Cengage Group
Education Technology
SolutionSpecialist,BHT
Neural analysis suggests this role is
optimal for Mid candidates.
“Solution Specialist, BHT at Cengage Group. Skills: New business sales, Consultative selling, Sales cycle ownership, Relationship building, Territory management, Pipeline management. Own the entire sales cycle for course and department level new adoptions and competitive takeaways.. Identify, qualify, develop, and close new digital opportunities within assigned discipline.”
What You'll Achieve.
Expand market share; Drive competitive takeaways; Drive digital usage; Create departmental momentum; Secure multi-section or multicourse wins; Drive digital-first decisions that increase usage, value, and long-term institutional alignment.; Drive consensus among faculty by guiding them through evaluation, trial, and decision-making processes that lead to adoption commitments.; Increase win probability for high value targets.; Develop targeted strategies to win high value competitive accounts.; Activate faculty advocates, peer influencers, and reference customers to accelerate competitive takeaways.; Prioritize high-impact targets.
Industry & Context.
Must be based in one of the following areas: Pennsylvania, Northern California, Arizona, Southwestern Virginia, Maryland., Ability to travel to campuses and events as required.
What They're Looking For.
Must Have
Minimum 2 years of customer-facing sales, education, or training experience with evidence of performance, or 5 + years equivalent experience., Consultative selling and presentation skills with the ability to influence faculty and academic leaders., High digital proficiency with learning platforms and comfort delivering virtual and in-person demos., Relationship building capabilities and credibility with academic stakeholders., Ability to independently manage a territory, pipeline, and complete sales cycle., Proficiency in Microsoft Office and CRM systems (Salesforce preferred)., Ability to travel to campuses and events as required.
Nice to Have
Experience in EdTech, SaaS, or new business acquisition roles., Background in teaching, instructional design, or academic environments., Experience partnering with product, marketing, or customer success functions.
What You'll Do.
Own the entire sales cycle for course and department level new adoptions and competitive takeaways.
and close new digital opportunities within assigned discipline.
Establish relationships with deans
and faculty influencers to secure multi-section or multicourse wins.
Drive digital-first decisions that increase usage
and long-term institutional alignment.
Lead discovery of conversations that uncover instructional challenges
and departmental goals.
Deliver high-quality product demonstrations
and solution-based presentations customized to faculty workflows and outcomes.
Position Cengage’s value in terms of career readiness
and instructional efficiency.
Drive consensus among faculty by guiding them through evaluation
and decision-making processes that lead to adoption commitments.
Engage Product Consultants for down funnel support on complex
or large-scale opportunities.
Partner with Product Consultants to deliver high impact demos
competitive differentiation
and discipline specific expertise during critical deal moments.
Ensure seamless coordination with Product Consultants to elevate presentation quality and increase win probability for high value targets.
Coordinate with Principal Account Directors to ensure visibility into departmental activity that influences institutional agreements.
Share insights regarding digital adoption
and faculty sentiment with Account Teams to inform institutional strategy.
Develop targeted strategies to win high value competitive accounts.
Activate faculty advocates
and reference customers to accelerate competitive takeaways.
Analyze discipline trends
and competitor presence to prioritize high-impact targets.
Maintain a disciplined pipeline for new business opportunities using Salesforce.
Effectively plan strategic activity and customer engagement using Outlook and Salesforce calendars.
Provide accurate forecasting and ensure transparent activity tracking.
Use data to guide territory focus
and prioritization of the highest value opportunities.
How You'll Work.
Team & Collaboration
Collaborate closely with Product Consultants for high stakes presentations and complex opportunities.; Collaborate with Account Teams to ensure alignment with institutional account strategy and initiatives.; Engage Product Consultants for down funnel support on complex, strategic, or large-scale opportunities.; Partner with Product Consultants to deliver high impact demos, competitive differentiation, and discipline specific expertise during critical deal moments.; Ensure seamless coordination with Product Consultants to elevate presentation quality and increase win probability for high value targets.; Coordinate with Principal Account Directors to ensure visibility into departmental activity that influences institutional agreements.; Share insights regarding digital adoption, competitive movement, and faculty sentiment with Account Teams to inform institutional strategy.; Experience partnering with product, marketing, or customer success functions.
Communication Scope
Presentation skills; Ability to influence faculty and academic leaders; Relationship building capabilities; Credibility with academic stakeholders
Process & Methodology
Ability to independently manage a territory, pipeline, and complete sales cycle., Maintain a disciplined pipeline for new business opportunities., Effectively plan strategic activity and customer engagement., Provide accurate forecasting and ensure transparent activity tracking., Use data to guide territory focus, campaign execution, and prioritization of the highest value opportunities.
Full Job Description
## **We believe in the power and joy of learning** At Cengage, 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. Cengage's Higher Education business, Cengage, supports learning and student success by providing materials and digital solutions to faculty and students enrolled in two-year, four-year and vocational programs. We currently serve more than 10 million of the 18 million students in US higher ed. Setting a new standard of service for our customers, we deliver quality, easy-to-use course materials from textbooks and eBooks to courseware such as MindTap and WebAssign. In the US, we offer Cengage Unlimited and Cengage Unlimited for Institutions. We help instructors be better teachers, we help institutions solve problems and we empower students to leverage the power and joy of learning to transform lives. ## **Our culture values inclusion, engagement, and discovery** Our business is driven by our strong culture, and we know that creating an inclusive 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 programs, benefits, and initiatives that are integrated into the fabric of how we work every day. To learn more, please see . The Solutions Specialist, BHT (Business, Healthcare, and Trades) is a consultative, new business seller responsible for expanding market share and driving competitive takeaways within assigned disciplines or solution areas. Solutions Specialists own the entire sales cycle at the course and department level from discovery throu
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