Regional Solutions Sales Leader

Cengage; Orlando (FL); On-site; USD 89,000 - 115,000; Full time

Job summary

Cengage, a global education technology company, seeks a Regional Manager of Solutions Specialists in Orlando. Lead a roughly ten-person team focused on new business, take ownership of discovery, demos, and closing, and ensure disciplined execution across courses and departments.

This role partners with cross-functional teams to align strategy and local execution. The role requires hands-on leadership, data-driven decision making, travel to campuses and events, and a commitment to developing

Qualifications

• 5–7+ years of experience in sales, education, or EdTech roles with strong new business performance.

Responsibilities

• Lead and develop a team of ~10 Solutions Specialists responsible for full cycle course- and department level new business.
• Conduct regular 1:1s, field coaching, and joint customer engagements to strengthen discovery, demo quality, and closing skills.
• Build a culture of performance, accountability, collaboration, and continuous improvement.
• Provide role clarity and coaching to ensure alignment with the specialized new business sales motion.
• Drive high-quality pipeline creation and progression through the sales funnel.
• Review opportunity strategies and provide feedback on positioning, messaging, and competitive differentiation.
• Drive team accountability for achieving discipline specific new business, digital adoption, and competitive targets.
• Partner with Solutions Specialists on high potential opportunities, providing coaching and tactical support.
• Coordinate with Product Consultants for SME engagement and high-stakes presentations.
• Reinforce excellence in demo delivery, solution mapping, and value messaging.
• Collaborate with cross-team for multi-section or multicourse opportunities.
• Maintain alignment with Account Directors to support institutional strategy.
• Share insights from departmental activity to influence institutional conversations.
• Partner with Account Directors for visibility and strategic harmonization across campus stakeholders.
• Collaborate with Customer Success to ensure adoption considerations early in sales process.
• Work with Product, Marketing, and Technology to share customer insights and identify gaps.
• Participate in cross-functional planning to equip Specialists with tools and messaging.
• Drive accurate forecasting and pipeline hygiene in Salesforce.
• Monitor KPIs to identify coaching needs and territory optimization.
• Lead weekly sales reviews and performance checkpoints.
• Recruiting, Hiring & Talent Development: help recruit and onboard high caliber Solutions Specialists.
• Build a talent pipeline and expand the team as needed.
• Develop top performers for future leadership roles.

Skills

Sales leadership

New business development

CRM proficiency

Communication & presentation

Travel readiness

Tools

Salesforce

Job description

Cengage, a global education technology company, seeks a Regional Manager of Solutions Specialists in Orlando. Lead a roughly ten-person team focused on new business, take ownership of discovery, demos, and closing, and ensure disciplined execution across courses and departments.

This role partners with cross-functional teams to align strategy and local execution. The role requires hands-on leadership, data-driven decision making, travel to campuses and events, and a commitment to developing