Sales Development Representative

Cengage is a global education technology company dedicated to helping students discover the power and joy of learning. The Sales Development Representative will support the Institutional Sales and Marketing teams by generating qualified sales leads through phone and email campaigns, conducting follow-ups, and assisting in territory strategy development.

Responsibilities:

• Generate, qualify, and nurture net new sales leads via phone and email until they are ready to advance
• Maintain activity and lead qualification information in CRM (Customer Relationship Management) application; Run reports from the system as needed
• Nurture marketing sourced leads by educating and developing prospects until they are ready to speak with the appropriate Institutional Sales Team as part of an integrated sales and marketing campaign
• Conduct conference lead follow-up and schedule prospect meetings
• Assist in territory/account strategy development: attend state planning meetings; perform market research and data collection; research business requirements, identify key players at target accounts
• Partner with Marketing to integrate sales development plans and activities with our Institutional marketing efforts. These can include driving attendance for webinars and live seminars, setting meetings for conferences, and executing follow-up post events among others
• Profile strategic accounts identifying key individuals, researching, and obtaining business requirements and communicating solutions to start the sales cycle
• Assist with RFP (Requests for Proposals) responses as needed
• Follow-up on inbound marketing leads and identify qualified opportunities providing appropriate levels of information at the right time for interested prospects

Requirements:

• High school diploma or GED (General Education Diploma) equivalent
• 1-3 years of Sales lead generation experience required
• Capability of understanding customer difficulties, requirements and correlating potential business to value that can be provided by Cengage Institutional Solutions
• Self-motivated, high energy, results oriented contributor who thrives in a fast-paced setting
• Extremely organized with strong time management and prioritization skills
• Attention to accuracy and detail
• Effective professional, confident, polished telephone and written communication skills
• Creative problem solver with proven success in providing solutions to solve business issues
• Excellent listening and social skills
• Ability to establish rapport and relationships quickly and develop trust with prospective clients
• Ability to listen, understand, anticipate client needs
• Able to multi-task and deal with shifting priorities
• Ability to analyze, coordinate, and prioritize work while meeting multiple deadlines, under pressure
• This position is primarily remote but may be required to travel for training and meetings
• B.S. in Business, Marketing, Sales, or related field highly desired
• 1-3 years of extensive client interface on the phone and in-person desired