Sales Consultant

This is a fully remote position, open to applicants in Kansas, +4 more states.

📋 Description

• Lead intricate contract negotiations with senior academic and administrative leaders.

• Own the account strategy and forecasting for institutions within the designated territory.

• Develop multi-year plans focused on growth, retention, and expansion.

• Identify and leverage institutional opportunities.

• Create financial models that illustrate the return on investment of Cengage Unlimited.

• Spearhead new business development through sales engagement, networking, market research, and outreach.

• Drive institutional revenue growth, renewals, upselling, expansion, and conversions.

• Clearly articulate the value of Cengage products and services.

• Manage IA/EA/CUI data analysis to guide account strategy and decision-making.

• Lead institutional change management initiatives toward digital access models.

• Oversee customer relationships through kickoffs, onboarding, success reviews, and strategic engagement.

• Provide advisory support to institutional stakeholders using data-driven insights.

• Collaborate with sales, channel, customer success, marketing, operations, and internal teams.

• Handle pipeline, opportunities, and accounts within Salesforce.

• Offer thought leadership on Cengage's institutional business models and account strategy.

• Synthesize market feedback and institutional trends for Cengage leadership.

⛳️ Requirements

• BA or BS degree.

• 5+ years of proven experience in educational or enterprise-level sales.

• Demonstrated ability to own and execute strategic account plans with long-term revenue accountability.

• Strong background in high-level negotiations.

• Excellent analytical, written, verbal, and presentation skills.

• In-depth understanding of financial and academic decision-making structures within higher education institutions.

• Proficient in Microsoft Office and CRM platforms, preferably Salesforce.

• Travel is required to meet key customers for in-person negotiations, on-campus meetings, and attendance at key conferences and Cengage partner events.

• 35–50% travel is encouraged.

🏝️ Benefits

• Variable Sales incentive compensation program.

• Annual individual target incentive compensation of $12,500 USD.

• Comprehensive Total Rewards package.

• Reasonable accommodations for qualified individuals with disabilities.