Enterprise Solutions Specialist

Overview

At Macmillan Learning, we are committed to driving innovation that transforms education. We seek team members who thrive on pushing boundaries, envisioning future possibilities, and building solutions that make a lasting impact. Whether you're a Pioneer shaping bold new ideas, a Builder turning possibilities into reality, or a Stabilizer optimizing for success, you'll play a vital role in advancing our mission.

If you're excited by testing new technologies, implementing transformative strategies, and thriving in a fast-paced, innovative environment, we'd love to hear from you!

The Enterprise Solutions Specialist is responsible for driving takeaway sales of Institutional solutions at two and four year institutions with focus on iClicker, product partnerships, and new expanse products. Using a consultative selling approach, the Enterprise Solution Specialist will promote Macmillan Learning solutions within departments and across entire institutions with administrators within the assigned territory. This role is also responsible for obtaining knowledge of system-wide and statewide initiatives that will help direct sales efforts and sharing information and leads with their sales counterparts responsible for selling at the instructor/course level.

This territory covers California, Utah, Nevada, Idaho, Washington and Alaska. It is expected that the incumbent will live within this area.

• Sales Strategy and
  
  Activities:
  
  Identify accounts and contacts with institutional initiatives that target new growth opportunities.
• Develop a robust and healthy pipeline and actively move prospects through sales stages.
• Secure meetings and presentations at administrative levels to identify needs and position Macmillan solutions. Secure new iClicker site license departments/schools.
• Identify and generate leads and a pipeline for our Invoke partnership and new expanse products, securing demos and pilots of these products.
• Identify, work and respond to open RFPs.
• Identify and develop high level relationships within assigned territory, including CTL, CIO, Provost, Deans and Department Chairs.
• Coordinate and participate in high impact events such as conventions, symposiums, technology events and focus groups.
• Build awareness of Macmillan Learning products at the institutional level and generate course level leads for Macmillan sales team.
• Drive sales effectiveness through consistent, high-quality activity logging, media engagement, and on-campus presence during peak selling seasons.
• Log quality calls and events daily in SF during active selling seasons to provide insights for sales management, marketing, and product.
• Demonstrate relevant media during sales calls tied to qualified takeaway opportunities.
• Maintain a minimum of at least 3 on-campus days per week during peak selling seasons (Jan-Apr and Sept-Nov).

• Utilize CRM to review customer data, update sales information and enter activity.
• Collaborate with SEAM, Custom Success Partners and Custom Specialists within the POD to utilize account research and generate leads.
• Partner with marketing, product and client services to develop successful strategies designed to gain market share.
• Provide ongoing research and feedback on classroom technology trends to stakeholders, including sales, marketing and product teams.
• Gather information on statewide and systemwide initiatives that help further strategy for Macmillan solutions.
• Drive Enterprise impact and alignment by serving as a strategic liaison and contributor across regional and cross-functional teams.
• Represent Enterprise on regional team calls to contribute to training, strategic planning, and execution.
• Actively communicate field insights and customer feedback through participation in Business Reviews.
• Collaborate with the Regional Manager to help create and drive effective sales incentives in the region. Facilitate CTL-driven Macmillan Learning lunch and learn to expand influence and engagement.
• Communicate regularly with the Product team to share feedback and insights from the field.
• Maintain regular communication with HSS, STEM, and Custom Specialists; provide leads and context for effective follow-up.

• Deliver comprehensive training and onboarding for iClicker adoptions at the institutional, department or CTL level.
• Serve as iClicker expert for RMs, discipline Specialists and reps within your assigned region including participating in key presentations at the course level.
• Share information and leads with sales colleagues responsible for selling products at the course level.

• Bachelor’s Degree.
• Minimum 3 years of Enterprise SaaS sales or Higher Education Technology sales or equivalent experience with proven sales track record of exceeding goals.
• Technical proficiency and eagerness to learn new technologies.
• Innovative and Entrepreneurial Spirit.
• Ability to work well both independently and collaboratively with field and remote sales, marketing, product and client…