Solution Specialist, HSG (Remote)

📋 Description

• • At Cengage, our employees have a direct impact in helping learners around the world discover the power and joy of learning.
• • The Solutions Specialist, HSG (Humanities, Social Sciences & Gale) is a consultative, new business seller responsible for expanding market share and driving competitive takeaways within assigned disciplines or solution areas.
• • Solutions Specialists own the entire sales cycle at the course and department level from discovery through close, focused on new adoptions, competitive displacement, and expansion within higher educational institutions.
• • Their work directly contributes to Cengage’s broader institutional strategy by building faculty advocacy, driving digital usage, and creating departmental momentum that strengthens the value proposition for larger institutional agreements negotiated by Account Teams.
• • Operating within a specialized new business model, Solutions Specialists deliver exceptional discovery, tailored demos, and consultative engagements.
• • They collaborate closely with Product Consultants for high stakes presentations and complex opportunities and with Account Teams to ensure alignment with institutional account strategy and initiatives.
• • For our Solution Specialist, HSG positions, we are targeting specific geographies due to territory alignment and travel expectations.
• • To be considered, candidates must be based in one of the following areas:
• • Kansas City, MO
• • Saint Louis, MO
• • Des Moines, IA
• • Full Cycle New Business Ownership (Course & Department Level)
• • Own the entire sales cycle for course and department level new adoptions and competitive takeaways.
• • Identify, qualify, develop, and close new digital opportunities within assigned discipline.
• • Establish relationships with deans, department chairs, coordinators, and faculty influencers to secure multi-section or multicourse wins.
• • Drive digital-first decisions that increase usage, value, and long-term institutional alignment.
• • Consultative Selling & Solution Alignment
• • Lead discovery of conversations that uncover instructional challenges, curriculum needs, and departmental goals.
• • Deliver high-quality product demonstrations, digital walkthroughs, and solution-based presentations customized to faculty workflows and outcomes.
• • Position Cengage’s value in terms of career readiness, next gen assessment, guided learning, student success, and instructional efficiency.
• • Drive consensus among faculty by guiding them through evaluation, trial, and decision-making processes that lead to adoption commitments.
• • Collaboration With Product Consultants
• • Engage Product Consultants for down funnel support on complex, strategic, or large-scale opportunities.
• • Partner to deliver high impact demos, competitive differentiation, and discipline specific expertise during critical deal moments.
• • Ensure seamless coordination to elevate presentation quality and increase win probability for high value targets.
• • Alignment With Account Teams
• • Coordinate with Principal Account Directors to ensure visibility into departmental activity that influences institutional agreements.
• • Share insights regarding digital adoption, competitive movement, and faculty sentiment to inform institutional strategy.
• • Market Expansion & Competitive Displacement
• • Develop targeted strategies to win high value competitive accounts.
• • Activate faculty advocates, peer influencers, and reference customers to accelerate competitive takeaways.
• • Analyze rigor trends, enrollment patterns, and competitor presence to prioritize high-impact targets.
• • Territory, Pipeline, & Forecast Management
• • Maintain a focused pipeline for new business opportunities using Salesforce.
• • Effectively plan strategic activity and customer engagement using Outlook and Salesforce calendars.
• • Provide accurate forecasting and ensure visible activity tracking.
• • Use data to guide territory focus, campaign execution, and prioritization of the highest value opportunities.
• • Skills You’ll Need Here:
• • Minimum 2 years of customer-facing sales, education, or training experience with evidence of strong performance, or 5+ years equivalent experience.
• • Strong consultative selling and presentation skills with the ability to influence faculty and academic leaders.
• • High digital proficiency with learning platforms and comfort delivering virtual and in-person demos.
• • Strong relationship building capabilities and credibility with academic stakeholders.
• • Ability to independently handle a territory, pipeline, and complete sales cycle.
• • Proficiency in Microsoft Office and CRM systems (Salesforce preferred).
• • Ability to travel to campuses and events as required.
• • Preferred
• • Experience in EdTech, SaaS, or new business acquisition roles.
• • Background in teaching, instructional design, or academic environments.
• • Experience partnering with product, marketing, or customer success functions.
• • Compensation
• • At Cengage, 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 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.
• • In this position, you will be eligible to participate in the company’s variable Sales incentive compensation program.
• • Actual incentive earnings are not guaranteed and may be more or less than the target amount based on achievement of performance goals and the terms of the applicable incentive compensation plan.