Institutional Sales Development Representative (Remote)

The Sales Development Representative (SDR) supports the Institutional Sales and Marketing teams through qualified sales lead generation, marketing campaign and conference support. The SDR will complete phone call and email campaigns with strong follow-up to generate new sales leads and qualified appointments. This role will also be responsible for establishing a rapport with conference leads to do high-level qualification and to schedule a time to speak with the appropriate Institutional Sales Team (or other key Cengage Leaders). As requested by the Institutional Sales team, the Sales Development Representative will also research key accounts to document key institutional goals and other relevant account information. A successful person in this role will be able to engage professionally with C-Level clients and prospective clients about the features and benefits of our solutions, with marketing team members about qualifying leads and cultivating them down the sales funnel, and with sales team members about building and advancing the sales pipeline.
 

If you are someone who wants to establish credibility in a complex sales organization who is growth minded, resilient and looking for an ambitious work-from-anywhere role, this opportunity is for you.
 

• Generate, qualify, and nurture net new sales leads via phone and email until they are ready to advance.
• Maintain activity and lead qualification information in CRM (Customer Relationship Management) application; Run reports from the system as needed
• Cultivate marketing sourced leads by educating and developing prospects as part of an integrated sales and marketing campaign
• Conduct conference lead follow-up and schedule prospect meetings
• Assist in territory/account strategy development: attend state planning meetings; perform market research and data collection; research business requirements, identify key players at target accounts
• Partner with Marketing to integrate sales development plans and activities with our Institutional marketing efforts. These can include implementing strategies to increase attendance for webinars and live seminars, organizing meetings for conferences, and completing follow-up tasks after events.
• Profile strategic accounts identifying key individuals, researching, and obtaining business requirements and communicating solutions to start the sales cycle
• Assist with RFP (Requests for Proposals) responses as needed
• Follow-up on inbound marketing leads and identify qualified opportunities providing appropriate levels of information at the right time for interested prospects
   

• High school diploma or GED (General Education Diploma) equivalent
• Highly desired: B.S. in Business, Marketing, Sales, or related field, or equivalent experience
• 1-3 years of Sales lead generation experience required
• 1-3 years of extensive client interface on the phone and in-person desired
• Capability of understanding customer difficulties, requirements and correlating potential business to value that can be provided by Cengage Institutional Solutions
• Self-motivated, high energy, results oriented contributor who thrives in a fast-paced setting
• Organized with strong time management and prioritization skills
• Attention to accuracy and detail
• Effective professional, confident, polished telephone and written communication skills
• Creative problem solver with proven success in providing solutions to tackle business issues
• Excellent listening and communication skills
• Ability to establish rapport and relationships quickly and develop trust with prospective clients
• Ability to listen, understand, anticipate client needs
• Able to multi-task and take care of shifting priorities
• Ability to analyze, coordinate, and prioritize work while meeting multiple deadlines, under pressure.
• This position is primarily remote but may be required to travel for training, meetings and etc
   

Cengage Group's Higher Education business, Cengage, supports learning and student success by providing materials and digital solutions to faculty and students enrolled in two-year, four-year and vocational programs. We currently serve more than 10 million of the 18 million students in US higher ed. Setting a new standard of service for our customers, we deliver quality, easy-to-use course materials from textbooks and eBooks to courseware such as MindTap and WebAssign. In the US, we offer Cengage Unlimited and Cengage Unlimited for Institutions. We assist instructors in becoming better teachers, aid institutions in problem-solving, and empower students to bring to bear the power and delight of learning to transform lives.
 

Cengage Group is committed to working with broad talent pools to attract and hire strong and most qualified individuals. Our job applicants are considered regardless of race, national origin, religion, sex, sexual orientation, genetic information, disability, age, veteran status, and any other classification protected by applicable federal, state, provincial or local laws.

Cengage is also committed to providing reasonable accommodations for qualified individuals with disabilities including during our job application process. If you are an applicant with a disability and require reasonable accommodation in our job application process, please contact us at [email protected] or at +1 (617)289-7917

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.

Compensation

At Cengage Group, we take great pride in our commitment to providing a comprehensive and rewarding Total Rewards package designed to support and empower our employees. Click here to learn more about our Total Rewards Philosophy.

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.