Gale Consortia Field Account Manager (Remote)

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 https://www.cengagegroup.com/about/inclusion-and-diversity/

With direction from the Director of Consortia Sales, the Gale Consortia Field Account Manager achieves financial targets through sales of Gale products to Statewide Consortia in a specific geography. This position entails collaborating with sales team members to engage and support identified consortia while developing long term partnerships with them.

Travel requirements: 50-60%.

What you'll do here:

• Develop and maintain business relationships, creating and implementing sales strategies and tactics, that build the business and brand.
• Improve sales through identifying customers’ needs, aligning solutions to those needs, preparing and delivering sales presentations, writing proposals, and closing sales with statewide consortia accounts.
• Represent Gale at key industry events such as regional, state and national educational conferences, exhibitions and trade shows.
• Forecast territory projected sales, as well as ensure that activity is updated in CRM systems on a regular basis
• Coordinate RFP Responses, collaborate closely with bid-team, product managers, technical services, and administrative teams.
• Uncover opportunities and solicit information through effective questioning and listening.
• Finds opportunities for new partnerships
• Strengthening existing relationships and collaborations, analyzing and reporting on partner initiatives, forecasting on strategic changes
• Work closely with the rest of the sales teams within K12, Public, and Academic markets, and with other departments such as marketing, customer services, customer care, sales support, and product development by offering market feedback and intelligence
• Analyze revenue data, negotiating contracts and pricing with partner organizations
• Collaborate with partners to tackle issues, communicate needs, and finding opportunities to collaborate.
• An understanding of all library types and how they intersect with Statewide Consortia Programs.

Skills you will need here::

• Minimum of 5 years sales experience within the Library sales market.
• Demonstrable ability to develop and maintain business relationships, creating and implementing sales strategies and tactics, that build the business and brand.
• Detailed record of accomplishment at meeting/exceeding sales goals.
• Verifiable history of achieving sales goals(new business & renewal), creating, and implementing sales strategies, improving sales through identifying customers’ needs, matching products to those needs and closing sales.
• Proven team member proficiency including working closely with the rest of the sales team, marketing, customer support and product development by offering market feedback and intelligence.
• Talent for cultivating effective working relationships with customers and colleagues, further illustrating the ability to influence decision makers by developing and maintaining an effective professional network.
• Strong organizational skills with a self-motivated approach
• Excellent presentation and sales call preparation skills
• Flexibility to adapt sales approach to suit the customer and product.
• Comfort with virtual selling and remote customer engagement (Telephone, Zoom).
• Must have understanding of financial procedures and controls, and strong networking and negotiating skills.
• Proven analytical and tactical planning skills are crucial.
• Availability to travel and present sales material for key prospect meetings and on occasional basis, to attend conferences or critical customer events.
• Proficient MS Office skills, experience with Tableau, Salesforce, and knowledge of K12 curriculum a plus

Gale, part of Cengage Group, partners with librarians and educators around the world to connect 30 million distinct learners annually to essential digital content through user-friendly technology that enhances experiences and improves learning outcomes. For more than 65 years, Gale has collaborated with academic institutions, schools, and public libraries around the world, empowering discovery and insights that push the boundaries of traditional research and advance learners in all areas of life.

Cengage Group does 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.

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 accommodations.ta@cengage.com 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.

Compensation

At Cengage Group, we take great pride in our commitment to providing a comprehensive and rewarding Total Rewards package designed to support and empower our employees. Click here to learn more about our Total Rewards Philosophy.

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.