Note: The job is a remote job and is open to candidates in USA. Macmillan Learning develops educational products and learning materials that improve student outcomes. The Senior Account Executive, Custom will acquire, negotiate, and sell custom publishing adoptions and authored custom works, while managing complex sales opportunities across higher education institutions. The role also involves sales forecasting, CRM reporting, market analysis, customer handoffs, and collaboration with internal teams.
Responsibilities
- Develop and execute selling techniques that effectively promote Macmillan Learning Custom Solutions by delivering sales presentations, campus visits, attending conferences and executing high impact events
- Network with decision makers at key accounts, including Instructors, Lab Coordinators, Chairs, Deans, Procurement, Instructional Designers, Directors of Academic Programs and Digital Technology Executives
- Bring advanced knowledge and strategic insight to help win complex, high-value adoptions
- Create appropriate sales materials as needed, including, follow-up messages, proposals, mock-ups, and samples
- Work collaboratively with internal partners and coordinate resources for sales and support activities
- Coordinate handoff of newly signed customers to Project Editors
- Facilitate completion of RFIs and RFPs
- Meet annual sales goals
- Update and maintain sales data and activity in CRM system
- Create, analyze and customize profitable pricing solutions for custom products
- Maintain and refine sales forecasting to provide real-time visibility into sales performance and projected KPIs
- Maintain and develop competitive knowledge and market awareness
- Identify market opportunities and risks by conducting deep-dive strategic analysis on CRM data and customer behavior
- Contribute to product development across the Macmillan Learning Custom Solutions group
Skills
- Bachelor's Degree
- Minimum 3 years of Higher Education Publishing experience
- Ability to work well both independently and collaboratively with sales management, sales representatives, editors and marketing managers
- Proven track record of initiating and championing strategic shifts in sales planning or customer outreach models, resulting in measurable improvements in performance or customer experience
- Demonstrated ability to take strategic risks and drive innovative sales approaches
- Experience strategizing on complex sales opportunities
- Passion for emerging educational technologies and digital learning tools
- Comfortable adapting to market changes; maintaining focus on long-term strategic outcomes
- Presentation Skills
- Technical Proficiency
- Requires periods of close concentration; must be able to multi-task; must be able to travel occasionally; work overtime - more than 40 hours a week – regularly, as needed
- Higher education custom publishing experience
- Demonstrated success launching or scaling new custom publishing projects, digital-first offerings, or hybrid solutions in competitive institutional environments
- Demonstrated experience leveraging generative AI tools to draft customized proposals, RFP responses, pricing rationales, and follow-up communications more efficiently and strategically
- Strong working knowledge of digital courseware platforms, LMS integrations, inclusive access models, and AI-enhanced learning tools
- Candidates located within Chicago, Columbus, Detroit, Kansas City, or Milwaukee are preferred
Benefits
- Regular full-time and qualifying part-time employees and their dependents are eligible for Macmillan benefits, effective on the employee’s date of hire.
- Macmillan also offers health benefits coverage to qualifying same-sex and opposite-sex domestic partners (may require additional documentation) of active employees.
- Company Car Allowance
- Bonus plan
- Generous Health Benefits (Medical, Dental, Vision)
- Contributions to your 401k retirement account through Fidelity
- Generous paid time off, sick time, floating holidays, and paid holidays (Spring Reset Day, Juneteenth, Indigenous People's Day, Election Day, and more!)
- Employee Assistance Program
- Education Assistance Program
- 100% employer-paid life and AD&D insurance
Company Overview