Sales Engineers (SEs) are responsible for growing market share of Sage Publications’ courseware platforms by helping to advance the sales opportunity pipeline, win takeaway adoptions, secure highest value renewals and assist onboarding new customers within their assigned regions. It is a cross-functional role that requires strong consultative selling skills, expert-level technical aptitude, powerful presentation ability, an entrepreneurial mindset, and demonstrated ability to deliver results. SEs work closely with their Sales and Sales Enablement counterparts to achieve regional courseware adoption and revenue targets. After sales are closed, SEs help coordinate with internal partners to ensure that we address all technical requirements, provide onboarding and support services, and deliver successful outcomes.
PLEASE NOTE: Eligible qualified candidates for this role should be located in California or Arizona.
Job Functions (include, but are not limited to, the following):
Sales & Pipeline Management
- Take a proactive, entrepreneurial approach to solo and collaborative selling efforts within designated region.
- Work with assigned Sales Reps to establish robust pipeline of courseware opportunities during every spring and fall selling season.
- Conduct high powered capability demonstrations of courseware with prospective new customers and renewals with high level of technical expertise related to post-sale requirements.
- Travel to college campuses within region or work in tandem with hybrid sellers remotely and in-person to sell Sage courseware products and assist with Sales Rep development.
- Ensure courseware products achieve closed business, paid subscription, and annual revenue targets within region.
- Accurately and comprehensively track customer interactions and sales opportunity progress in CRM/Cases.
- Gather technical requirements for large courseware adoptions.
- Ensure smooth transition of courseware adoptions from sales process to implementation process.
Onboarding & Customer Success
- Coordinate with Implementation team to ensure technical requirements for new accounts are met within necessary timeframe.
- Collaborate and coordinate handoff of key customers to the Customer Engagement team to provide tailored onboarding services for Premier customers.
- Provide limited assistance with start of semester support activities as needed.
- Monitor courseware registrations with key customers to triage and assist onboarding protocol to drive sufficient courseware registrations and subscriptions to achieve regional revenue targets.
- Drive attendance to onboarding webinars so customers within assigned region understand how to optimize benefits of courseware platforms.
- Leverage relationships with existing customers to upsell and referral sell.
Internal Collaboration
- Establish trust and develop productive working relationships with internal partners from across the US College division.
- Embrace coaching culture by assisting the Sales Training team with Rep skill development and technical competency initiatives.
- Work closely with Sales Management, Product Specialist, and Editorial Teams to create joined-up sales presentations for high value prospective adoptions.
- Collect and record customer insights in in the CRM on the courseware user experience and deliver to the Product Management and Editorial teams for consideration in prioritizing the enhancement roadmap.
- Provide field intelligence on market conditions and competitor platforms to Sales Enablement colleagues for use to sales training and tools.
Business Travel
- Frequent travel – from 20% to 60% - is required for campus visits during primary selling seasons in spring (February – April) and fall (September – October). Travel factor is dependent upon composition of assigned territories.
- Occasional travel – up to 20% - is possible for customer trainings in advance of each academic semester (August for fall and January for spring).
- In-person attendance at 2 sales meetings each year is required, along with other internal meetings as needed.
Qualifications & Education
Required
- Bachelor’s Degree or equivalent work experience in B2B Sales along with completion of some college-level coursework.
- 3+ years of work experience with a proven track record in B2B Sales, preferably within a technology, educational, and/or publishing-related field.
- Experience leading in-person and virtual sales presentations and customer training sessions.
- Strong work ethic and ability to commit 50+ hours/week during peak selling and onboarding seasons.
- Demonstrated ability to collaborate effectively across departments to achieve goals and meet deadlines.
- Commitment to personal development and willingness to learn.
- Microsoft Office Proficiency: Microsoft Word, Excel, PowerPoint.
Preferred
- Consultative sales training / certifications.
- Experience with one or more Learning Management Systems (LMS) such as Blackboard or Canvas.
- Experience with online educational learning platforms.
- Experience with data analytics platforms such as PowerBI.
- Familiarity with Learning Tools Interoperability (LTI).
If you have a disability and you need any support during the application process, please contact [insert HR email address]. All qualified applicants are encouraged to apply.
Pay Transparency & Benefits Package:
Sage Publishing is committed to being an inclusive employer where all individuals are treated with fairness and respect. Sage is proud to be an equal opportunity workplace and is an affirmative action employer.
Compensation at Sage is influenced by several factors, including but not limited to skill set, nature and level of experience, qualifications, and other relevant considerations. Please note that the compensation details listed in U.S. role postings reflect the base salary only and do not include bonuses or benefits. Your recruiter can share more about the specific salary range and additional aspects of the compensation/benefits package for this position during the hiring process. If your desired salary falls outside of this range, we hope you'll still apply as there may be other positions that better align.
In addition to compensation, Sage offers a highly competitive and comprehensive PPO medical, dental, and vision care benefits package with SAGE covering most of the premium costs. Unique program benefits that support a healthy life, a company-sponsored anniversary trip every 5 years, a 401(k)-matching program of 100% up to 5% of pay, and other significant meaningful benefits. In alignment with our value for education, Sage offers financial support for bachelor's and graduate-level degree programs as well as learning for personal interest.
Sage offers freedom and autonomy in your day-to-day with hybrid or remote work, depending on the role. Join the nearly 2,000 Sage employees worldwide who deliver products and services that serve to fulfill our noble goal of education and dissemination of knowledge globally. We’d love to meet you!
Diversity, Equity, and Inclusion
Sage Publishing is committed to being an inclusive employer where all individuals are treated with fairness and respect, regardless of age, disability, gender identity, marriage and partnership status, pregnancy and parental responsibilities, race, religion and belief, sex, or sexual orientation.
We believe that diversity is a cornerstone of a vibrant culture. We want Sage to be an organization where the most talented staff and high-potential staff are recruited, have the opportunity to grow, and want to work. We strive to achieve a better representation of diverse talent at all levels, including leadership, across our workforce.
