Business Development & Partnerships Executive (Drone Education)

Business Development & Partnerships Executive (Drone Education)
Report to -
Head - Academic Partnerships & Growth
About Dronacharya Tech Hub
Dronacharya Tech Hub (DTH) is an Indo-Israeli technology company focused on
transforming drone education across India. Through innovative drone kits, curricula,
faculty development programs, and Centre of Excellence (CoE) solutions, DTH enables
schools, colleges, universities, and research institutions to build future-ready drone
education ecosystems.
Position Summary
The Business Development Executive will be responsible for identifying, acquiring, and
developing direct institutional & channel partners across India to expand DTH's academic
business. The role involves generating new partner relationships, conducting business
discussions, presenting DTH's offerings, negotiating commercial terms, and ensuring successful onboarding of new partners. This is a consultative B2B business development
role focused on creating long-term partnerships rather than transactional sales.
Key Responsibilities:
Channel Development
Identify and approach potential distributors, resellers, academic solution providers, STEM companies, and educational consultants.
Build a strong pipeline of prospective channel partners.
Map territories and identify high-potential regions for expansion.
Maintain an updated partner database and prospect list.
Partner Acquisition
Conduct discovery meetings with prospective partners.
Understand partner business models and evaluate strategic fit.
Present DTH's Academic Partnership Program and commercial offerings.
Deliver product demonstrations and business presentations.
Prepare and present commercial proposals.
Negotiate commercial terms within approved guidelines.
Close partnership agreements and secure onboarding documentation.
Sales Pipeline Management
Manage opportunities through the CRM from lead to partner sign-up.
Come up with lead generation strategies
Maintain accurate opportunity status, follow-up notes, and forecasts.
Ensure timely follow-up on all assigned Marketing Qualified Leads (MQLs).
Work closely with Marketing to improve lead quality and conversion.
Partner Onboarding
Coordinate partner onboarding with Operations
Ensure partners receive sales kits, brochures, training schedules, and onboarding
documentation.
Facilitate the first commercial order.
Support partners during the initial activation period.
Skills & Competencies
Business Development
B2B sales
Consultative selling
Relationship management
Negotiation
Territory development
Partner acquisition
Communication
Presentation skills
Business communication
Proposal development
Stakeholder management
Planning & Execution
CRM management
Pipeline management
Time management
Follow-up discipline
Forecasting
Personal Attributes
Self-driven and entrepreneurial mindset
Strong networking ability
Willingness to travel
Results-oriented with high ownership
Excellent relationship-building skills
Preferred Experience
2–5 years of B2B sales or channel sales experience.
Demonstrated experience in constructing and closing complex B2B/institutional
deals with multiple stakeholders and formal procurement processes is preferred.
Experience working with distributors, resellers, or partner ecosystems.
Exposure to education, EdTech, STEM, engineering products, electronics, robotics, or
technology solutions is preferred.
Experience using CRM platforms such as HubSpot, Zoho CRM, or Salesforce is
desirable

Work arrangement
No