Key Account Management - Gurugram

CollegeDekho (www.collegedekho.com) is a disruptive technology education start-up offering both B2B and B2C solutions. The main offerings in the B2C model include providing end-to-end admission solutions to students and the B2B model includes offering Digital Marketing Solutions (DMS) to clients. With over 35000+ colleges in its database, CollegeDekho is one of the most promising start-ups in India in 2015.

CollegeDekho is a unique universities discovery platform, which connects education seekers with education providers, at the same time offering information about colleges, courses, entrance exam details, admission notifications, and changes in exam pattern, scholarships and all related topics.

CollegeDekho is a portal designed to answer all curiosities and questions a student might pose while trying to select an institution offering higher education. Additionally, CollegeDekho is on its way to create the first-ever video platform for each of these colleges pan India, including customized apps. What also adds to the uniqueness of CollegeDekho is its foray into higher education abroad through the newly launched Study Abroad website.

CollegeDekho Group is one of India’s leading Higher Education Ed Tech companies which has raised ~$50M USD from investors like Winter Capital, ETS Strategic Capital, Calega, Man Capital and ADQ.

We are looking for a strategic, hands-on Key Account Manager to oversee a portfolio of college and university partners in our B2B EdTech ecosystem. As a mid-senior individual contributor, you will be responsible for driving business outcomes through relationship management, commercial negotiations, and operational execution. This role requires a strong understanding of both client dynamics in higher education and internal coordination to deliver value through our products and services.

Key Responsibilities:

1. Account Ownership & Relationship Management

• Manage end-to-end relationships with assigned partner colleges/universities.
• Act as the primary point of contact for all strategic and operational interactions.
• Conduct regular performance reviews and relationship check-ins with institutional stakeholders.

2. Admissions Reconciliation

• Coordinate with internal delivery/admissions teams to reconcile student enrollments with each institution.
• Ensure accurate data reporting, documentation, and alignment on admission numbers and revenue share (if applicable).

3. Collections & Commercial Management

• Own collection targets for assigned accounts; follow up for timely payment of outstanding dues.
• Collaborate with finance and legal teams to resolve commercial discrepancies.
• Track invoicing, credit notes, and payment cycles in alignment with SLAs.

4. Renewals, Cross-Selling & Up-Selling

• Lead renewal discussions with partner institutions well in advance of contract expiry.
• Identify and close cross-sell and up-sell opportunities based on the partner’s needs (e.g., new programs, digital tools, marketing support).
• Prepare and pitch customized proposals in coordination with the sales/product team.

5. Internal Stakeholder Coordination

• Work cross-functionally with marketing, delivery, operations, finance, and product teams to ensure timely and quality delivery for each partner.
• Serve as the voice of the client internally to help improve service and product offerings.

6. Reporting & Insights

• Maintain detailed account dashboards, revenue forecasts, and activity trackers.
• Share monthly/quarterly reports with internal management and partners as needed.
• Highlight key risks, escalations, and growth opportunities in a structured manner.

Key Requirements:

• Education: Bachelor’s degree in Business, Education, Marketing, or a related field. MBA preferred.
• Experience: 4–8 years of experience in Key Account Management, Client Success, or Strategic Partnerships in a B2B setup—preferably in EdTech, education services, or SaaS domains.
• Proven ability to independently manage high-value institutional clients.
• Strong negotiation, communication, and conflict-resolution skills.
• Comfortable working with CRM tools, MS Excel/Google Sheets, and analytical dashboards.
• High ownership mindset with the ability to manage multiple priorities in a fast-paced environment.
• Willingness to travel for partner meetings if needed.