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    Institutional Account Manager - Oklahoma City, United States - Cengage Group

    Cengage Group
    Cengage Group Oklahoma City, United States

    1 week ago

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    Description
    We believe in the power and joy of learning


    At Cengage Group, our employees have a direct impact in helping students 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.

    Our culture values diversity, engagement, and discovery


    Our business is driven by our strong culture, and we know that creating an inclusive and diverse workplace is absolutely essential to the success of our company and our learners, as well as our individual well-being.

    We recognize the value of diverse perspectives in everything we do, and strive to ensure employees of all levels and backgrounds feel empowered to voice their ideas and bring their authentic selves to work.

    We achieve these priorities through inclusive programs, benefits, and initiatives that are integrated into the fabric of how we work every day.

    To learn more, please see


    The Institutional Account Manager is a member of the Institutional Sales team, responsible for ensuring successful implementation and delivery of Cengage solutions and services at Institutional customers that result in the appropriate receipt of contracted revenue, per deal terms.

    This role is also responsible for building and managing ongoing relationships with Institutional decision makers at the executive level, addressing ongoing delivery needs, identifying opportunities and closing upsell / cross-sell business, and ensuring contract renewals.

    This role will work closely with the Cengage Business Development Director (BDD) team throughout the later stages of initial contract closing and take a leading role in managing those relationships once a contract is in place.

    This role reports directly to the Team Lead, Institutional Account Management.

    What You'll Do Here

    Responsible for ensuring revenue to forecast, retention, and upsell for Cengage Institutional contracts.

    Lead internal project management, Key Account DSS, field sales, inside sales, and integration team, and holds the team accountable for delivering within scope.

    Lead customer "kickoff" call and ensure that customers understand the resources available in, and how to use, the Cengage Customer Success Portal
    Serve as the central point of contact for with executive-level partners within the institution. Maintain consistent contact via in-person visits, phone calls, email, and video conferencing
    Owns growth strategy for assigned accounts and manages alignment across Cengage sales teams that work the account. Reports out to Institutional sales leadership as required
    Follow the Sales Process to uncover upsell/cross sell opportunities for product or premium services within existing accounts. Engage internal partners, assess needs, present Cengage value via formal presentations, and generate sales proposals that solve for their challenges and needs
    Close renewals by working with customers, internal sales and commercial operations team to structure and negotiate long-term, high value contracts that meet Cengage and Customer financial and business objectives
    Prepare and conduct formal, semi-annual, customer success reviews with key executive stakeholders and identify new business opportunities
    Gather and synthesize customer requirements to Cengage Product team regarding needed solutions and improvements
    Accurately record required information on customer activities, opportunities, and ongoing communication in

    Skills You Will Need Here

    BS/BA or equivalent work experience
    Minimum of 4 years overall experience in Sales or Marketing

    A minimum of 2 years demonstrated B2B sales experience growing new business by calling on high level executives in an account management or business development role is preferred.

    Experience in a role within higher education (HED) industry, either as a publisher, services provider, consultant, HED sales/business development, or in a HED institution role (management, administration, technology, finance, etc.) is preferred.

    Effectively harnesses internal resources (implementation, project mgt., customer service, etc.) and meets product delivery and implementation requirements.
    Drives two-way communication with executive-level partners and engages them by linking their business priorities to Cengage value proposition.
    Thinks strategically and applies that thinking to planning and execution of those account growth strategies.
    Understands the individual value-drivers and can effectively influenc a wide range of customers
    Able to effectively resolve customer objections through listening, clarifying, and gaining agreement to move forward.

    Draws implications relevant to the customer's growth strategy that position Cengage favorably, prepare sales presentations, and effectively present how Cengage offering impacts customer metrics or needs in a compelling manner.

    Can present to large and small groups.
    Understands basic contract terminology and ability to effectively works with internal and external partners to develop effective contracts.
    Able to work effectively as a team member and independently with moderate supervision
    Ability to analyze, coordinate, and prioritize work while meeting multiple deadlines, under pressure
    Proficient in using technology (pc, smartphone) and common software (MS Office, CRM, SharePoint)
    Strong level of business financial acumen.
    Able to manage a budget within company guidelines.
    Effectively communicates in both verbal and written form. Skilled in communicating effectively in writing as appropriate for the needs of the audience.

    Cengage Group is proud to be an Equal Employment Opportunity and Affirmative Action employer.

    We do not discriminate based upon race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, marital status, parental status, cultural background, organizational level, work styles, tenure and life experiences.

    Or for any other reason.

    You may view Cengage's EEO/Affirmative Action Policy signed by CEO Michael Hansen and Equal Employment Opportunity is the Law notice by visiting their corresponding links.

    Cengage Group is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at or you may call us at

    About Cengage Group


    Cengage Group, a global education technology company serving millions of learners, provides affordable, quality digital products and services that equip students with the skills and competencies needed to be job ready.

    For more than 100 years, we have enabled the power and joy of learning with trusted, engaging content, and now, integrated digital platforms.

    We serve the higher education, workforce skills, secondary education, English language teaching and research markets worldwide.

    Through our scalable technology, including MindTap and Cengage Unlimited, we support all learners who seek to improve their lives and achieve their dreams through education.

    Base Pay Range

    The full base pay range has been provided for this position. Individual base pay will vary based on work schedule, qualifications, experience, internal equity, and geographic location. Sales roles often incorporate a significant incentive compensation program beyond this base pay range.

    $73, $117,400.00 USD
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