Inside Account Executive

We believe in the power and joy of learning

At Cengage Group, our employees have a direct impact in helping students around the world discover the power and joy of learning. We are bonded by our shared purpose – driving innovation that helps millions of learners improve their lives and achieve their dreams through education.   

Our culture values inclusion, engagement, and discovery

Our business is driven by our strong culture, and we know that creating an inclusive workplace is absolutely essential to the success of our company and our learners, as well as our individual well-being. We recognize the value of diverse perspectives in everything we do, and strive to ensure employees of all levels and backgrounds feel empowered to voice their ideas and bring their authentic selves to work. We achieve these priorities through programs, benefits, and initiatives that are integrated into the fabric of how we work every day. To learn more, please see https://www.cengagegroup.com/about/inclusion-and-belonging/.   

The Account Executive role is an inside sales position working with customers within the college and universities market to offer digital learning solutions. The goal of this role is to grow your territory through sourcing/closing new business with a high level of customer engagement. We are looking for a professional with experience working with customers or students, a digital aptitude, motivated by goal achievement, desire to collaborate with diverse thought, audiences, and team, and a has a passion for education.   

This role works remotely from home, but may travel to for a customer meeting or sales and team meetings as needed. Depending on location, may join the team in the office 1 week per month.   

What you'll do here:

Our Account Executives are part of the North America Higher Education Sales team and play a critical role in driving revenue growth by offering digital learning solutions that facilitate higher education students and faculty to achieve their priorities. Account Executives engage customers via live phone calls and online interactions to understand customer needs and challenges, demo digital solutions and answer questions, collaborate with internal teams and resources to deliver customer satisfaction, and develop a pipeline and strategies to source/close new sales opportunities. In addition, this position collaborates with the Customer Success team on strategies to retain base customers and expand opportunities.   

Success in this role is measured by meeting or exceeding your sales goals, achieving operational perfection and effective pipeline management, and demonstrating leadership within your territory. This position requires customer interaction experience with record of achieving sales goals, digital aptitude, experience establishing relationships with customer decision-makers, and willingness to optimize your time effectively from your desk engaging customers.   

You will be supported with clear goals and expectations, regular coaching, opportunities to build and strengthen your sales capabilities, internal resources and sales support, and a team of dedicated sales and marketing professionals passionate about education.   

Key Accountabilities

Plan for Success

• Plans, organizes, and prioritizes sales activities to achieve sales targets

• Uses Salesforce to develop and maintain opportunities pipeline for every account in assigned territory

• Creates and implements strategic plans for opportunities through resource management and internal collaboration

• Develops product knowledge and digital skills for sales calls, presentations, and delivery of digital courses

• Collaborates with the Customer Success team to support instructor course set-up and student course access to drive digital activations and usage

• Builds itineraries and daily plans that effectively address territory priorities and optimizes customer engagement   

Deliver Results

• Achieves and/or exceeds established sales targets by promoting Cengage solutions to customers

• Conducts sales calls virtually over the phone or via Microsoft Teams (or in-person when needed) with decision makers to identify needs, propose solutions, and establish relationships

• Represents all product offerings and platforms across disciplines for the territory

• Collaborates internally with account partners to implement institutional sales strategies and ensures complete coverage of all Cengage solutions