Manager, Corporate Solutions & Strategic Accounts

The Manager, Corporate Solutions & Strategic Accounts is responsible for driving B2B revenue growth by securing large corporate training contracts and developing high-value strategic accounts for ISCA Academy.

This is a consultative sales role focused on understanding an organisation’s business priorities, workforce capability gaps and talent development needs. The role works with clients to develop tailored learning solutions including customised training programmes, professional courses, leadership development and enterprise digital learning subscriptions.

The successful candidate will own the full sales cycle from prospecting and needs discovery to solution development, commercial negotiation, contract closure and account expansion. The role requires strong commercial judgement, confidence in engaging senior decision-makers and the ability to build trusted long-term client relationships.

Enterprise Sales and Business Development

• Execute B2B sales strategies to grow corporate training revenue and expand ISCA Academy’s strategic account portfolio

• Identify and pursue high-value opportunities across corporations, professional services firms, government agencies and sector-based organisations

• Build a strong pipeline through targeted prospecting, industry networks, referrals, partnerships, events and account-based outreach

• Lead the full sales cycle from initial engagement and needs discovery to proposal development, negotiation and contract closure

• Secure customised training engagements, enterprise subscriptions and longer-term learning partnerships

• Manage corporate requests for proposals, tenders and partnership opportunities while ensuring commercial viability

Consultative Solution Development

• Engage senior stakeholders to understand their organisational priorities, workforce challenges and capability development needs

• Translate client needs into practical and commercially compelling learning solutions

• Collaborate with programme teams, subject matter experts and trainers to develop customised proposals and learning pathways

• Present solutions confidently to senior management, HR leaders, Learning and Development teams, finance leaders and procurement stakeholders

• Structure pricing, delivery models and commercial terms that balance client value, competitiveness and profitability

Strategic Account Management

• Manage and grow a portfolio of key corporate accounts with clear revenue, retention and account expansion objectives

• Build relationships across multiple levels within each client organisation

• Conduct regular account reviews to identify emerging needs, renewal opportunities and potential areas for growth

• Drive repeat business through cross-selling, upselling and broader enterprise learning partnerships

• Serve as the primary commercial relationship owner while coordinating with programme and operations teams to support effective delivery

Sales Performance and Pipeline Management

• Achieve assigned revenue, gross margin, contract value and account growth targets

• Maintain a healthy and well-qualified pipeline with clear next steps, decision timelines and conversion probabilities

• Provide accurate sales forecasts and regular updates on pipeline movement, client risks and expected revenue conversion

• Maintain accurate account and opportunity records in the CRM system

• Use sales data, market insights and AI tools to strengthen prospecting, account planning, proposal development and sales productivity

• Diploma or degree in any discipline with at least five years of relevant experience in B2B sales, enterprise business development or strategic account management

• Proven track record of securing corporate contracts, growing key accounts and achieving revenue targets

• Strong consultative selling, presentation, negotiation and proposal development skills

• Ability to engage senior decision-makers and manage complex sales cycles involving multiple stakeholders

• Commercially astute with strong pipeline management, forecasting and CRM discipline

• Self-directed, resilient and collaborative with the ability to translate business needs into tailored learning solutions

• Experience in corporate training, professional education will be an advantage.