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.
The Solutions Specialist is a consultative, new business seller responsible for growing market share and driving competitive takeaways within assigned fields or solution areas. Solutions Specialists own the entire sales cycle at the course and department level from discovery through close, focused on adoptions, driven displacement, and expansion within higher educational institutions.
Their work directly supplies to Cengage’s broader institutional strategy by building faculty advocacy, driving digital usage, and creating departmental momentum that strengthens the value proposition for larger institutional agreements negotiated by Account Teams.
Operating within a new business model, Solutions Specialists deliver exceptional discovery, tailored demos, and consultative engagements. They collaborate closely with Product Consultants for high stakes presentations and sophisticated opportunities and with Account Teams to ensure alignment with institutional account strategy and initiatives.
Key Responsibilities
Full Cycle New Business Ownership (Course & Department Level)
Own the entire sales cycle for course and department level new adoptions and driven takeaways.
Identify, qualify, develop, and close new digital opportunities within assigned team.
Establish relationships with deans, department chairs, coordinators, and faculty influencers to secure multi-section or multicourse wins.
Drive digital-first decisions that increase usage, value, and long-term institutional alignment.
2. Consultative Selling & Solution Alignment
Lead discovery of conversations that uncover instructional challenges, curriculum needs, and departmental goals.
Deliver high-quality product demonstrations, digital walkthroughs, and solution-based presentations customized to faculty workflows and outcomes.
Position Cengage’s value in terms of career readiness, next gen assessment, guided learning, student success, and instructional efficiency.
Drive consensus among faculty by guiding them through evaluation, trial, and decision-making processes that lead to adoption commitments.
3. Collaboration With Product Consultants
Engage Product Consultants for down funnel support on sophisticated, strategic, or large-scale opportunities.
Partner to deliver high impact demos, driven differentiation, and discipline specific expertise during critical deal moments.
Ensure seamless coordination to elevate presentation quality and increase win probability for high value targets.
4. Alignment With Account Teams
Coordinate with Principal Account Directors to ensure insight into departmental activity that influences institutional agreements.
Share insights regarding digital adoption, competitive movement, and faculty sentiment to advise institutional strategy.
5. Market Expansion & Competitive Displacement
Develop targeted strategies to win high value competitive accounts.
Activate faculty advocates, peer influencers, and reference customers to accelerate competitive takeaways.
Analyze rigor trends, enrollment patterns, and competitor presence to prioritize high-impact targets.
6. Territory, Pipeline, & Forecast Management
Maintain a well-adapted pipeline for new business opportunities using Salesforce.
Effectively plan strategic activity and customer engagement using Outlook and Salesforce calendars.
Provide accurate forecasting and ensure visible activity tracking.
Use data to guide territory focus, campaign execution, and prioritization of the highest value opportunities.
Qualifications
Required
Minimum 2 years of customer-facing sales, education, or training experience with evidence of strong performance, or 5+ years equivalent experience.
Strong consultative selling and presentation skills with the ability to influence faculty and academic leaders.
High digital proficiency with learning platforms and comfort delivering virtual and in-person demos.
Strong relationship building capabilities and credibility with academic stakeholders.
Ability to independently lead a territory, pipeline, and complete sales cycle.
Proficiency in Microsoft Office and CRM systems (Salesforce preferred).
Ability to travel to campuses and events as required.
Preferred
Experience in EdTech, SaaS, or new business acquisition roles.
Background in teaching, instructional design, or academic environments.
Experience partnering with product, marketing, or customer success functions.
Cengage is committed to working with broad talent pools to attract and hire strong and most qualified individuals. Our job applicants are considered regardless of any 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 accommodations.ta@cengage.com.
About Cengage
Cengage, 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.