Mid-Market Account Executive (Remote) US
About The Position
We believe in the power and joy of learning. 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. This role involves taking charge of new business acquisition within a specified territory, focusing on relationship building and developing account penetration strategies to expand market presence. The position requires proactive prospecting to build and manage a robust pipeline of high-value opportunities, identifying and engaging key collaborators such as CISO, CIO, and CTO. The Account Executive will lead complex, multi-stakeholder sales cycles, position InfoSec solutions in the context of cyber workforce readiness and compliance, and drive deal strategy including competitive positioning, pricing, and contract negotiations. Accurate pipeline management and forecasting are essential. The ideal candidate is a self-motivated, dedicated, independent thinker, resilient, and comfortable operating in a fast-paced, determined environment.
Requirements
- Over 2 years of experience in B2B sales, concentrating on developing new 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.
- Bachelor’s degree or equivalent experience preferred.
Responsibilities
- Take charge of new business acquisition within the specified territory, focusing on relationship building.
- Develop and complete account penetration strategies to break into net-new accounts 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 cyber workforce readiness, and compliance.
- 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
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
