Sr Solution Specialist

About the role

The Solutions Specialist, HSG (Humanities, Social Sciences & Gale) is a consultative, new business seller responsible for expanding market share and driving competitive takeaways within assigned disciplines or solution areas. This role focuses on new adoptions, competitive displacement, and expansion within higher educational institutions.

Responsibilities

• 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 subject area.
• 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 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.
  • Coordinate with Principal Account Directors to ensure access to 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 disciplined pipeline for new business opportunities using Salesforce.
  • Effectively plan strategic activity and customer engagement using Outlook and Salesforce calendars.
  • Provide accurate forecasting and ensure transparent 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.
• Positive relationship building capabilities and credibility with academic collaborators.
• Ability to independently manage 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.

Qualifications

• Education: Bachelor's degree preferred.
• Experience: Minimum 2 years of customer-facing sales, education, or training experience with evidence of strong performance, or 5+ years equivalent experience.

Skills

• Customer-facing sales, education, or training experience.
• Strong consultative selling and presentation skills.
• High digital proficiency with learning platforms.
• Positive relationship building capabilities and credibility with academic collaborators.
• Ability to independently manage 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.
• 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.

Benefits

At Cengage, 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.

Pay

$58,300.00 - $75,750.00 USD

Schedule

Individual base pay will vary based on work schedule, qualifications, experience, internal equity, and geographic location.