Business Development Director, Southeast (Hybrid)
Location
India | India
Job description
We believe in the power and joy of learning
At Cengage Group, our employees have a direct impact in helping students around the world discover the power and joy of learning. We are bonded by our shared purpose – driving innovation that helps millions of learners improve their lives and achieve their dreams through education.
Our culture values diversity, engagement, and discovery Our business is driven by our strong culture, and we know that creating an inclusive and diverse workplace is absolutely essential to the success of our company and our learners, as well as our individual well-being. We recognize the value of diverse perspectives in everything we do, and strive to ensure employees of all levels and backgrounds feel empowered to voice their ideas and bring their authentic selves to work. We achieve these priorities through inclusive programs, benefits, and initiatives that are integrated into the fabric of how we work every day. To learn more, please see
Territory : TN, AK, AL, KY, LA and MS
Travel requirements: 35-50% travel expected throughout territory
What You'll Do Here As a member of the Cengage Learning Higher Ed Institutional Sales Group, the Business Development Director (BDD) will be responsible for sales of enterprise products and services to institutional accounts across both Higher Education/Non-Profit and Career/For-Profit Institutions. Working closely with multiple internal partners this person will deliver on the sophisticated needs of each institutional customer. This role is focused on defining strategies around Institutional Accounts and driving revenue from bulk enterprise sales from Cengage's Cengage Unlimited Institutional (CUI) model. It requires an equal combination of collaboration/coordination with internal sales colleagues and leadership as well as direct sales to external Senior Leadership in client Higher Education organizations.
Direct Sales Responsibilities - Identify opportunities, determine appropriate scope, and negotiate the sale of Cengage Institutional business models that improve student outcomes, support key institutional metrics, and position Cengage as an essential partner in institutions' delivery of high-quality higher education.
- Prospect for new business through cold calling, personal sales calls, networking, market research, email/mail campaigns, conferences, etc.
- Implement an Institutional territory and sales plan that generates revenue from Institutional subscription models to our Cengage Unlimited services and solutions.
- Identify and cultivate relationships with executive level contacts, key decision makers, and influencers at target institutions throughout the sales cycle.
- Develop and accurately maintain pipeline/opportunity management, account/contact management and strategic documentation for new sales opportunities within a CRM (Salesforce).
- Connect CUI value to key institutional goals including student learning materials affordability, equity of access, and academic achievement and define Business Terms around these needs.
- Navigate multiple customer business and academic buying criteria to gain consensus and agreement to Business Terms. Develop and deliver effective, persuasive proposals and customer presentations to promote proposed Cengage products, services and business terms.
- Close Institutional deals to meet or exceed sales targets
Relationship Management/Leadership - Demonstrate leadership of the institutional sales process by developing and maintaining collaborative and productive relationships with internal sales and marketing colleagues as the Domain Expert for the CUI model. Maintain relationships to support/inform Institutional Sales Strategy.
- Establish relationships with regional education policy makers/influencers. Cultivate and use these relationships to build new sales opportunities, and gather policy level intelligence. Synthesize/apply intelligence to territory plans and disseminate to internal sales colleagues.
- Create and follow open communication protocols
Required Skills you will need here:
- BA or BS degree
- 5+ years of successful educational sales experience – with special preference given to executive-level enterprise sales of learning technology products.
- Demonstrated ability to create strategic sales plans with highly complex buying structures where decision-making is consensus-driven.
- Ability to understand/assimilate customer needs and challenges, industry trends, and market dynamics and translate them into solutions and product offerings that exceed customer expectations and result in a positive return on investment.
- Strong understanding of Higher Education and Career institutional financial processes and budget/revenue models and proven track record in influencing senior-level financial and business operations managers.
- Experience with financial analysis and handling budgets
- Strong written and verbal communication, analytical & presentation skills.
- Experience with Microsoft Office Suite
- Experience with CRM, with a preference of Salesforce.
- Experience with virtual meeting tools and demonstrable ability to conduct highly effective internal and external (customer) meetings
- Fundamental understanding of the primary business drivers for Higher Ed institutions and the broader marketplace.
Cengage Group's Higher Education business, Cengage, supports learning and student success by providing materials and digital solutions to faculty and students enrolled in two-year, four-year and vocational programs. We currently serve more than 10 million of the 18 million students in US higher ed. Setting a new standard of service for our customers, we deliver quality, easy-to-use course materials from textbooks and eBooks to courseware such as MindTap and WebAssign. In the US, we offer Cengage Unlimited and Cengage Unlimited for Institutions. We help instructors be better teachers, we help institutions solve problems and we empower students to leverage the power and joy of learning to transform lives.
Cengage Group is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, marital status, parental status, cultural background, organizational level, work styles, tenure and life experiences. Or for any other reason. You may view Cengage's EEO/Affirmative Action Policy signed by CEO Michael Hansen and Equal Employment Opportunity is the Law notice by visiting their corresponding links.
Cengage Group is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at [HIDDEN TEXT] or you may call us at +1 (617) 289-7917.
About Cengage Group Cengage Group, a global education technology company serving millions of learners, provides affordable, quality digital products and services that equip students with the skills and competencies needed to be job ready. For more than 100 years, we have enabled the power and joy of learning with trusted, engaging content, and now, integrated digital platforms. We serve the higher education, workforce skills, secondary education, English language teaching and research markets worldwide. Through our scalable technology, including MindTap and Cengage Unlimited, we support all learners who seek to improve their lives and achieve their dreams through education.
Base Pay Range The full base pay range has been provided for this position. Individual base pay will vary based on work schedule, qualifications, experience, internal equity, and geographic location. Sales roles often incorporate a significant incentive compensation program beyond this base pay range.
$84,400.00 - $135,000.00 USD
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