Account Representative

The Account Representative - US College sells to higher education faculty by telephone, e-mail, virtual meetings, and well-orchestrated in-person trips, in a hybrid working environment based out of our Thousand Oaks, CA office. With a hunter mentality, their objective is to grow market share in our mid-tier markets by successfully establishing new business with Sage Vantage, myBusinessCourse and other digital or print content that meets course needs. The ideal candidate is an independent, self-starter whose responsibilities include conducting well-structured consultative virtual /video and phone base sales calls, persuasively demonstrating technology product capabilities, establishing relationships with faculty members and other customers to gain new business and grow revenue. With a strong drive, ample product knowledge, and active listening skills, this person is confident and persuasive while interacting with customers. The ability to systematically sell to a large geographic territory through multiple channels is a daily requirement. Sage Account Representatives maintain our sales database (MSCRM), which allows them to juxtapose account growth outreach with maintenance activities, resulting in successful adoption of new materials, digital product renewals and retention and/or expansion of the current base of Sage products. Account Representative strategic account visits will not exceed 10% of their annual selling efforts.

Your New Role:

Sales

Following a strategic territory selling plan and daily calling plan coordinated with the help and direction of Sales Management, the ideal candidate will work to grow Sage's presence with our mid-tier market accounts and establish new products in our subject areas by:

• Employing outbound calling and email campaigns to connect with customers, persuasively conducting quality remote sales calls, and gaining Vantage and MBC demonstrations through professional selling techniques. This will be accompanied by occasional well-orchestrated campus visits to high-value customers.

• Successfully positioning self and Sage as a strategic business partner within social science and business departments at targeted mid-tier campuses, working in a consultative manner to address customer needs.

• The ability to target and make 75-100 daily outbound virtual sales calls is essential during the key selling seasons.

• Conducting effective sales calls to grow new revenue via well-planned video calls, telephone, and email exchanges, and in-person visits with the goal of progressing territory pipeline and taking new market share.

• Identifying and dynamically qualifying new sales leads in assigned territory; assertively selling to those identified targets while growing existing business by placing it into recurring revenue models to meet set sales goals.

• Effectively deploying key sale enablement tools during the course of daily selling and nimbly using insights that the tools provide to accelerate pipeline movement.

• Growing market share at the territory and key title level each selling season through strong internal partnerships, as well as through personal drive and resilience to achieve success.

• Confidently and successfully demonstrate Sage technology and employing sales enablement tools in sales calls.

• Ensuring data within the CRM system is accurate by maintaining and updating the sales pipeline daily.

• Overall, a Sage Account Representative is innovative, persuasive, and resilient in meeting the needs of prospects and customers. They are well established in their market, persistent and purposeful in growing their Sage business.

Product and Market Knowledge

• With a well-established presence with their mid-tier accounts, the Sage rep collects and communicates market feedback and product information to Product, Technology, and Sales Management Teams.

• Develops deep product knowledge through learning programs to be able to persuasively articulate value proposition of Sage products in a competitive landscape.

• Successfully addresses objections and misconceptions while answering questions of prospective customers effectively either independently or through collaboration with internal team members and specialists.

• Provides Product and Digital Learning Teams with market development leads, faculty advocates, and potential textbook authors.

Planning, Reporting, and Database Maintenance

• Strategically performs and completes Lead Generation (identifying courses, decision makers, enrollments, and product-in-use information) for targeted course markets at accounts identified within assigned territory.

• Strategically works on sales opportunities in CRM to prioritize pipeline and optimize revenue during sales campaigns.

• Strategically connects with customers through planned team calling days, as well as individual outreach via video calls/phone calls and email.

• Maintains a willingness to learn and incorporate emerging technologies, including AI solutions, into daily workflows to improve effectiveness and better serve customers.

• Completes expense reports on a timely basis, handles annual travel and expense budget effectively.

Conference Attendance/Business Travel

• Required to attend bi-annual sales meetings, sales-specific training meetings, and other mandatory company-wide meetings as determined by management.

• Occasional travel to strategic accounts to support high-revenue sales opportunities. This travel requirement will not exceed 10%.

Customer/Author Relations

• Provides excellent customer service when working with potential or existing customers by providing information, resources, and troubleshooting in a timely manner.

• While engaging with customers and authors, takes appropriate actions to ensure they have a positive experience and image of the company.

• Effectively works with current customers to cross-sell and referral sell when working with installed base of business.

Can you be our new Account Representative?

Any combination equivalent to, but not limited to, the following:

Required:

• Bachelor’s degree required with evidence of high academic achievement.

• Demonstrated record of success in academic and professional background.

• 1 to 3 years sales experience required, along with a creative, persuasive, strategic, and persistent sales demeanor.

• Hunter mentality, self-reliant and success oriented.

• Strong technology demonstration skills.

• Must be equally adept at working independently and within a team.

• Proficient in PC environment and experienced with Microsoft Word, Excel, database applications and PowerPoint.

• Excellent written, oral, and presentation skills.

• Outstanding time management and organization, with excellent attention to detail.

• Ability to be flexible and adapt quickly and creatively to changing business needs.

Preferred:

• Telephone or inside sales experience is preferred.

• Sales experience in the publishing industry or related SAAS/technology industries is a plus.

• Familiarity and ability to work with CRM systems.

• Familiarity with other sales technology programs and video conferencing experience.

If you have a disability and you need any support during the application process, please contact hr.resume@sagepub.com. All qualified applicants are encouraged to apply.

Pay Transparency & Benefits Package:

Sage Publishing is committed to being an inclusive employer where all individuals are treated with fairness and respect. Sage is proud to be an equal opportunity workplace and is an affirmative action employer.

Compensation at Sage is influenced by several factors, including but not limited to skill set, nature and level of experience, qualifications, and other relevant considerations.  Please note that the compensation details listed in U.S. role postings reflect the base salary only and do not include bonuses or benefits. Your recruiter can share more about the specific salary range and additional aspects of the compensation/benefits package for this position during the hiring process. If your desired salary falls outside of this range, we hope you'll still apply as there may be other positions that better align.

In addition to compensation, Sage offers a highly competitive and comprehensive PPO medical, dental, and vision care benefits package with SAGE covering most of the premium costs. Unique program benefits that support a healthy life, a company-sponsored anniversary trip every 5 years, a 401(k)-matching program of 100% up to 5% of pay, and other significant meaningful benefits. In alignment with our value for education, Sage offers financial support for bachelor's and graduate-level degree programs as well as learning for personal interest.

Sage offers freedom and autonomy in your day-to-day with hybrid or remote work, depending on the role. Join the nearly 2,000 Sage employees worldwide who deliver products and services that serve to fulfill our noble goal of education and dissemination of knowledge globally. We’d love to meet you!

Diversity, Equity, and Inclusion

Sage Publishing is committed to being an inclusive employer where all individuals are treated with fairness and respect, regardless of age, disability, gender identity, marriage and partnership status, pregnancy and parental responsibilities, race, religion and belief, sex, or sexual orientation.

We believe that diversity is a cornerstone of a vibrant culture. We want Sage to be an organization where the most talented staff and high-potential staff are recruited, have the opportunity to grow, and want to work. We strive to achieve a better representation of diverse talent at all levels, including leadership, across our workforce.