• Engagement Manager

    Job Locations US-MI-Remote | US-CA-Sacramento | US-OR-Portland | US-CA-San Francisco | US-WA-Seattle | US-CA-San Jose
    Posted Date 1 month ago(1/12/2020 5:14 AM)
    Requisition ID
    2019-8206
    Job Function
    Outside Sales
  • .

    Cengage Logo New

    Do you dare to reinvent the future of education?

    At Cengage, we are harnessing the power of tech to build a future where all learners have the tools and confidence to achieve their goals.

     

    As a Cengage employee, you will blaze a new trail to transform the way people learn. Collaborating with the best of the best, you will feel challenged and inspired to do breakthrough work. With the support of our united team, there is no limit to what you can imagine, create and set in motion.

    Are we right for you?

    We set the bar higher by bringing our unique talents and point of view to the table every day.  We are curious and comfortable with change and are willing to take risks to transform education. Most importantly, with everything we do, we put learning first.

     

    The Engagement Manager role is a leadership position in sales regions. The Engagement Manager will be primarily responsible for growing Cengage market share by coordinating sales efforts, ensuring Cengage’s competitiveness in key adoption decisions, and driving Inclusive Access programs where appropriate. The Engagement Manager will also be responsible for working with the Business Development Director team to help identify, nurture, and drive Institutional sales opportunities.

    What You'll Do Here:

    Develop strategies for increasing Cengage market share at high-opportunity accounts in the assigned sales region

    • Collaborate with District Manager, Customer Success Manager, Account Executives, and Sales Operations to identify a set of high-opportunity key adoptions on which to focus share gain efforts
    • Develop account-specific strategies for winning key adoptions and increasing Cengage share through close collaboration with assigned Account Executives and other sales team members
    • Develop account level plans and communicate account plans/strategies to relevant sales team members and District Managers

    Coordinate sales efforts at high value adoptions throughout the sales cycle

    • Build relationships with senior customer decision makers and influencers
    • Identify high-value, near-term sale opportunities for individual adoptions, academic programs, and at the department level
    • Ensure effective communication and coordination between Field Account Executives and Professional & Skills Learning Consultants
    • Identify opportunities to involve district and regional sales specialists (eg Customer Success Manager) in key adoption processes as appropriate
    • Personally participate and / or lead customer meetings and sales discussions to help close new business and retain existing business
    • Develop and implement sell through strategies and coordinate efforts of support resources to implement revenue growth strategies
    • Monitor ongoing sales growth and activities against regional sales goals and account level plans

     

    Support the on-going learning & development of sales personnel in the assigned region

    • Ensure formal learning & development materials are properly delivered and effectively utilized
    • Provide informal feedback and best practices to Account Executives based on observations in sales settings and through informal mentorship
    • Personally demonstrate effective sales tactics and best practices through participation in sales meetings, as needed, with Account Executives

    Coordinate with Institutional Sales to drive Cengage Institutional business in the assigned sales region

    • Work with Sales Operations to manage Inclusive Access programs and ensure appropriate billing for Inclusive Access materials
    • Build relationships with senior customer decision makers and influencers
    • Understand regional affordability initiatives and introduce Cengage Unlimited Institutional as appropriate as a potential solution
    • Coordinate with Business Development Director team to deepen customer relationship and advance leads for Cengage Unlimited Institutional

    Skills You Will Need Here:

    • Proficient in Microsoft Office (Outlook, Word, Excel and PowerPoint), Adobe Acrobat, and social media web platforms
    • Superior organization skills and strong attention to detail and diligent follow up is essential.
    • Demonstrated ability to anticipate needs and situations before they are fully developed.
    • Superior time management skills and proven ability to manage multiple tasks and competing and shifting priorities are essential
    • High energy and good communication (people want to be around you)
    • Ability to work in a collaborative environment
    • Very strong interpersonal skills and the ability to build relationships with stakeholders, including staff, customers and other members of the executive team
    • Expert verbal and written communication skills
    • Demonstrated proactive approaches to problem-solving with strong decision-making capability
    • Emotional maturity
    • Highly resourceful team-player, with the ability to also be extremely effective independently
    • Proven ability to handle confidential information with discretion
    • Ability to meet deadlines in a fast-paced environment
    • Forward looking thinker who actively seeks opportunities and proposes solutions
    • Avid learner who seeks feedback and consistently expands skills

    Basic (Required):

    • BA or BS degree
    • Minimum 6 - 8 years of progressive experience in Sales, Marketing, or Management
    • Driven to succeed
    • Proven track record in sales, sales management and leadership
    • Strong business acumen and excellent team-building skills
    • Excellent leadership and people skills, problem-solving skills, time management skills
    • Desire for continuous learning and improvement
    • Exceptional organizational and time management skills
    • Proficiency in PC and Microsoft Office applications
    • Demonstrated ability and quantifiable success in managing corporate initiatives
    • Ability to travel 40-50% overnight; must be able to travel by both auto and air
    • Located within the assigned sales region

    Preferred:

    • Managerial experience
    • Experience mentoring and developing others
    • Sales experience in academic publishing, services, or other higher education sales
    • Experience working with digital sales products/applications

    IND-Sales

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