Institutional Sales Development Representative

Sales Development Representative (SDR)At Cengage Group, our employees have a direct impact in helping students 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. Cengage Group's portfolio of businesses supports student choice by providing a range of pathways that help learners achieve their goals and lead a choice-filled life. Our culture values inclusion, engagement, and discovery. Our business is driven by our strong culture, and we know that creating an inclusive workplace is essential to the success of our company and our learners, as well as our individual well-being. We recognize the value of diverse perspectives in everything we do, and strive to ensure employees of all levels and backgrounds feel empowered to voice their ideas and bring their authentic selves to work. To learn more, please see https://www.cengagegroup.com/about/inclusion-and-belonging/.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 implement 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 nurturing them down the sales funnel, and with sales team members about building and advancing the sales pipeline.What you'll do here: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.Nurture marketing sourced leads by educating and developing prospects until they are ready to speak with the appropriate Institutional Sales Team 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 driving attendance for webinars and live seminars, setting meetings for conferences and executing follow-up post events among others.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.Skills you will need here:High school diploma or GED (General Education Diploma) equivalent.B.S. in Business, Marketing, Sales, or related field highly desired.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.Extremely 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 shown success in providing solutions to solve business issues.Excellent listening and social 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 deal with 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 help instructors be better teachers, we help institutions tackle problems and we empower students to leverage the power and joy 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 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.CompensationAt 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. 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. $24.00 - $31.00 USDCengage 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.Warning: Be aware, there has been an increase of targeted recruitment scams perpetrated by bad actors falsely providing job offers on behalf Cengage Group to candidates as a means of obtaining personal information. Note that Cengage will always interview candidates via live in-person meetings, phone calls, and video calls before an offer would be extended. Also, be sure to check that communication is coming from an @cengage.com email address.