Enterprise Solutions Specialist

About the role

The Enterprise Solutions Specialist drives takeaway sales of Institutional solutions at two and four year institutions with focus on iClicker, product partnerships, and new expanse products. This role supports territories throughout the Northeast and Midwest regions.

Responsibilities

• Identify accounts and contacts with institutional initiatives that target new growth opportunities.
• Develop a robust and healthy pipeline and actively move prospects through sales stages.
• Secure meetings and presentations at administrative levels to identify needs and position Macmillan solutions.
• Secure new iClicker site license departments/schools.
• Identify and generate leads and a pipeline for our Invoke partnership and new expanse products, securing demos and pilots of these products.
• Identify, work and respond to open RFPs.
• Identify and develop high level relationships within assigned territory, including CTL, CIO, Provost, Deans and Department Chairs.
• Cook up and participate in high impact events such as conventions, symposiums, technology events and focus groups.
• Build awareness of Macmillan Learning products at the institutional level and generate course level leads for Macmillan sales team.
• Drive sales effectiveness through consistent, high-quality activity logging, media engagement, and on-campus presence during peak selling seasons.
• Demonstrate relevant media during sales calls tied to qualified takeaway opportunities.
• Maintain a minimum of at least 3 on-campus days per week during peak selling seasons (Jan–Apr and Sept–Nov).
• Utilize CRM to review customer data, update sales information and enter activity.
• Collaborate with SEAM, Custom Success Partners and Custom Specialists within the POD to utilize account research and generate leads.
• Partner with marketing, product and client services to develop successful strategies designed to gain market share.
• Provide ongoing research and feedback on classroom technology trends to stakeholders, including sales, marketing and product teams.
• Drive Enterprise impact and alignment by serving as a strategic liaison and contributor across regional and cross-functional teams.
• Represent Enterprise on regional team calls to contribute to training, strategic planning, and execution.
• Communicate regularly with the Product team to share feedback and insights from the field.
• Facilitate CTL-driven Macmillan Learning lunch and learn to expand influence and engagement.
• Communicate regularly with HSS, STEM, and Custom Specialists; provide leads and context for effective follow-up.

Qualifications

• Bachelor's Degree.
• Minimum 3 years of Enteprise SaaS sales or Higher Education Technology sales or equivalent experience with proven sales track record of exceeding goals.
• Technical proficiency and eagerness to learn new technologies.
• Innovative and Entrepreneurial Spirit.
• Ability to work well both independently and collaboratively with field and remote sales, marketing, product and client success teams.
• Ability to travel a minimum of 50%.

Preferred Qualifications

• Leadership experience.
• B2B Sales experience.
• Consultative selling approach with strong relationship building history.
• Passionate about emerging education technologies, such as generative AI for education, real-time analytics, or classroom interactivity tools and able to translate trends into sales opportunities.
• Proven ability to act as a strategic field partner to product, marketing, and customer success teams, helping refine product-market fit and strengthen regional alignment.
• Experience driving technology adoption and change management in enterprise business or academic institutions including integrations, data security and scaled implementation.

Benefits

• Regular full-time and qualifying part-time employees and their dependents are eligible for Macmillan benefits, effective on the employee’s date of hire.
• Macmillan also offers health benefits coverage to qualifying same-sex and opposite-sex domestic partners (may require additional documentation).
• Company Car Allowance
• Competitive pay and bonus plan
• Generous Health Benefits (Medical, Dental, Vision)
• Contributions to your 401k retirement account through Fidelity
• Generous paid time off, sick time, floating holidays, and paid holidays (Spring Reset Day , Juneteenth, Indigenous People's Day, Election Day, and more!)
• Employee Assistance Program, Education Assistance Program
• 100% employer-paid life and AD&D insurance
• And much more!