Director – Sales & Business DevelopmentCorporates, Colleges & Universities

Council for Digital Safety and Wellbeing (CDSW)

Location: Hyderabad preferred; significant travel across India

Experience: 12–18 years

Reports to: Dr. Anil Rachamalla, Co-Founder & Chief Mission Officer and Head of the Corporate & College Division The OpportunityCDSW is seeking a commercially driven leader to build and scale its corporate and higher-education business. You will own revenue growth across colleges, universities, and enterprises—opening institutional relationships, building a strong pipeline, structuring partnerships, and closing sustainable business.

The role brings together two distinct sales approaches:

- Colleges and universities: A semester-long, graded, for-credit elective requiring Board of Studies (BoS) approval and university sign-off. Success depends on faculty champions, senior academic relationships, and the ability to navigate academic governance and semester calendars.
- Corporates: An LMS-based self-learning program covering eight topics with quizzes, supported by periodic webinars. Sales focus on per-seat subscriptions and enterprise licensing, with growth driven by renewals and seat expansion.

This is a hands-on leadership role for someone who can deliver revenue while building the team, partnerships, and sales processes needed for sustained growth. Key Responsibilities1. Own sales strategy and revenue growth

- Set and deliver annual and quarterly revenue targets across both segments.
- Prioritise university systems, affiliated-college networks, corporate sectors, and geographic markets.
- Own pipeline development, forecasting, negotiations, and closures.
- Balance new customer acquisition with commercial renewals and expansion opportunities.

2. Drive college and university adoption

- Build relationships with Vice Chancellors, Deans, Registrars, department heads, faculty champions, and student-affairs leaders.
- Lead the commercial engagement through BoS presentations, syllabus reviews, academic-council approvals, and semester scheduling, working closely with the Curriculum team.
- Expand adoption across university systems and affiliated-college networks.
- Structure MoUs and multi-year agreements aligned with institutional budgets and academic calendars.

3. Build the corporate subscription business

- Engage CHROs, HR heads, L&D; leaders, and employee-wellbeing and compliance stakeholders.
- Sell the self-learning program through pilot cohorts, per-seat subscriptions, and enterprise-wide licensing.
- Position the offering within L&D;, employee wellbeing, and digital-risk awareness budgets.
- Structure agreements that support retention, renewals, and seat expansion.

4. Develop strategic partnerships and market reach

- Build relationships with university associations,



industry bodies, HR and L&D; communities, and education consultants.
- Develop opportunities across IT/ITES, BFSI, Global Capability Centres (GCCs), manufacturing, and other priority sectors.
- Establish partner onboarding, enablement, and revenue-sharing frameworks.
- Convert partnerships into measurable pipeline and revenue.

5. Lead pricing, proposals, and commercial negotiations

- Develop pricing and packaging suited to each segment:
- Higher education: Per-student, per-semester pricing, with options to bundle awareness programs and faculty enablement.
- Corporates: Annual per-seat and enterprise licensing, with tiers for webinar access and reporting.
- Own proposals, scopes of work, negotiations, and commercial terms.
- Ensure agreed commitments are feasible and clearly documented before handover to Program Management.
- Protect margins and support CDSW’s cross-subsidy model, through which paying institutions help fund free delivery.

6. Build the sales team and operating discipline

- Lead and develop the Sales & Business Development team for corporates and colleges.
- Establish CRM-based pipeline tracking, segment dashboards, and a consistent review cadence.
- Track conversions, deal value, sales cycles, and forecast accuracy.
- Build a repeatable sales playbook for each segment.

What We’re Looking ForYou bring 12–18 years of experience in sales, business development, or institutional partnerships, with a proven record of owning and achieving revenue targets. Direct experience selling into Indian higher education and/or corporate L&D; or HR is essential. Deep expertise in one segment, combined with a working understanding of the other, is welcome.

Relevant experience may include:

- Leading institutional or enterprise sales for education technology, certification, assessment, or corporate training businesses.
- Taking academic programs through BoS and academic-council approval processes.
- Selling L&D;, compliance, or wellbeing subscriptions to corporate HR leaders.
- Negotiating institutional MoUs, enterprise licences, and multi-year agreements.
- Building sales teams or partner networks in developing markets.

Essential capabilities

- Strong revenue ownership and a consistent record of meeting targets.
- Ability to navigate committee-led decisions and multiple stakeholders.
- Consultative selling grounded in outcomes, credibility, and trust.
- Solid negotiation, pricing,



and deal-structuring skills.
- Disciplined pipeline management, forecasting, and CRM use.
- Ability to build senior relationships while staying closely involved in execution.

Additional strengths

- Existing relationships across Indian universities, college networks, or CHRO and L&D; communities.
- Familiarity with academic governance, the UGC/AICTE context, and semester planning.
- Experience building a channel or partner ecosystem.
- Exposure to digital safety, education, or wellbeing.

How Success Will Be MeasuredAreaKey measuresRevenue and growthQuarterly and annual revenue against target; growth by segment; multi-year contract value; renewal and seat-expansion revenuePipeline and conversionMinimum 3× pipeline coverage; conversion rates; average deal value; sales-cycle duration by segmentInstitutional adoptionColleges and universities running the credit course; BoS approvals secured; corporate customers acquired; total seats licensedMarket penetrationAdoption across university systems and college clusters; reach within priority corporate sectorsPartnershipsProductive institutional partnerships; active channel partners; partner-generated pipeline and revenueSales disciplineCRM accuracy; forecast accuracy above 85%; pricing and margin discipline Collaboration and Role ScopeYou will work closely with:

- Director – Program Management (Corporates & Colleges): Delivery feasibility, scope handover, and renewal or expansion opportunities.
- Curriculum team: Program positioning, academic documentation, and content-related inputs.
- Co-Founders: Strategic introductions and key institutional relationships.
- Marketing & Awareness: Demand generation and conversion of event interest into sales opportunities.
- Advisory & Policy: Institutional credibility and subject-matter support.

The role focuses on corporates, colleges, and universities. K–12 sales sit with the Schools division. The Curriculum team owns course design, content, and academic approval materials. Program Management owns onboarding, LMS operations, delivery, and ongoing account operations; Sales owns commercial negotiations, renewals, and upselling. Why Join CDSW?With established credibility and a working K–12 model, CDSW is building its corporate and higher-education business as its next growth engine.

This is an opportunity to shape that business from the ground up: embed digital safety and wellbeing within higher education, expand access through corporate learning, and build a sustainable revenue base that supports CDSW’s wider mission.

Apply or Contact UsTo apply or learn more about the role, email [email protected].

- Please include your CV and a brief overview of your relevant institutional or enterprise sales experience.

📌 Director – Sales & Business Development (Corporates & Colleges) (Hyderabad)
🏢 Council for Digital Safety and Wellbeing (CDSW)
📍 Hyderabad