Note: The job is a remote job and is open to candidates in USA. Cengage is a global education technology company dedicated to enhancing learning experiences. The Regional Manager of Solutions Sales is responsible for leading a team of Solutions Specialists to drive digital adoption and grow market share through consultative selling and strategic guidance.
Responsibilities
- Lead and develop a team of ~10 Solutions Specialists responsible for full cycle course- and department level new business
- Conduct regular 1:1s, field coaching, and joint customer engagements to strengthen discovery, demo quality, and closing skills
- Build a culture of performance, accountability, collaboration, and continuous improvement
- Provide role clarity and coaching to ensure alignment with the specialized new business sales motion
- Guide the team in building and executing discipline aligned, data driven territory plans
- Ensure high-quality pipeline creation and consistent progression through the sales funnel
- Review opportunity strategies and provide actionable feedback on positioning, messaging, and competitive differentiation
- Drive team accountability for achieving discipline specific new business, digital adoption, and competitive displacement targets
- Partner with Solutions Specialists on high potential or complex opportunities, providing coaching and tactical support
- Coordinate with Product Consultants to ensure timely SME engagement for down funnel support and high stakes presentations
- Reinforce excellence in demo delivery, solution mapping, and value messaging to improve team win rates
- Support cross-team collaboration during multi-section or multicourse opportunities
- Maintain tight alignment with Account Directors to ensure departmental wins clearly support broader institutional strategy
- Share insights from departmental activity that may influence institutional conversations—without handing opportunities off
- Partner with Account Directors to ensure visibility, consistency, and strategic harmonization across campus stakeholders
- Collaborate with Customer Success to ensure adoption considerations are incorporated early in the sales process
- Work with Product, Marketing, and Technology to share customer insights, support campaigns, and identify solution gaps
- Participate in cross-functional planning to ensure Solutions Specialists are equipped with the right tools, messaging, and competitive intelligence
- Drive accurate forecasting and ensure pipeline hygiene within Salesforce
- Monitor KPIs to identify coaching needs, performance gaps, and territory optimization opportunities
- Lead weekly sales reviews and performance checkpoints to ensure focus on the highest value opportunities
- Support messaging consistency, enablement adoption, and process adherence across the team
- Help recruit and onboard high caliber Solutions Specialists with strong consultative selling and digital competency
- Build a talent pipeline and partner with leadership to expand or scale the team as needed
- Develop top performers for future leadership or senior specialist roles
Skills
- 5–7+ years of experience in sales, education, or EdTech roles with strong new business performance
- 1–3+ years of team leadership, coaching, or mentoring experience (formal or informal)
- Demonstrated ability to coach sales talent in discovery, value-based selling, demos, and closing
- Strong understanding of consultative sales motions and competitive displacement strategies
- Proficiency with CRM tools (Salesforce preferred), data analysis, and territory planning
- Exceptional communication and presentation skills
- Ability to travel to campuses, regional meetings, and events as needed
- Experience leading or supporting specialized, disciplinealigned sales teams
- Knowledge of higher education markets, faculty workflows, and digital learning solutions
- Experience collaborating with Product, Marketing, and Customer Success teams
- Teaching or academic background is a plus
Benefits
- Participate in the company’s variable Sales incentive compensation program
- Total Rewards package designed to support and empower our employees
Company Overview
Company H1B Sponsorship