Account Relationship Manager
3 weeks ago
We are seeking a highly motivated and experienced Account Relationship Manager to join our Institutional Sales team at Cengage Group. As a key member of our team, you will be responsible for ensuring the successful implementation, delivery, renewal, and growth of Cengage solutions and services at Institutional customers.
Key Responsibilities- Build and maintain relationships with key Institutional collaborators, addressing ongoing delivery needs and identifying business opportunities.
- Partner with the Business Development Director team, Adoptions Sales, Career Sales, and the Channel teams to help identify, feed, and drive Cengage Unlimited Institutional (CUI), Inclusive Access (IA), and Equitable Access (EA) sales opportunities.
- Handle Inclusive Access, Equitable Access, and CU-I ensuring appropriate execution of pricing and billing for all programs.
- Use data to strategically identify and drive revenue growth opportunities from IA/EA/CUI conversion and upsell by partnering with institutional and channel contacts.
- Ensure account revenue meets or exceeds forecasted value based on Cengage Institutional contract.
- Partner with Account Executives and District Managers to understand and provide input on the account-level strategic plan, providing support and assistance for course-level takeaways that can be influenced by the Cengage Institutional terms and conditions in place at the account.
- Lead customer "kickoff" call and ensure that customers understand the resources available and how to use them within the Cengage Customer Success Portal.
- Maintain consistent contact with customers via in-person visits, phone calls, email, and video conferencing.
- Develop and implement sell-through strategies and coordinates efforts of support resources to implement revenue growth strategies.
- Monitor ongoing sales growth and activities against sales goals and account-level plans.
- Understand regional affordability initiatives and introduce CU-I as a potential solution.
- Prepare and conduct formal, semi-annual customer success reviews as appropriate with Institutional contacts and identifies new business opportunities.
- Collect and synthesize customer requirements to Cengage Product team regarding needed solutions and improvements.
- Accurately record required information on customer activities, opportunities, and ongoing communication in
- Bachelor's degree with a shown experience in sales/marketing or account management in a B2B role with a proven record of goal achievement.
- Experience with Cengage Unlimited Institutional (CUI), Inclusive Access (IA), and Equitable Access (EA) sales strongly preferred.
- Ability to establish and cultivate relationships with key account customers and influencers, including building rapport, trust, and credibility to effectively engage with partners at various levels within the organization.
- Excellent communication skills verbally and in writing with the ability to link business priorities to Cengage value proposition and can efficiently influence, resolve customer objections, and gain agreement.
- Presents information to customers in an engaging manner, with a clearly defined purpose, and achieves goals.
- Creative thinking and problem-solving proficiency with the ability to successfully collaborate with internal resources to meet product delivery and implementation needs.
- Effective at collaborating across sales teams to build strategies and plans for account growth.
- Proven business sense to understand the industry, market trends, value drivers, and the competitive landscape to drive informed discussions, find opportunities, and position solutions effectively.
- Strong organizational skills to supervise sales progress, handle pricing and billing, and track activities.
- Strong level of business financial competence and ability to run a budget within company guidelines.
- Proficient in using technology (pc, smartphone) and common software (MS Office, CRM, SharePoint).
- Ability to travel 10-20% to meet with customers (1-2 times per semester)
Cengage Group is a global education technology company serving millions of learners. We provide 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.
Cengage Group is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, marital status, parental status, cultural background, organizational level, work styles, tenure, and life experiences.
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