation, Regional coverage, and Target institution lists.
• Drive structured Sales processes, Pipeline reviews, Forecasting, and CRM adoption.
• Coach team on Consultative Selling to Academic Leadership (VCs, Deans, HoDs, Training & Placement Heads).
Productization for Academia
• Work closely with Product, Curriculum, and Academic teams
• Convert programs into institutional offerings (semester-long courses, micro-credentials, diplomas, etc).
• Customize offerings for university integration and accreditation requirements.
• Design bundled offerings (student training + faculty development + placements).
Strategic Alliances & Ecosystem Building
• Develop partnerships with Government bodies, Skill councils, Industry bodies
• Finance Companies for Academia-Industry bridges
• Position Derivion as a National Academic partner for Finance Management talent development.
Institutional Brand & Thought Leadership
• Represent Derivion at Academic conferences University Leadership forums
• Government and policy discussions
• Drive whitepapers, institutional case studies, and thought leadership to strengthen Derivion’s academic credibility.
Commercial Governance & Execution
• Own institutional business P&L, pricing frameworks, and margin targets.
• Ensure scalable and profitable delivery models.
• Track KPIs: deal size, conversion cycles, institutional lifetime value, cohort sizes, and renewal rates.
Ideal Candidate Profile
Experience
• 7-10 years of experience in B2B / Institutional Sales / Partnerships / Higher Education Solutions / EdTech / Skill Development.
• Proven track record of closing Large Institutional deals with Universities and Colleges.
• Experience working with academic leadership stakeholders (VCs, Deans, HoDs, Boards, Government Bodies).
• Experience in building and leading enterprise or institutional sales teams.
Skills & Competencies
• Strategic Institutional Sales and Partnerships leadership
• Strong negotiation and commercial structuring capability
• Understanding of higher education ecosystem, accreditation, and curriculum integration
• Ability to translate industry needs into academic programs
• Strong executive presence and stakeholder management skills
• Data-driven forecasting, pipeline management, and revenue planning
Preferred Background
• Experience in EdTech, Higher Education Solutions, Skilling Platforms, or Academic Partnerships
• Exposure to Finance Trading, Capital Market Education Sectors
• MBA or equivalent Business/Education Leadership qualification preferred
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