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Strategic Account Manager

Company: Cengage
Location: Cincinnati
Posted on: March 28, 2020

Job Description:


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.What You'll Do Here:Achieve financial targets through developing and maintaining sales of Gale's Digital Scholarship Products (Historical Primary Source Archives and Digital Humanities Tools) to the top Academic Library Key Accounts in the Midwest territory.

Flexibility to travel is essential as this role will require extensive travel throughout the territory, and some travel outside the territory for conferences.

  • Create and implement sales strategies and tactics for the territory.
  • Plan and attend customer meetings, prioritize opportunities and efficiently follow through all stages of the sales cycle to conclusion.
  • Maximize sales through identifying customers' needs, matching Gale products to those needs, preparing and delivering sales presentations, writing proposals and closing sales
  • Represent Gale at key industry events such as faculty & library conferences, exhibitions and trade shows
  • Cultivate and maintain extensive product knowledge of a large and growing product list
  • Forecast territory projected sales accurately, as well as insure that activity is updated in CRM systems on a regular basis
  • Uncover opportunities and solicit information from academic librarians, subject librarians, academic teaching staff and researchers through effective questioning and listening
  • Work closely with the rest of the sales team and with other departments such as marketing, customer services, customer care, sales support and product development by offering market feedback and intelligence
  • Collaborate with peer sales team members around go to market strategies on key accounts

    Skills You Will Need Here:

    • Experience in selling within the higher education, or library market in the Midwest or Mid-Atlantic area
    • College degree level with significant senior field sales experience - consistently hitting plan
    • Must be able to strategically align company solutions and vision to higher education institutional strategic objectives
    • Excellent interpersonal skills with the ability to manage relationships between key stakeholders such as academics and librarians
    • The ability to communicate with all levels of personnel both internally and externally
    • Flexibility to adapt sales approach to suit the customer and product
    • Strong organizational skills with an enthusiastic and self-motivated approach
    • Excellent presentation and sales call preparation skills
    • Ability to absorb and maintain extensive product knowledge
    • Proficient MS Office skills, experience with Tableau, Salesforce, and Knowledge of Library Systems a plus

      Preferred Skills/Knowledge/Experience:

      • Field sales experience within the library market or equivalent
      • Experience of and confidence in negotiating large contracts
      • Passion for the humanities and learning essential

Keywords: Cengage, Cincinnati , Strategic Account Manager, Executive , Cincinnati, Ohio

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