Overview
The Account Executive - College sells to Higher Education faculty within a designated geographical territory. With a hunter mentality, their objective is to grow market share by successfully establishing new business with Sage Vantage and other digital or print content that meets course needs. Ideal candidate is an independent, self-starter whose responsibilities include conducting well-structured consultative sales calls, persuasively demonstrating technology product capabilities, establishing relationships with faculty members and other customers to gain new business and grow revenue. With a strong drive, ample product knowledge, and active listening skills, this person is confident and persuasive when interacting with customers. The ability to systematically run a large geographic territory through employing in person and virtual sales techniques is a daily requirement. Sage Account Executives maintain our sales database (MSCRM), which allows them to juxtapose account growth outreach with maintenance activities, resulting in successful adoption of new materials, digital product renewals and retention and/or expansion of the current base of Sage products. This position is based out of Memphis, Tennessee with overnight travel of 35% during the prime selling season.
Sales and Responsibilities
Following a Strategic Territory Selling Plan, Built With The Help And Direction Of Sales Management, the ideal candidate will work to grow Sage's presence and establish new products in all of our subject areas. Be highly visible to customers, persuasively conduct quality sales calls, and gain Vantage demonstrations through professional selling techniques. Position Sage as a strategic business partner within social science and business departments across campus by actively listening to customer needs. Travel to assigned campuses during selling seasons; geographic travel and overnights are outlined in advance, often requiring 40+ hours per week. Conduct effective sales calls to grow new revenue via well-planned campus appointments and/or schedules, video calls, telephone, and email exchanges to progress the territory pipeline and capture new market share. Identify and dynamically qualify new sales leads in the assigned territory; actively sell to identified targets while growing existing business by placing it into recurring revenue models to meet sales goals. Deploy key sales tools and use insights from these tools to accelerate pipeline movement. Grow market share at the territory and key title level each selling season through internal partnerships and personal drive and resilience. Confidently demonstrate Sage technology and use sales enablement tools in calls. Ensure data within the CRM system is accurate by maintaining and updating the sales pipeline daily. Be innovative, persuasive, and resilient in meeting the needs of prospects and customers; establish a strong presence in the market and grow the Sage business.
Product and Market Knowledge
Collects and communicates market feedback and product information to Product, Technology, and Sales Management Teams. Develops deep product knowledge through learning programs to articulate value propositions in a competitive landscape. Addresses objections and questions effectively, independently or with internal collaboration. Provides Product Teams with market development leads, faculty advocates, and potential textbook authors.
Planning, Reporting, and Database Maintenance
Performs Lead Generation for targeted course markets within the identified territory. Manages opportunities in CRM to prioritize pipeline and optimize revenue. Plans campus outreach via campus trips, video calls, and phone calls. Completes expense reports timely and manages annual travel and expense budgets effectively.
Conference Attendance/Business Travel
Daily full-day and overnight travel to customers 2+ hours away is required during active selling times. Attends bi-annual sales meetings and other company-wide meetings.
Customer/Author Relations
Provides excellent customer service with information, resources, and timely troubleshooting. Ensures customers and authors have a positive experience and image of the company. Works with current customers to cross-sell and referral-sell within the installed base.
Requirements
Bachelor’s degree required with evidence of high academic achievement. Demonstrated record of success in academic and professional background. 2 to 4+ years sales experience; creative, persuasive, strategic, and persistent demeanor. Hunter mentality, self-reliant and success oriented. Strong technology demonstration skills. Dedicated work ethic; workload often exceeds 40 hours/week during peak seasons and travel as needed. Ability to work independently and in a team. Proficient in PC environments; experienced with Microsoft Word, Excel, database applications and PowerPoint. Excellent written, oral, and presentation skills. Outstanding time management and organization with attention to detail. Flexible and adaptable to changing business needs.
Preferred
Field-based sales experience for remote-based positions. Sales experience in publishing or related SAAS/technology industries is a plus. Familiarity with CRM systems and sales technology programs; video conferencing experience is a plus.
If you have a disability and you need any support during the application process, please contact hr.resume@sagepub.com. All qualified applicants are encouraged to apply.
Pay Transparency & Benefits
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 is influenced by skill, experience, qualifications, and other considerations. The base salary is listed without bonuses or benefits; salary range details are shared with the candidate during the hiring process. Sage offers a comprehensive benefits package including medical, dental, and vision; a 401(k) matching program; educational support; and hybrid/remote work options depending on the role.
Diversity, Equity, and Inclusion: Sage Publishing is committed to an inclusive environment where individuals are treated fairly regardless of age, disability, gender identity, race, religion, sex, or sexual orientation. We strive for diverse representation at all levels, including leadership.
Sage is a global academic publisher with a mission to build bridges to knowledge and support discovery, access, and engagement. Learn about Sage and our companies and open positions. Sage is committed to the full inclusion of all qualified applicants. Accommodations will be made for any part of the interview process.
