Sales Executive

The Sales Executive drives revenue growth across Cengage's portfolio of products and digital solutions, including Higher Education, English Language Learning, and Library & Research Solutions, within an assigned sales territory of the UAE, Kuwait and Jordan with the opportunity to expand into new countries. This role partners with schools, universities, ministries, learning institutions, etc., to understand their educational goals and deliver outcome based solutions that increase adoption, engagement, and long‑term customer value while achieving annual sales targets.

This position combines consultative selling, focused execution, and strong relationship management to deliver predictable growth across new logo acquisition, expansion, and renewal‑influenced revenue.

• Sales Execution and Territory Ownership
  Own end‑to‑end revenue execution for the assigned territory, including pipeline creation, deal progression, and achieving sales targets. Implement focused sales motions and pipeline rigor, ensuring strong qualification, clear opportunity progression, and early identification of deal risk. Maintain accurate pipeline forecasting and sales activity tracking through consistent CRM updates.
• Customer Engagement and Solution‑Led Selling
  Build and maintain strong relationships with educational institutions, faculty, administrators, distributors, and decision makers through in‑person, virtual, and phone engagement. Lead solution‑led selling conversations anchored in customer outcomes, value, return on investment, and measurable impact, shifting beyond relationship‑based selling. Conduct product presentations, demonstrations, competitive pitches, and training sessions aligned to customer use cases and buying criteria. Own solution design and value storytelling in complex deals, integrating CLP, Higher Education Gale, NGL, and select print solutions into cohesive outcome‑driven proposals.
  
  Accelerate pipeline velocity and improve win rates by proactively addressing technical, pedagogical, adoption, and implementation considerations.
• Portfolio Growth and Account Expansion
  Drive digital and portfolio growth by accelerating CLP adoption and enabling effective cross‑sell opportunities across our brands while retaining and protecting print revenue where applicable. Identify and develop new business opportunities within existing and prospective accounts. Build long‑term customer lifetime value through proactive account planning, expansion pathways, and close alignment with Customer Success on post‑sale adoption and outcomes.
• Cross‑Functional Collaboration
  Partner closely with Product Solution Consultants on complex opportunities, applying expertise for demos, ROI articulation, competitive positioning, and formal proposal requests. Collaborate with Marketing and Customer Success to design customized learning solutions and ensure a seamless customer experience. Partner with Sales Leadership and Revenue Operations on pricing, forecasting, and negotiations.
• Market Awareness and Representation
  Monitor market trends, customer needs, and competitive activity to identify growth opportunities and inform sales strategy. Communicate territory performance, pipeline status, key opportunities, and insights to leadership through regular reporting. Represent Cengage at education conferences, trade shows, and networking events. Provide post‑sale support in partnership with internal teams to ensure customer satisfaction and long‑term success.

• Bachelor's degree in business, marketing, education related field or equivalent experience.
• Proficiency in English and Arabic, written and spoken.
• Minimum of 2 years of sales experience, preferably within the Higher Education sector.
• Understanding of educational trends, digital learning tools, and curriculum standards.
• Familiarity with instructional technology or digital learning platforms preferred.
• Strong digital proficiency with the ability to engage customers on both digital solutions and print products.
• Ability to uncover customer needs and translate them into compelling value‑based solutions.
• Excellent communication, presentation, and negotiation skills.
• Experience using CRM tools, e.g., Salesforce, to lead pipeline and sales activity.
• Strong organization, time management, and prioritization skills.
• Valid UAE driving license.
• Ability to regularly travel to meet customers within territory and to attend customer events and sales meetings.