India Market Entry (IME)
GTM-Marketing & Sales Opns. | Higher Education & Corporate
Company Overview: www.indiamarketentry.com
India Market Entry (IME) is a leader in market entry strategy and business expansion in the Education Sector in India. We excel in assisting international clients to establish themselves in the Indian market. Our mission is to build lasting relationships with customers through intelligent sales engagement, value-based selling, and deep market understanding.
The Senior GTM Manager will be responsible for developing and executing the Go-to-Market strategy for Higher Education and Corporate segments.
The role will involve direct engagement with senior decision-makers such as Deans, Directors, Vice Chancellors, Heads of Departments, HR Leaders, L&D Heads and other institutional/business decision-makers to understand their requirements and position relevant solutions.
The role will own the journey from market identification and outreach to institutional engagement, opportunity development and conversion, working closely with Marketing, Sales, Product and Operations teams.
1. Institutional & Corporate GTM
Develop and execute GTM strategies for Higher Education institutions and Corporate organisations.
Identify priority institutions, organisations, sectors and target accounts.
Build account plans and identify key decision-makers within target organisations.
Develop new institutional and corporate opportunities through proactive outreach and relationship building.
2. Senior Stakeholder Engagement
Build relationships with Deans, Directors, VCs, HODs, HR Heads, L&D Heads and other senior decision-makers.
Conduct discovery conversations to understand institutional/business requirements.
Present and position the company's products and solutions based on customer needs.
Drive senior-level meetings, discussions and solution presentations.
Build long-term institutional and corporate relationships rather than transactional sales.
3. Business Development & Sales
Own the institutional/corporate sales funnel from prospecting to opportunity creation and closure.
Generate opportunities through account-based outreach, partnerships, events, referrals and marketing-led initiatives.
Conduct meetings, presentations, demos and commercial discussions.
Work with internal teams to develop customised solutions/proposals where required.
Drive opportunities towards closure and revenue realization.
4. Marketing & Demand Generation
Work closely with Marketing to develop campaigns specifically targeted at institutions and corporates.
Provide market and customer insights to improve messaging, campaigns and lead quality.
Participate in webinars, conferences, roundtables and institutional events.
Identify new channels for reaching institutional and corporate decision-makers.
5. Market Intelligence
Develop a strong understanding of the Higher Education and Corporate learning ecosystem.
Track competitors, market trends, institutional priorities and emerging opportunities.
Identify whitespace opportunities and new segments/accounts.
Translate market insights into actionable GTM initiatives.
6. CRM & Sales Operations
Maintain a structured pipeline and ensure accurate CRM updates.
Track account engagement, meetings, opportunities, proposals and closures.
Monitor movement from lead → meeting → opportunity → proposal → closure.
Ensure rigorous follow-up and timely progression of opportunities.
Prepare regular pipeline and GTM performance reports.
7. Cross-functional Leadership
Work closely with Product, Marketing, Sales, Operations and other internal teams.
Bring customer requirements and market feedback back to the organisation.
Coordinate internally to ensure smooth execution of institutional/corporate engagements.
Support the development of propositions and solutions based on market requirements.
Requirements
15-20+ years of experience in B2B sales, institutional sales, partnerships, GTM, EdTech, Higher Education, Corporate Learning or a related sector.
Strong experience selling to senior institutional/corporate stakeholders.
Existing network among Higher Education decision-makers or Corporate HR/L&D leaders would be an advantage.
Demonstrated experience in consultative B2B selling and enterprise/institutional business development.
Strong understanding of account-based selling and relationship-led business development.
Comfortable conducting senior-level presentations and commercial discussions.
Strong CRM, pipeline management and reporting discipline.
Able to operate independently and build a new market/account base.
Bachelor’s degree in Business Administration, Marketing, Management, Education, or a related discipline.
MBA / PGDM in Marketing, Sales, Business Development or related field preferred.
Candidates with strong, relevant experience in institutional sales, EdTech, Higher Education, B2B sales or Corporate Learning may be considered irrespective of specialisation.
