Regional Manager Solution Sales, TX/AZ (Remote)
About The Position
The Regional Manager of Solutions Specialists, HSG 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 manager is a critical first line sales leader who coaches the team through the entire sales cycle, ensures disciplined execution, and drives accountability against new business and digital adoption targets. Operating within Cengage’s specialized coverage model, the Regional Manager provides day-to-day coaching, strategic deal guidance, territory prioritization, and partnership with cross functional teams. They ensure Solutions Specialists deliver exceptional discovery, consultative selling, demo excellence, and competitive positioning. The Regional Manager collaborates with the National Director of Solution Sales to help shape national strategy while ensuring strong local execution. This role requires a leader who is hands-on, data driven, inspiring, and adept at developing a high performing sales team.
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, demos, and closing.
- Strong understanding of consultative sales motions and competitive displacement strategies.
- Proficiency with CRM tools (Salesforce preferred), data analysis, and territory planning.
- Exceptional communication and presentation skills.
- Ability to travel to campuses, regional meetings, and events as needed.
Nice To Haves
- Experience leading or supporting specialized, disciplinealigned 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 is a plus.
Responsibilities
- Lead and develop a team of ~10 Solutions Specialists responsible for full cycle course- and department level new business.
- Conduct regular 1:1s, field coaching, and joint customer engagements to strengthen discovery, demo quality, and closing skills.
- Build a culture of performance, accountability, collaboration, and continuous improvement.
- Provide role clarity and coaching to ensure alignment with the specialized new business sales motion.
- Guide the team in building 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 team accountability for achieving discipline specific new business, digital adoption, and competitive displacement targets.
- Partner with Solutions Specialists on high potential or complex opportunities, providing coaching and tactical support.
- Coordinate with Product Consultants to ensure timely SME engagement for down funnel support and high stakes presentations.
- Reinforce excellence in demo delivery, solution mapping, and value messaging to improve team win rates.
- Support cross-team collaboration during multi-section or multicourse opportunities.
- Maintain tight alignment with Account Directors to ensure departmental wins clearly support broader institutional strategy.
- Share insights from departmental activity that may influence institutional conversations—without handing opportunities off.
- Partner with Account Directors to ensure visibility, consistency, and strategic harmonization across campus stakeholders.
- Collaborate with Customer Success to ensure adoption considerations are incorporated 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 ensure Solutions Specialists are equipped with the right tools, messaging, and competitive intelligence.
- Drive accurate forecasting and ensure pipeline hygiene within Salesforce.
- Monitor KPIs to identify coaching needs, performance gaps, and territory optimization opportunities.
- Lead weekly sales reviews and performance checkpoints to ensure focus on the highest value opportunities.
- Support messaging consistency, enablement adoption, and process adherence across the team.
- Help recruit and onboard high caliber Solutions Specialists with strong 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.
Benefits
- Comprehensive and rewarding Total Rewards package designed to support and empower our employees.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
