What you'll do here:** + Manage new business acquisition within the designated enterprise territory, focusing on large, strategic accounts (2,000+ employees) + Develop and complete account penetration strategies to break into net-new organizations and expand market presence + Build and manage a robust pipeline of high-value opportunities through proactive prospecting (cold outreach, executive engagement, networking, and industry events) + Identify and engage key collaborators, including CISO, CIO, CTO, and other senior security and IT leaders + Lead complex, multi-stakeholder sales cycles from initial engagement through negotiation and close + Position and articulate the value of InfoSec solutions in the context of business risk, compliance, and organizational resilience + Drive deal strategy, including competitive positioning, pricing, and contract negotiations in alignment with company guidelines + Maintain accurate pipeline management and forecasting, with clear access to deal progression and risk + Self-motivated, dedicated, independent thinker, resilient, and comfortable operating in a fast-paced, determined environment **Skills you will need here:** + More than three years in B2B sales, emphasizing the generation of new business or growth of existing accounts + Experience selling cybersecurity, SaaS, or enterprise technology solutions preferred + Experience engaging and influencing senior collaborators, including C-level executives (CISO, CIO, CTO) + Strong understanding of complex sales cycles and ability to manage multiple opportunities simultaneously + Demonstrated ability to meet or exceed sales quotas in a high-growth environment + Excellent communication, negotiation, and presentation skills + Experience with CRM tools (e.g., Salesforce) and sales engagement platforms + Bachelor's degree or equivalent experience preferred Cengage is committed to working with broad talent pools to attract and hire strong and most qualified individuals. Through flexible, affordable online courses and career-focused training programs, Cengage Work supports individuals, institutions and employers in preparing for high-demand fields like allied health, cybersecurity, manufacturing, skilled trades and beauty education.