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Job Details

Requisition Number 18-0558
Post Date 12/7/2018
Title Partner Sales Representative
Organization Name Macmillan Learning
City Austin
State TX
Description Macmillan Learning is a part of the family-owned Holtzbrinck group of companies and is one of the leading educational technology companies. Through deep partnership with the world's best researchers, educators, administrators, and developers, we facilitate teaching and learning opportunities that spark student engagement and improve outcomes. We provide educators with tailored solutions designed to inspire student curiosity and measure progress. Macmillan Learning is comprised of renowned brands including Bedford/St. Martins, W.H. Freeman, Worth Publishers, Sapling Learning, SkyFactor, Intellus Learning, Late Nite Labs, and Hayden-McNeil. We are an Equal Opportunity Employer committed to reflecting a broad representation of differences -- race, ethnicity, religion, sex, sexual orientation, gender identity/expression, physical ability, age, family status, economic background and status, geographical background and status, and perspective-- in our workplace. The successful candidate for this position will become an employee of Bedford Freeman & Worth Publishing Group, LLC (“BFW”), d/b/a Macmillan Learning. Bedford Freeman & Worth Publishing Group, LLC has developed an affirmative action program in compliance with the NY Department of Education’s guidance. Portions of the affirmative action program are available for review by applicants and employees by contacting Human Resources.
Requirements Purpose of the Role:

The primary focus of the Partner Sales Representative, Institutional Sales is to drive adoptions of Macmillan Learning’s Institutional products. Products in scope include iClicker (Reef), Intellus Open Courses, as well as products in development. The use of phone, virtual shared screen meetings, e-mail, and the distribution of sales collateral are all methodologies that the Partner Sales Representative, Institutional Sales will utilize to connect with clients.

Responsibilities:

• Gain an in-depth knowledge of Macmillan Learning’s Institutional products, including iClicker, Intellus Open Courses, and new products as they are developed.
• Understand the target markets, including needs, trends, terminology, etc.
• Build relationships with customers including Institutional stakeholders (CTLs, department chairs, administrators, directors, librarians, etc.), faculty, corporate training or event coordinators, etc.
• Identify, develop, and close sales for Macmillan Learning’s Institutional products at assigned accounts.
o Help prioritize accounts, based on enrollment, research, etc.
o Assess and respond to customer needs by listening, understanding, overcoming objections, linking features to benefits, and identifying ideal solutions
• Work within a subset of accounts to drive outreach for non-ML courses; data mine and log activity.
• Actively and accurately manage contacts, opportunities, phone calls, demos, tasks, and potential closes with Salesforce CRM.
• Plan, coordinate and execute online presentations or schedule demos as needed for customers

Skills/Experience Required:

The successful candidate should have a firm understanding and ability to connect and engage with customers using a consultative sales approach. The candidate should have basic data analysis skills that allow for strategic territory and forecasting assessment, as well as be efficient with understanding new technology. Candidates must be adaptable to change, self-motivated, and exceptionally organized. Must exhibit excellent time management skills, be able to work collaboratively across groups, successfully multi-task, manage difficult customer situations, exhibit varied oral and written communication styles for different audiences, and synthesize information.
• Bachelor’s Degree
• Knowledge of MS Office
• Previous Higher Education sales experience and proficiency with Salesforce.com preferred
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