Regional Manager, Solution Sales
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Job Description
Regional sales manager leading Solutions Specialists and new-business growth for Cengage, a global education technology company. Driving digital adoption, forecasting, coaching, and competitive displacement.
Responsibilities:
- Lead and develop a team of approximately 10 Solutions Specialists responsible for full-cycle course- and department-level new business
- Conduct regular 1:1s, field coaching, and joint customer engagements
- Build a culture of performance, accountability, collaboration, and continuous improvement
- Guide discipline-aligned, data-driven territory planning and sales execution
- Ensure high-quality pipeline creation and progression through the sales funnel
- Review opportunity strategies and provide feedback on positioning, messaging, and competitive differentiation
- Drive accountability for new business, digital adoption, and competitive displacement targets
- Support high-potential and complex opportunities with coaching and tactical guidance
- Coordinate Product Consultant engagement for down-funnel support and high-stakes presentations
- Reinforce excellence in demo delivery, solution mapping, and value messaging
- Align with Account Directors on departmental wins and institutional strategy
- Collaborate with Customer Success, Product, Marketing, and Technology
- Drive accurate forecasting and pipeline hygiene within Salesforce
- Monitor KPIs and lead weekly sales reviews and performance checkpoints
- Recruit, onboard, and develop Solutions Specialists
Requirements:
- 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, discipline aligned 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:
- Variable Sales incentive compensation program
- Target variable compensation of 55,000.00 USD annually
- Comprehensive Total Rewards package
- Reasonable accommodations for qualified individuals with disabilities
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