Enterprise Client Executive
About The Position
At Cengage, our employees have a direct impact in helping learners 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. Take charge of new business acquisition within the specified enterprise territory, focusing on large, strategic accounts (2,000+ employees) Develop and complete account penetration strategies to break into net-new organizations and expand market presence Build and manage a robust pipeline of high-value opportunities through proactive prospecting (cold outreach, executive engagement, networking, and industry events) Identify and engage key collaborators, including CISO, CIO, CTO, and other senior security and IT leaders Lead complex, multi-stakeholder sales cycles from initial engagement through negotiation and close Position and articulate the value of InfoSec solutions in the context of business risk, compliance, and organizational resilience Drive deal strategy, including competitive positioning, pricing, and contract negotiations in alignment with company guidelines Maintain accurate pipeline management and forecasting, with clear access to deal progression and risk Self-motivated, dedicated, independent thinker, resilient, and comfortable operating in a fast-paced, determined environment
Requirements
- Over 3 years of experience in B2B sales, concentrating on acquiring new business or developing business opportunities
- Experience selling cybersecurity, SaaS, or enterprise technology solutions preferred
- Experience engaging and influencing senior collaborators, including C-level executives (CISO, CIO, CTO)
- Strong understanding of complex sales cycles and ability to manage multiple opportunities simultaneously
- Demonstrated ability to meet or exceed sales quotas in a high-growth environment
- Excellent communication, negotiation, and presentation skills
- Experience with CRM tools (e.g., Salesforce) and sales engagement platforms
Nice To Haves
- Self-motivated, dedicated, independent thinker, resilient, and comfortable operating in a fast-paced, determined environment
- Bachelor’s degree or equivalent experience preferred
Responsibilities
- Take charge of new business acquisition within the specified enterprise territory, focusing on large, strategic accounts (2,000+ employees)
- Develop and complete account penetration strategies to break into net-new organizations and expand market presence
- Build and manage a robust pipeline of high-value opportunities through proactive prospecting (cold outreach, executive engagement, networking, and industry events)
- Identify and engage key collaborators, including CISO, CIO, CTO, and other senior security and IT leaders
- Lead complex, multi-stakeholder sales cycles from initial engagement through negotiation and close
- Position and articulate the value of InfoSec solutions in the context of business risk, compliance, and organizational resilience
- Drive deal strategy, including competitive positioning, pricing, and contract negotiations in alignment with company guidelines
- Maintain accurate pipeline management and forecasting, with clear access to deal progression and risk
Benefits
- variable Sales incentive compensation program
- Target Variable Compensation: 80,000.00 USD Annual: Individual Target annually
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
Associate degree
