Enterprise Account Manager
About The Position
McGraw Hill is seeking an Enterprise Account Manager for its Higher Education team, covering Chicago and Wisconsin. The role drives institutional-level adoption of enterprise software and services, including Sharpen Advantage and Affordable Access solutions, across higher education institutions in the assigned territory. The position involves C-level presentations and large-scale consultative selling, balancing independent work with leadership of sales initiative teams and collaboration with colleagues. This is a hybrid role based from a home office when not working on campus in the territory. The candidate must permanently reside within the territory, hold a valid driver's license, and be willing to travel throughout the territory up to 50% of the year. The Enterprise Account Manager manages the sales pipeline, develops account strategies, identifies opportunities, presents solutions, and works with institutional leaders and internal teams to grow revenue and support successful implementation. The role includes tracking sales performance, maintaining CRM records, and serving as the primary contact for executive and leadership staff at assigned accounts.
Requirements
- Bachelor's degree required.
- At least 3 years of demonstrable sales success and a proven track record within higher education or relevant enterprise-level software and services.
- Professional maturity to handle innovative sales situations using strong business acumen and balancing customer and business needs.
- Valid driver's license and willingness to travel up to 50% within the assigned territory.
- Must permanently reside within the territory, which includes Chicago and Wisconsin.
- Ability to work from a home office when not on campus in the territory.
Responsibilities
- Manage the sales pipeline, negotiate contracts, and close deals to meet or exceed revenue targets.
- Develop and implement strategies to increase enterprise revenue within assigned accounts.
- Identify and target potential educational institutions, districts, or corporate clients.
- Collaborate with institutional leadership to understand strategic initiatives and identify opportunities for new enterprise services and revenue growth.
- Present and demonstrate McGraw Hill Enterprise solutions, highlighting their value in improving learning outcomes or operational efficiency.
- Stay informed about industry trends, competitor offerings, and client needs.
- Conduct research to identify new opportunities and emerging markets within the education space.
- Track sales metrics, prepare business plans and reports, and provide regular updates to leadership.
- Use CRM tools to manage leads, opportunities, and customer interactions for predictable revenue outcomes.
- Partner with Enterprise Implementation and customer success teams to support operational and implementation excellence across assigned accounts.
- Collaborate with Enterprise Marketing and the SDR team to provide market feedback and actionable insights to drive leads and sales pipeline growth.
- Serve as the primary contact for executive and leadership staff at assigned accounts, ensuring prompt and comprehensive service and follow-up.
- Work closely with the Regional VP and Sales leadership, collaborating with other sales team members to enhance sales efforts and outcomes.
- Deliver C-level presentations and lead large-scale consultative selling opportunities.
Benefits
- Medical and/or other benefits, depending on the position offered.
- Annual sales incentive plan.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