#J-18808-Ljbffr
The Account Executive - College sells to Higher Education faculty within a designated geographical territory. With a hunter mentality, their objective is to grow market share by successfully establishing new business with Sage Vantage and other digital or print content that meets course needs. Ideal candidate is an independent, self-starter whose responsibilities include conducting well-structured consultative sales calls, persuasively demonstrating technology product capabilities, establishing relationships with faculty members and other customers to gain new business and grow revenue. With a strong drive, ample product knowledge, and active listening skills, this person is confident and persuasive when interacting with customers. The ability to systematically run a large geographic territory through employing in person and virtual sales techniques is a daily requirement. Sage Account Executives maintain our sales database (MSCRM), which allows them to juxtapose account growth outreach with maintenance activities, resulting in successful adoption of new materials, digital product renewals and retention and/or expansion of the current base of Sage products. This position is based out of Memphis, Tennessee with overnight travel of 35% during the prime selling season.
Sales and Responsibilities
Following a Strategic Territory Selling Plan, Built With The Help And Direction Of Sales Management, the ideal candidate will work to grow Sage's presence and establish new products in all of our subject areas. Be highly visible to customers, persuasively conduct quality sales calls, and gain Vantage demonstrations through professional selling techniques. Position Sage as a strategic business partner within social science and business departments across campus by actively listening to customer needs. Travel to assigned campuses during selling seasons; geographic travel and overnights are outlined in advance, often requiring 40+ hours per week. Conduct effective sales calls to grow new revenue via well-planned campus appointments and/or schedules, video calls, telephone, and email exchanges to progress the territory pipeline and capture new market share. Identify and dynamically qualify new sales leads in the assigned territory; actively sell to identified targets while growing existing business by placing it into recurring revenue models to meet sales goals. Deploy key sales tools and use insights from these tools to accelerate pipeline movement. Grow market share at the territory and key title level each selling season through internal partnerships and personal drive and resilience. Confidently demonstrate Sage technology and use sales enablement tools in calls. Ensure data within the CRM system is accurate by maintaining and updating the sales pipeline daily. Be innovative, persuasive, and resilient in meeting the needs of prospects and customers; establish a strong presence in the market and grow the Sage business.
Product and Market Knowledge
Collects and communicates market feedback and product information to Product, Technology, and Sales Management Teams. Develops deep product knowledge through learning programs to articulate value propositions in a competitive landscape. Addresses objections and questions effectively, independently or with internal collaboration. Provides Product Teams with market development leads, faculty advocates, and potential textbook authors.
Planning, Reporting, and Database Maintenance
Performs Lead Generation for targeted course markets within the identified territory. Manages opportunities in CRM to prioritize pipeline and optimize revenue. Plans campus outreach via campus trips, video calls, and phone calls. Completes expense reports timely and manages annual travel and expense budgets effectively.
Conference Attendance/Business Travel
Daily full-day and overnight travel to customers 2+ hours away is required during active selling times. Attends bi-annual sales meetings and other company-wide meetings.
Customer/Author Relations
Provides excellent customer service with information, resources, and timely troubleshooting. Ensures customers and authors have a positive experience and image of the company. Works with current customers to cross-sell and referral-sell within the installed base.
Requirements
Bachelor’s degree required with evidence of high academic achievement. Demonstrated record of success in academic and professional background. 2 to 4+ years sales experience; creative, persuasive, strategic, and persistent demeanor. Hunter mentality, self-reliant and success oriented. Strong technology demonstration skills. Dedicated work ethic; workload often exceeds 40 hours/week during peak seasons and travel as needed. Ability to work independently and in a team. Proficient in PC environments; experienced with Microsoft Word, Excel, database applications and PowerPoint. Excellent written, oral, and presentation skills. Outstanding time management and organization with attention to detail. Flexible and adaptable to changing business needs.
Preferred
Field-based sales experience for remote-based positions. Sales experience in publishing or related SAAS/technology industries is a plus. Familiarity with CRM systems and sales technology programs; video conferencing experience is a plus.
If you have a disability and you need any support during the application process, please contact hr.resume@sagepub.com. All qualified applicants are encouraged to apply.
Pay Transparency & Benefits
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 is influenced by skill, experience, qualifications, and other considerations. The base salary is listed without bonuses or benefits; salary range details are shared with the candidate during the hiring process. Sage offers a comprehensive benefits package including medical, dental, and vision; a 401(k) matching program; educational support; and hybrid/remote work options depending on the role.
Diversity, Equity, and Inclusion: Sage Publishing is committed to an inclusive environment where individuals are treated fairly regardless of age, disability, gender identity, race, religion, sex, or sexual orientation. We strive for diverse representation at all levels, including leadership.
Sage is a global academic publisher with a mission to build bridges to knowledge and support discovery, access, and engagement. Learn about Sage and our companies and open positions. Sage is committed to the full inclusion of all qualified applicants. Accommodations will be made for any part of the interview process.
#J-18808-Ljbffr