Shantanu Khatwar

Results-oriented Senior Marketing Manager and Business Development Leader with 14+ years driving revenue growth, client acquisition, strategic partnerships, and operational excellence in education and EdTech across Pre-Primary to PG segments. Proficient in directing end-to-end B2B/B2C sales cycles, process optimization, stakeholder management, and resource allocation. Proven track record of delivering measurable results, expanding institutional networks, streamlining operations, and assembling high-impact sales teams for sustained business expansion.

Senior Manager - Marketing - Little Millennium Education Pvt. Ltd

(2026-04)

• Developed and executed regional marketing strategies to drive B2C enrolments, revenue growth, pricing improvement, and overall center performance across new, climber, and established centers.
• Drove new center launches and first-year performance, focusing on rapid enrolment growth, demand generation, local market penetration, and establishment of strong brand presence.
• Managed regional marketing initiatives across B2C and B2B channels, identifying target markets, customer segments, local opportunities, and high-potential catchment areas to improve business performance.
• Increased center visibility and brand positioning through localized marketing campaigns, events, activations, digital marketing, community outreach, and strategic partnerships.
• Built and managed local tie-ups and partnerships with schools, institutions, corporates, community organizations, and other relevant stakeholders to generate leads and strengthen center-level business opportunities.
• Guided centers on marketing budget allocation, campaign planning, ROI optimization, customer acquisition cost, conversion rates, and cost-effective online/offline marketing initiatives.
• Conducted competitor analysis and market intelligence to identify emerging opportunities, benchmark competitor presence, and recommend strategies for improving market share and center performance.
• Strengthened customer relationship management and franchisee engagement, working closely with center partners to improve customer satisfaction, service quality, retention, and Franchisee NPS.
• Trained and mentored center management and business partners on marketing strategy, branding, demand generation, digital marketing, customer relationship management, and customer service.
• Ensured consistent implementation of brand guidelines, marketing processes, compliance standards, and operational frameworks across regional centers.
• Established and monitored marketing KPIs and performance dashboards, tracking enrolments, pricing, campaign ROI, conversion rates, customer acquisition cost, and center-level performance.
• Strengthened marketing processes and systems by implementing structured planning, execution, monitoring, reporting, and review mechanisms across centers.
• Supported initiatives aimed at improving brand positioning and pricing power by enhancing customer experience, market visibility, and perceived value of the brand.
• Maintained strong focus on cost consciousness, ethical marketing, compliance, data privacy, and adherence to organizational policies and brand standards.

Director – School Partnerships - BeyondSkool, Mumbai (IVY Minds Learning Solutions Pvt. Ltd) - Mumbai

(2023-04 - 2026-04)

• Built and managed partnerships with over 22 schools in Pune, generating 1.90 Crores in new business.
• Managing sales and operations across Pre-Primary to Grade 12 segments.
• Building and maintaining relationships with school stakeholders - Principals, Owners, and Trustees.
• Signing up with schools for Beyondskool programs and providing them with curriculum support.
• Proactively identify new leads and convert them to Beyondskoolpartner.
• Connect with school stakeholders- Principals, Owners, and Trustees and influence them to pitch the BSK program proposition for referrals.
• Negotiated contracts with school management and trustees to onboard institutions onto BeyondSkool skill programs.
• Execute the school growth acquisition strategy.
• Oversaw payment collection and stakeholder engagement, maintaining 100% partner satisfaction.
• Managed renewal, upsell, and cross-sell initiatives.

Assistant Regional Manager - Sales - JAIN (Deemed-to-be University) - Bangalore

(2021-03 - 2023-02)

• Managed multiple education projects (JAIN Online, JAINx Academy, Digital Academy 360).
• Built & trained a 4-member BDE team, improving conversion rates by 20%.
• JAIN Online: collaborated with channel partners for enrolments and promoting university online degree programs (BA, BCOM, BBA, BCA, MCA, MBA, MCOM, MA).
• Conducted 30+ promotional seminars and workshops to drive brand visibility in junior colleges, undergrad colleges, and postgrad colleges for online degree enrolments.
• Training Channel Partner's Education Counsellors Team.
• Supporting the sales team with the documentation process and closing the admission.
• JAINx Academy: Collaborated with Nursing Colleges, Allied Health Science Institutions, and Skilling Institutions as a Skilling Partner to the University.
• Built and managed partnerships with over 45 colleges and healthcare institutions in Maharashtra, generating 3.36 Crore+ in new business.
• Partnered with colleges and healthcare institutions, adding 40+ new institutional alliances.
• Collaborate with various Corporate and hospitals for direct student placement or on-the-job training (OJT).
• Negotiated with directors and chairpersons of various institutions.
• Digital Academy 360: - Conducting presentations in undergrad and postgrad colleges to grab more enrolments.

Senior Business Development Manager - IITIAN'S PRASHIKSHAN KENDRA PVT. LTD - Pune

(2017-09 - 2020-12)

• Led Sales and Operations across 3 centres with a team of 9 counsellors.
• Managed and trained a team of 09 counsellors.
• Supporting the sales team with closing and maintaining sales statistics.
• Career counselling students for admissions
• Designed marketing campaigns strategies from various channels, including school seminars, digital, and on-field marketing campaigns (ATL, BTL) achieving 25% increase in inquiries.
• Coordinating with various media outlets, publications, and online communities on the posting of all marketing content.
• Researching and analysing market trends and competitors.
• Event execution in various cities (seminars, webinars, branding events)
• Collaborated with K10 and K12 institutes for expansion into new cities, opening 3 additional branches across Maharashtra. (prikshan.org)

Business Development Manager - VIKASH JHA FOUNDATION - Pune

(2014-05 - 2017-08)

• Led Sales and Operations across 2 centres with a team of 4 counsellors.
• Relationship with the principal and school leaders for lead generation, promotional seminars, and college tie-ups.
• Career Counselling Students through Home Visits and at the centre.
• Taking care of admissions and keeping sales statistics.
• Planning branding activity (ATL and BTL)
• Negotiate with vendors to manage distribution and develop distribution strategies for marketing materials.
• Conduct outstation market surveys for expansion.
• MH-CET, JEE, and NEET Crash Courses succeeded at target by 74%.
• Led a team of three BDEs for expansion into other cities and successfully started three new centres in Maharashtra.
• Successful in 02 integrated tie-ups with Trinity Junior College, Pune, and Shivaji English Medium School, Saswad.

Centre Head - GURUEDUCARE PVT. LTD (GURU TUTORIALS) - Pune

(2012-04 - 2014-04)

• Responsibilities include day-to-day management of the centre, counselling, enrolment, launching batches, generating walk-ins, and ensuring students' satisfaction.
• Career Counselling Students through Home Visits and at the centre.
• Helped students understand and overcome social or behavioural problems through individual and group counselling.
• Collaborate with principals and school leaders to conduct scholarship exams for lead generation.
• Collect and deposit fees into accounts; disburse funds from cash accounts to pay bills; and keep records of collections.
• Monitored lesson plans to ensure all components of the curriculum are being covered.

Bachelor of Commerce - Banking and Accounting - University of Pune