Sales Account Executive, Custom

Macmillan Learning is committed to driving innovation that transforms education, and they are seeking a Sales Account Executive to acquire and negotiate custom published adoptions. The role involves working with sales representatives across various colleges and universities to sell custom solutions through on-campus visits, virtual meetings, and other interactions.

Responsibilities:

• Develop and execute selling techniques that effectively promote Macmillan Learning Custom Solutions by delivering sales presentations, campus visits, attending conferences and executing high impact events
• Network with decision makers at key accounts, including Instructors, Lab Coordinators, Chairs, Deans, Procurement, Instructional Designers, Directors of Academic Programs and Digital Technology Executives
• Bring advanced knowledge and strategic insight to help win complex, high-value adoptions
• Create appropriate sales materials as needed, including, follow-up messages, proposals, mock-ups, and samples
• Work collaboratively with internal partners and coordinate resources for sales and support activities
• Coordinate handoff of newly signed customers to Project Editors
• Facilitate completion of RFIs and RFPs
• Meet annual sales goals
• Update and maintain sales data and activity in CRM system
• Create, analyze and customize profitable pricing solutions for custom products
• Maintain and refine sales forecasting to provide real-time visibility into sales performance and projected KPIs
• Maintain and develop competitive knowledge and market awareness
• Identify market opportunities and risks by conducting deep-dive strategic analysis on CRM data and customer behavior
• Contribute to product development across the Macmillan Learning Custom Solutions group

Requirements:

• Bachelor's Degree
• Minimum 3 years of Higher Education Publishing experience
• Ability to work well both independently and collaboratively with sales management, sales representatives, editors and marketing managers
• Proven track record of initiating and championing strategic shifts in sales planning or customer outreach models, resulting in measurable improvements in performance or customer experience
• Demonstrated ability to take strategic risks and drive innovative sales approaches
• Experience strategizing on complex sales opportunities
• Passion for emerging educational technologies and digital learning tools
• Comfortable adapting to market changes; maintaining focus on long-term strategic outcomes
• Presentation Skills
• Technical Proficiency
• Higher education custom publishing experience
• Demonstrated success launching or scaling new custom publishing projects, digital-first offerings, or hybrid solutions in competitive institutional environments
• Demonstrated experience leveraging generative AI tools to draft customized proposals, RFP responses, pricing rationales, and follow-up communications more efficiently and strategically
• Strong working knowledge of digital courseware platforms, LMS integrations, inclusive access models, and AI-enhanced learning tools