• Strategic Account Manager

    Job Locations US-Remote
    Posted Date 1 week ago(2/10/2020 10:41 AM)
    Requisition ID
    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 Strategic Account Manager (SAM) is a senior level, field based sales position, responsible for the development of profitable revenue from selected career colleges within an assigned territory. The sales model will be at the instructor and/or director of education level, but also at the owner/operator level of business-to-business selling. This model will require the creation of new business models as well as personal selling to textbook and technology platform decision-makers! In coordination with sales management, field sales professionals and Business Development Directors (BDDs), the rep will plan, prioritize and implement selling strategies in a territory to achieve revenue and unit targets for our entire product line, including digital materials. He/she will build relationships, as well as present and promote Cengage products to all customers!

    What You'll Do Here:

    • Plan, organize, and prioritize sales strategies to reach or exceed sales targets. Develop itineraries and effectively utilize resources to achieve sales objectives
    • Generate realistic sales opportunities for both our installed business and new business takeaways and Build strategic plans for high value opportunities, including sales campaigns and digital presentations.
    • Develop daily plans utilizing sales system to optimize sales calls
    • Develop and implement plan for effective strategic sampling
    • Utilize planning process for development of District Business Plan to maximize market penetration of team resources
    • Represent and promote products to achieve and/or exceed established sales targets and goals
    • Represent full lists across discipline and school revenue responsibilities
    • Incorporate Digital selling strategies into all sales calls
    • Use Consultative Selling Skills framework
    • Attend conventions and evaluate sales/editorial opportunities as appropriate
    • Develop and report author partnership opportunities at assigned accounts by reporting market information and working as a liaison with publishing teams to sign content partnership contracts
    • Review sales and sampling reports to impact cost-effectiveness of sales process
    • Run T&E (budget) resources effectively
    • Manage communications and reporting
    • Exhibit proficient use of technology communication tools
    • Update and maintain customer database (Magellan)

    Skills You Will Need Here:


    • Bachelor's degree from an accredited 4 year university or college
    • 4 - 5 years field sales experience; with a preference in B2B sales.
    • Proven experience marketing products or services that impact a customer's core business.
    • Proficiency using and selling technology products to win and close business.
    • Strong financial analysis and problem-solving skills, with the ability to build and analyze business models.
    • Outstanding executive presentation skills.
    • Consistently achieve your sales goals
    • Strategically analyze and interpret sales data
    • Maintain positive relationships with established customers
    • Develop dynamic and focused sales and marketing plans for geographic area of responsibility
    • Implement strategic plans to coordinate selling efforts across career college chains
    • Build and deliver successful customer focused presentations to target customers
    • Initiate and sign profitable contracts with institutional customers for delivery of products and services


    • Direct sales, marketing or editorial experience preferred
    • Prior publishing sales experience

    Travel Requirements:

    • 40% to 50% overnight travel required. Must be able to travel by both auto and air




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