Field Account Executive, Houston (Hybrid)

$52,000 - $83,200/Yr

Cengage Learning - Houston, TX

Full-time

Houston, TX

Publishing Industries

About the position

The Field Account Executive role at Cengage Group is a hybrid field sales position responsible for covering the Houston, TX area, focusing on both 2-year and 4-year educational institutions. This position emphasizes building relationships and engaging with customers to promote Cengage's educational solutions. The role requires a sales professional with experience in outside sales, cross-selling, upselling, and managing longer sales cycles, with a significant amount of travel expected within the designated territory.

Responsibilities

• Plan, organize, and prioritize sales activities to achieve sales targets.
• Use database tools to develop and maintain opportunities pipeline for every account in assigned territory.
• Create and implement strategic plans for opportunities through resource management and internal collaboration.
• Develop product knowledge and digital skills for sales calls, presentations, and delivery of digital courses.
• Provide support for instructor course set-up and student course access to drive digital activations and usage.
• Build itineraries and daily plans that effectively address territory priorities and optimize customer engagement.
• Achieve and/or exceed established sales targets by promoting Cengage solutions to all customers.
• Conduct sales calls with decision makers to identify needs, propose solutions, and establish relationships.
• Represent all product offerings and platforms across disciplines for the territory.
• Collaborate internally with account partners to implement institutional sales strategies and ensure complete coverage of all Cengage solutions for an account.
• Use resources and internal sales support for digital customer course builds, training, and implementation.
• Confirm and communicate details with customers on options to access Cengage content in use at each account.
• Develop relationships with channel partners to coordinate shared delivery of content and gain understanding of campus initiatives.
• Use data to identify priorities for allocation of time and resources.
• Continue ongoing updates and maintenance of customer database.
• Handle travel, business, and sampling budgets effectively.
• Provide clear, timely communication and accurate reporting.
• Exhibit digital proficiency with internal systems and when sharing Cengage solutions.

Requirements

• BA/BS or equivalent work experience and a proven, successful track record in a prior sales position is preferred.
• Values and appreciates diversity of thought; able to work with diverse audiences both internally and externally.
• Highly flexible and adaptable to change.
• High energy and good communication skills both written and verbal.
• Strong presentation skills.
• Competitive spirit and high business acumen.
• Demonstrated understanding of applied computer technology.
• Comfortable using technology in performing routine job tasks and for product demonstration purposes.
• Outstanding organizational and time management skills.
• Proficiency in PC and Microsoft Office applications.
• Ability to travel with some overnight in certain territories and for sales meetings; must be able to travel by both auto and air.
• Located within assigned sales territory.

Nice-to-haves

• Direct sales, marketing, or editorial experience
• Prior ed tech sales experience
• Proficiency in Salesforce
• Driven to succeed

Benefits

• Comprehensive Total Rewards package
• Incentive compensation program beyond base pay range