Solution Specialist

About the role

We are seeking a Solutions Specialist, HSG (Humanities, Social Sciences & Gale) to join our team. This role operates within a specialized new business model and is targeting specific geographies in Detroit, MI and surrounding areas.

Responsibilities

• Full Cycle New Business Ownership (Course & Department Level)
• Own the entire sales cycle for course and department level new adoptions and competitive takeaways.
• Identify, qualify, develop, and close new digital opportunities within assigned discipline.
• 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.
• 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.
• Collaboration With Product Consultants
• Engage Product Consultants for down funnel support on complex, strategic, or large-scale opportunities.
• Partner to deliver high impact demos, competitive differentiation, and discipline specific expertise during critical deal moments.
• Ensure seamless coordination to elevate presentation quality and increase win probability for high value targets.
• Alignment With Account Teams
• Coordinate with Principal Account Directors to ensure visibility into departmental activity that influences institutional agreements.
• Share insights regarding digital adoption, competitive movement, and faculty sentiment to inform institutional strategy.
• Territory, Pipeline, & Forecast Management
• Maintain a focused 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.

Requirements

• 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 handle 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

• 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.