HED Regional Manager, Solution Sales, TX/West (Remote)

Cengage Group•Virtual US TX, NV

2d•$88,600 - $115,200•Remote

About The Position

The Regional Manager of Solutions Specialists leads a team of approximately 10 discipline-aligned, new-business sellers responsible for driving digital adoption, capturing competitive takeaways, and growing market share at the course and department level. This first-line sales leader coaches the team through the full sales cycle, ensures disciplined execution, and drives accountability against new-business and digital-adoption targets. Within Cengage’s specialized coverage model, the Regional Manager provides day-to-day coaching, strategic deal guidance, territory prioritization, and cross-functional partnership. The manager ensures Solutions Specialists deliver effective discovery, consultative selling, demonstrations, and competitive positioning. They collaborate with the National Director of Solution Sales to help shape national strategy while ensuring strong local execution. The role calls for a hands-on, data-driven, inspiring leader who can develop a high-performing sales team. The position is remote and covers Texas and the West. It includes travel to campuses, regional meetings, and events as needed. Compensation includes a base pay range of $88,600–$115,200 USD and eligibility for the company’s variable sales incentive program, with an annual individual target variable compensation of $55,000. Incentive earnings are not guaranteed.

Requirements

5–7+ years of experience in sales, education, or EdTech roles, with strong new-business performance.
1–3+ years of team leadership, coaching, or mentoring experience, formal or informal.
Demonstrated ability to coach sales talent in discovery, value-based selling, demonstrations, and closing.
Strong understanding of consultative sales motions and competitive-displacement strategies.
Proficiency with CRM tools; Salesforce is preferred.
Ability to analyze data and plan territories.
Exceptional communication and presentation skills.
Ability to travel to campuses, regional meetings, and events as needed.

Nice To Haves

Experience leading or supporting specialized, discipline-aligned sales teams.
Knowledge of higher education markets, faculty workflows, and digital learning solutions.
Experience collaborating with Product, Marketing, and Customer Success teams.
Teaching or academic background.

Responsibilities

Lead and develop a team of approximately 10 Solutions Specialists responsible for full-cycle course- and department-level new business.
Conduct regular one-on-ones, field coaching, and joint customer engagements to improve discovery, demonstration quality, and closing skills.
Build a culture of performance, accountability, collaboration, and continuous improvement.
Provide role clarity and coaching aligned with the specialized new-business sales motion.
Guide the team in creating and executing discipline-aligned, data-driven territory plans.
Ensure high-quality pipeline creation and consistent progression through the sales funnel.
Review opportunity strategies and provide actionable feedback on positioning, messaging, and competitive differentiation.
Drive accountability for discipline-specific new-business, digital-adoption, and competitive-displacement targets.
Provide coaching and tactical support on high-potential or complex opportunities.
Coordinate with Product Consultants on timely subject-matter-expert engagement for late-stage support and high-stakes presentations.
Reinforce excellence in demonstrations, solution mapping, and value messaging to improve win rates.
Support cross-team collaboration on multi-section or multicourse opportunities.
Align with Account Directors so departmental wins support broader institutional strategy and campus stakeholder engagement remains visible and consistent.
Share insights from departmental activity that may inform institutional conversations without handing opportunities off.
Collaborate with Customer Success to incorporate adoption considerations early in the sales process.
Work with Product, Marketing, and Technology to share customer insights, support campaigns, and identify solution gaps.
Participate in cross-functional planning to equip Solutions Specialists with appropriate tools, messaging, and competitive intelligence.
Drive accurate forecasting and Salesforce pipeline hygiene.
Monitor KPIs to identify coaching needs, performance gaps, and territory optimization opportunities.
Lead weekly sales reviews and performance checkpoints focused on high-value opportunities.
Support consistent messaging, enablement adoption, and process adherence across the team.
Help recruit and onboard Solutions Specialists with consultative selling and digital competency.
Build a talent pipeline and partner with leadership to expand or scale the team as needed.
Develop top performers for future leadership or senior specialist roles.