Institutional Account Representative (Remote)

Cengage Group

1d•Remote

About The Position

The Institutional Account Representative (IAR) is responsible for managing and growing revenue within an assigned geographic area. They will focus primarily on growth opportunities with existing partners to achieve revenue goals established for all product lines. The IAR will work collaboratively with the ed2go Business Development, Workforce, and Marketing teams (and other internal partners as needed), as well as build successful working relationships with external partners. The IAR must be coachable with an ability to understand business needs and provide viable solutions to reach targeted goals.

Requirements

4-year college degree or equivalent
A minimum of 4 years of inside business to business (B2B) sales experience or account management
2 years of channel sales marketing experience
Proven track record of territorial development and growth
Self-starter, standout colleague, critical thinker, can do attitude
Strong telephone, written and verbal communication skills
Excellent time management and organizational skills
Above average digital literacy – Microsoft Word, Excel, PowerPoint, Salesforce
Online research experience and proficiency

Nice To Haves

Experience in Professional, Continuing, or Online Education
Prior experience in B2B marketing is a plus!

Responsibilities

Provide daily partner support by responding to new sales leads and existing partner requests and inquiries pertaining to programs, products, & account development.
Keep the Product Management and Marketing teams updated regarding identified market needs and trends.
Maintain Salesforce data entry and integrity, and generate accurate revenue forecasts.
Work with local partners and workforce boards to get ed2go programs approved at a state level for workforce initiative reimbursement.
Collaborate and strategize with business development managers to target and exceed regional sales revenue goals and management objectives.
Gain understanding of partner needs, identify opportunities for growth, and effectively connect partners with local workforce boards and other funding sources.
Develop an account management plan for the region, to drive interactions / frequency of contact with key partners, and review periodically with department leadership.
Hold frequent partner business reviews to increase territory revenue performance.
Identify selling opportunities and work with channel partners to insure ed2go programs are well positioned for prospective students.
Exceed regional revenue goals.
Track market trends and needs in vocational, professional and personal development education and training.
Lead existing account base and, in consultation with territory Region Director, solicit new partner accounts.
Work independently, set goals, and manage progress of goals.
Travel to key accounts and attend national conferences on occasion as required.