Regional Solutions Sales Leader - EdTech

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

Job summary

Cengage Group in the United States is seeking a Regional Manager of Solutions Specialists to lead a team of about 10 discipline-aligned, new business sellers driving digital adoption and growth at the course and department level. This hands-on leader coaches, guides strategy, manages pipeline, and ensures disciplined execution across opportunities with cross-functional collaboration.

You will mentor talent, forecast accurately in Salesforce, and ensure high-quality discovery, demos, and

Qualifications

• 5–7+ years of sales, education, or EdTech roles with strong new business performance.
• 1–3+ years of team leadership, coaching, or mentoring experience (formal or informal).
• Demonstrated ability to coach sales talent in discovery, value-based selling, demos, and closing.
• Strong understanding of consultative sales motions and competitive displacement strategies.
• Proficiency with CRM tools (Salesforce preferred), data analysis, and territory planning.
• Exceptional communication and presentation skills.
• Ability to travel to campuses, regional meetings, and events as needed.

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.
• Guide the team in building and executing discipline aligned, data driven territory plans.
• Ensure high-quality pipeline creation and consistent progression through the sales funnel.
• Review opportunity strategies and provide actionable feedback on positioning, messaging, and competitive differentiation.
• Drive team accountability for achieving discipline specific new business, digital adoption, and competitive displacement targets.
• Partner with Solutions Specialists on high potential or complex opportunities, providing coaching and tactical support.
• Coordinate with Product Consultants to ensure timely SME engagement for down funnel support and high stakes presentations.
• Reinforce excellence in demo delivery, solution mapping, and value messaging to improve team win rates.
• Support cross-team collaboration during multi-section or multicourse opportunities.
• Maintain tight alignment with Account Directors to ensure departmental wins clearly support broader institutional strategy.
• Share insights from departmental activity that may influence institutional conversations—without handing opportunities off.
• Partner with Account Directors to ensure visibility, consistency, and strategic harmonization across campus stakeholders.
• Collaborate with Customer Success to ensure adoption considerations are incorporated early in the sales process.
• Work with Product, Marketing, and Technology to share customer insights, support campaigns, and identify solution gaps.
• Participate in cross-functional planning to ensure Solutions Specialists are equipped with the right tools, messaging, and competitive intelligence.
• Drive accurate forecasting and ensure pipeline hygiene within Salesforce.
• Monitor KPIs to identify coaching needs, performance gaps, and territory optimization opportunities.
• Lead weekly sales reviews and performance checkpoints to ensure focus on the highest value opportunities.
• Support messaging consistency, enablement adoption, and process adherence across the team.

Skills

Team leadership

Coaching sales talent

Data analysis

Territory planning

Communication skills

Tools

Salesforce

Job description

Cengage Group in the United States is seeking a Regional Manager of Solutions Specialists to lead a team of about 10 discipline-aligned, new business sellers driving digital adoption and growth at the course and department level. This hands-on leader coaches, guides strategy, manages pipeline, and ensures disciplined execution across opportunities with cross-functional collaboration.

You will mentor talent, forecast accurately in Salesforce, and ensure high-quality discovery, demos, and