Director - Institute Partnerships

Director – Institute Partnerships

Company: Masai | Location: Bengaluru

About the Role

We are looking for a Director – Institute Partnerships to build and close strategic partnerships with premium universities and institutions for new courses, degree programmes, professional certifications and executive education offerings.

This is a business development and deal ownership role. You will identify the right institutional partners, build relationships with decision-makers, shape compelling programme propositions and lead negotiations through to signed agreements and programme launch.

Key Responsibilities

Acquire strategic institutional partners: Identify and engage premium institutions, including IITs, IIMs, leading universities and specialist institutes, aligned with Masai’s growth priorities.

Own the entire deal cycle: Lead prospecting, outreach, pitches, proposals, commercial negotiations and agreement closure.

Build senior stakeholder relationships: Develop trusted relationships with directors, deans, university leadership, governing bodies and other key decision-makers.

Develop new programme opportunities: Work with internal teams and institutional partners to identify demand for emerging courses, degree programmes, certifications and executive education offerings.

Structure commercially viable partnerships: Negotiate revenue-sharing models, fees, responsibilities, exclusivity, programme rights and other key commercial terms.

Drive internal alignment: Work closely with academic, product, business, finance and legal teams to build proposals that are attractive to partners and viable for Masai.

Translate agreements into launches: Ensure a clear handover and work with delivery teams to move signed partnerships into successful programme launches.

Grow existing partnerships: Identify opportunities to expand relationships through additional programmes, learner segments and longer-term collaborations.

Maintain a strong deal pipeline: Track opportunities, stakeholder engagement, closure timelines and revenue potential, with clear visibility on progress and blockers.

Exercise sound judgment: Work with legal and academic teams to ensure commitments reflect institutional approvals, applicable requirements and Masai’s delivery capabilities.

What We Are Looking For

Proven experience in institutional partnerships, strategic alliances or business development within higher education, edtech or executive education.

A strong track record of personally originating, negotiating and closing partnerships with premium institutions.

An established network within universities and academic institutions, with the ability to access and influence senior decision-makers.

Experience structuring partnerships for degree programmes, certifications, online or hybrid learning, or executive education.

Strong commercial acumen, including the ability to assess programme economics and negotiate sustainable agreements.

Excellent communication, presentation, negotiation and stakeholder management skills.

The ability to navigate complex institutional decision-making while maintaining momentum towards closure.

A hands-on approach, high ownership and comfort working in a fast-paced, evolving environment.

Willingness to travel for approximately 20–30% of working time for institutional meetings, relationship-building and partnership discussions.

What Success Looks Like

Strategic partnerships signed with institutions aligned with Masai’s priorities.

Strong commercial terms and clear commitments across each partnership.

New programmes progressing from agreement to launch within agreed timelines.

A healthy pipeline of qualified opportunities with predictable closures.

Existing partnerships expanding into additional programmes and revenue opportunities.

The Person Who Will Thrive Here

You are someone who can open doors, build credibility and get deals across the line. You combine relationship-building with commercial judgment, follow through persistently and take ownership of outcomes. You are comfortable working through ambiguity, bringing the right people together and moving opportunities from conversation to execution.