Sales Executive

Cengage

Sales Execution & Territory Ownership

• Own end to end revenue execution for assigned territory, including pipeline creation, deal progression, and achievement of sales targets.
• Meet and exceed sales targets by effectively implementing territory sales strategies and prioritized account plans.
• Implement focused sales motions and pipeline rigor, ensuring strong qualification, clear opportunity progression, and early identification of deal risk.
• Maintain accurate pipeline, forecasting, and sales activity tracking through consistent CRM updates.

Customer Engagement & Solution Led Selling

• Build and maintain strong relationships with educational institutions, faculty, administrators, distributors, and decision makers through in person, virtual, and phone engagement.
• Lead solution led selling conversations anchored in customer outcomes, value, return on investment, and measurable impact shifting beyond relationship based selling.
• Conduct product presentations, demonstrations, competitive pitches, and training sessions aligned to customer use cases and buying criteria.
• Own solution design and value storytelling in complex deals, integrating CLP, Higher Education, Gale, NGL, and select print solutions into cohesive, outcome driven proposals.
• Accelerate pipeline velocity and improve win rates by proactively addressing technical, pedagogical, adoption, and implementation considerations.

Portfolio Growth & Account Expansion

• Drive digital and portfolio growth by accelerating CLP adoption and enabling effective cross sell opportunities across our brands while retaining and protecting print revenue where applicable.
• Identify and develop new business opportunities within existing and prospective accounts.
• Build long term customer lifetime value through proactive account planning, expansion pathways, and close alignment with Customer Success on post sale adoption and outcomes.

Cross Functional Collaboration

• Partner closely with Product Solution Consultants on complex opportunities, applying expertise for demos, return on investment articulation, competitive positioning, and formal proposal requests deals.
• Collaborate with Marketing and Customer Success to design customized learning solutions and ensure a seamless customer experience.
• Partner with Sales Leadership and Revenue Operations on pricing, forecasting, and negotiations.

Market Awareness & Representation

• Monitor market trends, customer needs, and competitive activity to identify growth opportunities and inform sales strategy.
• Communicate territory performance, pipeline status, key opportunities, and insights to leadership through regular reporting.
• Represent Cengage at education conferences, trade shows, and networking events.
• Provide post sale support in partnership with internal teams to ensure customer satisfaction and long term success.

Skills you will need here:

• Bachelor s degree in business, marketing, education, related field, or equivalent experience.
• Proficiency in English and Arabic (written and spoken).
• Minimum of 2 years of sales experience, preferably within the Higher Education sector.
• Understanding of educational trends, digital learning tools, and curriculum standards.
• Familiarity with instructional technology or digital learning platforms preferred.
• Strong digital proficiency with the ability to engage customers on both digital solutions and print products.
• Ability to uncover customer needs and translate them into compelling, value based solutions.
• Excellent communication, presentation, and negotiation skills.
• Experience using CRM tools (e.g., Salesforce) to lead pipeline and sales activity.
• Strong organization, time management, and prioritization skills.
• Valid UAE driving license.
• Ability to regularly travel to meet customers within territory and to attend customer events and sales meetings.