ACCOUNT RELATIONSHIP MANAGER (REMOTE)

Company: Cengage Group
Location: Raleigh
Posted on: October 31, 2024

Job Description:

We believe in the power and joy of learningAt 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.Our culture values diversity, engagement, and discoveryOur business is driven by our strong culture, and we know that creating an inclusive and diverse workplace is absolutely 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. We achieve these priorities through inclusive programs, benefits, and initiatives that are integrated into the fabric of how we work every day. To learn more, please see https://www.cengagegroup.com/about/inclusion-and-diversity/Where You'll Work: This is a remote work from home position. This role will cover the state of TX. Candidates located in TX or surrounding states are highly preferred, though we will considered all qualified candidates in any US location.What you'll do here:

• The Account Relationship Manager (ARM) is a member of the Institutional Sales team that ensures successful implementation, delivery, renewal, and growth of Cengage solutions and services at Institutional customers, resulting in the appropriate receipt of contracted revenue per deal terms.
• The ARM builds and maintains relationships with key Institutional collaborators, addressing ongoing delivery needs and identifying business opportunities. The role contributes to the organization's success by effectively managing accounts and collaborating with internal teams.
• Partners with the Business Development Director team, Adoptions Sales, Career Sales, and the Channel teams to help identify, feed, and drive Cengage Unlimited Institutional (CUI), IA, and EA sales opportunities. Execution of small and medium-sized CU-I renewals.
• Handles 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.
• Ensures account revenue meets or exceeds forecasted value based on Cengage Institutional contract.
• Partners 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.
• Leads customer "kickoff" call and ensures that customers understand the resources available and how to use them within the Cengage Customer Success Portal.
• Maintains consistent contact with customers via in-person visits, phone calls, email, and video conferencing.
• Develops and implements sell through strategies and coordinates efforts of support resources to implement revenue growth strategies.
• Monitors ongoing sales growth and activities against sales goals and account level plans. Understands regional affordability initiatives and introduces CU-I as a potential solution.
• Prepares and conducts formal, semi-annual customer success reviews as appropriate with Institutional contacts and identifies new business opportunities.
• Collects and synthesizes customer requirements to Cengage Product team regarding needed solutions and improvements.
• Accurately records required information on customer activities, opportunities, and ongoing communication in Salesforce.com. Maintains up-to-date knowledge of all systems, policies, and procedures on campuses.Skills you will need here:
  • 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'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 solve problems and we empower students to leverage the power and joy of learning to transform lives.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. Or for any other reason. You may view Cengage's EEO/Affirmative Action Policy signed by CEO Michael Hansen (https://p.widencdn.net/pdvq6j/EEO_Policy_Statement_January_2017) and Equal Employment Opportunity is the Law notice (http://embed.widencdn.net/pdf/plus/cengage/ybs5gt19ik/eeopost-merged.pdf) by visiting their corresponding links.Cengage Group is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at accommodations.ta@cengage.com or you may call us at +1 (617) 289-7917.About Cengage GroupCengage 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.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. Click here (https://www.cengagegroup.com/news/perspectives/2024/cengage-group-total-rewards-philosophy/) to learn more about our Total Rewards Philosophy .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.$67,000.00 - $107,200.00 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.

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