Cengage Group
Education Technology
RegionalManagerSolutionSales,OH/TN/KY/AL(Remote)
“Regional Manager Solution Sales, OH/TN/KY/AL (Remote) at Cengage Group. Skills: Sales leadership, Sales coaching, New business development, Digital solutions sales, Team development. Lead and develop a team of ~10 Solutions Specialists responsible for full cycle course- and department level new business. Conduct regular 1: 1s, field coaching, and joint customer engagements to strengthen discovery, demo quality, and closing skills”
What You'll Achieve.
Driving digital adoption; Capturing competitive takeaways; Growing market share at the course and department level; Achieving discipline specific new business, digital adoption, and competitive displacement targets
Industry & Context.
Ability to travel to campuses, regional meetings, and events as needed
What They're Looking For.
Must Have
5–7+ years of experience in sales, education, or EdTech roles with 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, 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
Nice to Have
Experience leading or supporting specialized, disciplinealigned 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
What You'll Do.
Lead and develop a team of ~10 Solutions Specialists responsible for full cycle course- and department level new business
Conduct regular 1: 1s
and joint customer engagements to strengthen discovery
Build a culture of performance
and continuous improvement
Provide role clarity and coaching to ensure alignment with the specialized new business sales motion
Guide the team in building and executing discipline aligned
data driven territory plans
Ensure high-quality pipeline creation and consistent progression through the sales funnel
Review opportunity strategies and provide actionable feedback on positioning
and competitive differentiation
Drive team accountability for achieving discipline specific new business
and competitive displacement targets
Partner with Solutions Specialists on high potential or complex opportunities
providing coaching and tactical support
Coordinate with Product Consultants to ensure timely SME engagement for down funnel support and high stakes presentations
Reinforce excellence in demo delivery
and value messaging to improve team win rates
Support cross-team collaboration during multi-section or multicourse opportunities
Maintain tight alignment with Account Directors to ensure departmental wins clearly support broader institutional strategy
Share insights from departmental activity that may influence institutional conversations—without handing opportunities off
Partner with Account Directors to ensure visibility
and strategic harmonization across campus stakeholders
Collaborate with Customer Success to ensure adoption considerations are incorporated early in the sales process
and Technology to share customer insights
and identify solution gaps
Participate in cross-functional planning to ensure Solutions Specialists are equipped with the right tools
and competitive intelligence
Drive accurate forecasting and ensure pipeline hygiene within Salesforce
Monitor KPIs to identify coaching needs
and territory optimization opportunities
Lead weekly sales reviews and performance checkpoints to ensure focus on the highest value opportunities
Support messaging consistency
and process adherence across the team
Help recruit and onboard high caliber Solutions Specialists with consultative selling and digital competency
Build a talent pipeline and partner with leadership to expand or scale the team as needed
Develop top performers for future leadership or senior specialist roles
How You'll Work.
Team & Collaboration
Partner with Account Directors to ensure departmental wins clearly support broader institutional strategy; Share insights from departmental activity that may influence institutional conversations; Partner with Account Directors to ensure visibility, consistency, and strategic harmonization across campus stakeholders; Collaborate with Customer Success to ensure adoption considerations are incorporated early in the sales process; Work with Product, Marketing, and Technology to share customer insights, support campaigns, and identify solution gaps; Participate in cross-functional planning to ensure Solutions Specialists are equipped with the right tools, messaging, and competitive intelligence; Support cross-team collaboration during multi-section or multicourse opportunities
Communication Scope
Exceptional communication and presentation skills
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