Solution Specialist, BHT (Remote)

Position Summary

The Solutions Specialist, BHT (Business, Healthcare, and Trades) is a consultative, new business seller responsible for expanding market share and driving competitive takeaways within assigned disciplines or solution areas. They 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.

Full Cycle New Business Ownership

• 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 multi‑course wins.
• Drive digital‑first decisions that increase usage, value, and long‑term institutional alignment.

Consultative Selling & Solution Alignment

• Lead discovery 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 discipline trends, enrollment patterns, and competitor presence to prioritize high‑impact targets.

Territory, Pipeline & Forecast Management

• Maintain a disciplined pipeline for new business opportunities using Salesforce.
• Effectively plan strategic activity and customer engagement using Outlook and Salesforce calendars.
• Provide accurate forecasting and ensure transparent activity tracking.
• Use data to guide territory focus, campaign execution, and prioritization of the highest‑value opportunities.

Skills & Qualifications

• Required: Minimum 2 years of customer‑facing sales, education, or training experience with evidence of strong performance, or 5+ years of 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 manage 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.

Territory

• Pennsylvania
• Northern California
• Arizona
• Virginia
• Maryland
• Delaware
• Washington, D.C.

Compensation

$52,000.00 - $67,600.00 USD

Equal Opportunity

Cengage is committed to working with broad talent pools to attract and hire strong and most qualified individuals. Our job applicants are considered regardless of any classification protected by applicable federal, state, provincial or local laws.

Cengage is also committed to providing reasonable accommodations for qualified individuals with disabilities during our job application process. If you are an applicant with a disability and require reasonable accommodation, please contact us at View email address on click.appcast.io.

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