Associate Director of Strategic Partnerships (M/F)

Depuis plus de 140
ans, les collaborateurs d’HEC Paris partagent un esprit d’excellence, de
curiosité, et d’audace, qui nous permet d’être leader en matière de recherche
et d'enseignement en sciences du management.
Convaincus que la
diversité des parcours est une véritable richesse, nous valorisons chaque
expérience individuelle et favorisons l’expression de tous les talents au sein
de notre Ecole.
Nous attachons une
importance particulière à l'épanouissement et au développement professionnels
des collaborateurs. C'est pourquoi, dès l’arrivée, nous proposons un
accompagnement personnalisé, facilitant l’intégration et l’immersion dans notre
environnement multiculturel.
Vous souhaitez
participer activement à la mission d'HEC Paris et contribuer à son rayonnement
? Partagez-nous votre parcours en postulant !

The Associate Director of Strategic Partnerships is responsible for generating and growing corporate revenue by leading the acquisition, development, and retention of strategic B2B clients for Executive Education programs in Qatar and the GCC region. The role owns a portfolio of key accounts, drives complex sales cycles, and builds long-term corporate partnerships while ensuring commercial performance, pipeline health, and profitability targets are consistently achieved.

Key Responsibilities

Business Development & Revenue Growth

• Drive corporate sales performance by developing and executing sales strategies aligned with institutional growth objectives
• Build and manage a strong pipeline of new and existing corporate clients using CRM tools, ensuring accurate forecasting and reporting
• Identify new market opportunities and growth levers, including sector expansion, partnerships, and account penetration strategies
• Prepare and validate all commercial proposals and contracts in coordination with relevant stakeholders
• Conduct client meetings, presentations, and negotiations with senior decision-makers
• Draft business proposals and ensuing contracts and validate all out-going client commercial proposals, conduct client visits and presentations, working with all relevant internal stakeholders – Faculty, Legal, Operations, etc. – throughout the client lifecycle;
• Oversee account management plans for key clients, ensuring renewals, upselling, and cross-selling opportunities are systematically pursued
• Work closely with the Chief Growth and Impact Officer on pricing strategies and profitability models to ensure sustainable margins
• Monitor revenue, pipeline health, and program profitability

Program Design & Experience

• Partner with Faculty / Subject Matter Experts to translate client needs into impactful learning solutions with clear objectives and learning outcomes
• Lead learning design by structuring journeys, modalities, and engagement methods, ensuring a cohesive end-to-end participant experience
• Ensure seamless handovers from Sales to Operations, maintaining alignment between client expectations and program delivery
• Identify and implement process improvements to enhance efficiency, proposal quality, and client experience
• Act as a liaison with Executive Education peers on HEC Paris Main Campus to align standards, innovation, and best practices

Relationship Management

• Build and maintain long-term, trusted relationships with senior leaders and HR/L&D stakeholders across client organizations
• Represent the institution at client events, launches, graduation ceremonies, and professional forums to strengthen market visibility and partnerships

Team Leadership

• Lead and manage direct reports, driving performance and accountability through clear objectives and KPIs, progress monitoring, regular check-ins, and timely corrective actions when needed.
• Build team capability and efficiency by identifying development needs, providing on-the-job coaching, encouraging knowledge-sharing, and promoting innovative ideas to streamline workflows and boost productivity.

Profil recherché :

Education and experience

Master’s degree in Business Administration, Management, Marketing, or a related discipline
10+ years of progressive experience in B2B sales, business development, partnerships, or consulting within a services, education, or professional development environment
Experience in Executive Education, Talent Development, Learning & Development, or Leadership Development is highly preferred
Experience in designing, pricing, and selling customized corporate learning solutions, including blended and digital formats
Experience in GCC markets is a strong advantage.

Skills and competencies

Excellent written and spoken English. Arabic and French are advantageous.
Strong consultative selling and negotiation capabilities with the ability to close high-value, multi-stakeholder deals
Excellent presentation, communication, and proposal development skills
Solid financial acumen with experience in pricing strategies, profitability modeling, and margin management
Strong account management and relationship development capabilities
Ability to analyze pipeline performance, forecasting data, and sales metrics to drive decisions
Proficiency in CRM systems and Microsoft Office tools

Ways of working

Highly results-driven with a strong sense of ownership and accountability.
Client-centric, collaborative, and relationship-oriented approach
Comfortable operating in a fast-paced, target-driven environment
Able to manage multiple priorities, meet deadlines, and perform under pressure
Flexible to travel and willing to adapt working hours to business needs

Disclaimer
This job description is only a summary of the typical functions of the job, not an exhaustive or comprehensive list of all possible job responsibilities, tasks, and duties. The responsibilities, tasks, and duties of the jobholder might differ from those outlined in this job description, and other duties, as assigned, may be part of the job.