Business Development Director
Posted on Apr 5, 2021 by Cengage Learning
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.
As a member of the Cengage Learning Higher Ed Sales Group, the Business Development Director (BDD) will be responsible for sales of enterprise licenses and services to institutional accounts across both Higher Education/Non-Profit and Career/For-Profit Institutions, working closely with multiple internal partners to deliver on the complex needs of each institutional customer.
The Business Development Director is responsible for sales of enterprise content subscriptions to customers across Non-Profit and For-Profit Institutions of Higher Education, working closely with multiple internal partners, including but not limited to the Key Account Managers, District Sales Managers, and Strategic Account Managers to define source of, and drive revenue from bulk sales of Cengage's - Cengage Unlimited-Institutional (CU-I) model. This role is focused on a defined strategy to develop bulk enterprise sales at the institutional level - requires equal combination of collaboration/coordination with sales colleagues and leadership and direct sales to senior leaders in client Higher Education organizations.
What Youll Do Here:
Direct Sales Responsibilities
Execute an Institutional territory and sales plan that generates revenue from bulk subscription to the Cengage Unlimited service.
Create and develop relationships with Institutional leaders, including C and/or Senior VP Level contacts for Finance, Procurement, Academics and Executive
Connect CU-I value to institutional needs related to student material affordability, access and academic achievement and define Business Terms around this
Navigate multiple business and academic partner buying criteria to gain consensus and agreement to Business Terms
Negotiate final contract and move to closure.
Develop and maintain sales pipeline for all qualified opportunities in CRM (SFDC).
Meet and exceed subscription sales targets.
Create and follow open communication protocols
Sales Advocacy and Collaboration
Develop and maintain productive relationships with internal sales colleagues as the Domain Expert for the CU-I model. Maintain these relationships to support/inform Institutional Sales Strategy
Build relationships with regional education policy makers/influencers. Nurture and leverage these relationships to gather policy level intelligence and synthesize/apply to territory plans and disseminate to internal sales colleagues
Skills You Will Need Here:
BA or BS degree
5+ years of successful educational sales experience - with special preference given to executive level sales of enterprise learning technology products.
Demonstrated ability to create strategic sales plan 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/or product offerings that exceed customer expectations and result in a positive ROI.
Education market knowledge expert and trusted advisor to institutional senior executives.
Strong understanding of Higher Education and Career institutional financial processes and budget/revenue models and proven ability to influence senior level financial and business operations managers.
Experience with financial analysis and managing budgets
Strong written and verbal communication, analytical & presentation skills.
Experience with Microsoft Office Suite
Experience with CRM, with preference of Salesforce.
Experience with virtual meeting tools and demonstrable ability to conduct highly effective internal and external (customer) meetings
Proven ability to initiate, build and maintain effective relationships with executive level customers.
Fundamental understanding of print to digital migration/conversation strategies and concepts
Fundamental understanding of the primary business drivers for Higher Ed institutions and the broader marketplace.
35-50% travel expected