Affordable Solutions Manager, Field Sales

Job Description:

Affordable Solutions Manager, Field Sales

Location:

Remote, IL, USA

Our mission is to unlock human potential. We welcome you for who you are, the background you bring, and we embrace individuals who get excited about learning. Bring your experiences, your perspectives, and your passion; it’s in our differences that we empower the way the world learns.

About the Role:

Wiley Higher Education partners with educators and institutions to drive student success by providing a better way to teach and learn. Our Affordable Solutions Managers work with administration, deans, instructors and bookstore managers to deliver Wiley digital content, providing seamless access at below market rate. In addition, ASMs research and gather information on affordability trends, issues, and legislation at the state and national level, disseminating findings to the rest of the organization, shaping and reinforcing Wiley’s affordability position.

How you will make an impact:

• Scale Inclusive access revenue growth across campuses in assigned regional territory.
• Enable campuses with Wiley’s IA program in collaboration with Wiley channel partners and campus administrators.
• Work with Strategic Sales Managers in your region to build IA opportunity roadmaps before each sales season to guide Digital Learning Executives and Customer Success Managers with targeting and strategy.
• Execute strategic IA targeting and growth; collaborate with Field DLEs to drive digital takeaways; conversion of print to digital or adoptions with low sell through to increase revenue and market share.
• Build low sell through strategy with the Strategic Sales team on upper-level, non-courseware titles drive print to digital conversions and increase sell through on Advanced Text titles across all IA campuses.
• Meet bi-weekly with key stakeholders (Strategic Sales Managers, Digital Learning Executives and Customer Success Managers) to review top IA opportunities and commit to action items and next steps. Prioritize IA institution adoption deadlines.
• Track IA in compliance through Market Operations standards (SFDC, Office 365) and processes for accounts in your region; maintain record of each account, including courses, pricing, ISBN’s and key faculty decision makers.
• Build relationships and have regular and consistent communication with IA vendor partners (B&N/ Follet/VitalSource/ RedShelf) Regional and Growth managers to stay on top of changes, new IA accounts, opportunities, and growth potential in your territory.
• Maintain Bookstore communication and relationships to provide IA adoption details and execute on IA processes for successful implementation each term.
• Manage SFDC workorder details in collaboration with the Market Operations team to ensure timely invoicing and reporting prior to sales period ending.
• Attend IA conferences and interact with key customers and IA thought leaders to uncover new opportunities, strategies, and best practices.
• Establish C- suite relationships at key accounts to promote Wiley’s IA program and gather intel on other affordability initiatives or business models being implemented (student pay/licensing/collections)
• Equitable Access Agreements: where needed, collaborate with your manager to negotiate terms and pricing for new equitable access programs. Facilitate setting meetings with Institution stakeholders.
• Assist in creating IA sales tools, marketing and training collateral for Digital Learning Executives, Customer Success Managers, and IA customers.
• Be an active team player both on the sales team and throughout Wiley to help meet company objectives.
• Travel within your territory and to occasional company meetings.

What we look for:

• Bachelor’s Degree.
• 3+ years of consultative or solution selling outside sales experience.
• Demonstrated sales success – prospecting and closing new business, cross-selling, upselling, and renewing existing clients.
• Strong business acumen, goal oriented, with a proven track record of achieving targets and objectives.
• Driven – possesses a strong desire to be successful, self-starter and a true initiator.
• Excellent communication, presentation organization and problem-solving abilities.
• Strong attention to detail and time management skills.
• Data-driven - able to analyze data and numbers.
• Familiarity with media, web-based technologies and Salesforce CRM.
• 40% travel.

About Wiley:

Wiley is a trusted leader in research and learning, our pioneering solutions and services are paving the way for knowledge seekers as they work to solve the world's most important challenges. We are advocates of advancement, em