We believe in the power and joy of learning At Cengage, our employees have a direct impact in helping learners around the world discover the power and joy of learning. We are bonded by our shared purpose – driving innovation that helps millions of learners improve their lives and achieve their dreams through education. What you'll do here: • Take charge of new business acquisition within the specified territory, focusing on relationship building. • Develop and complete account penetration strategies to break into net-new accounts 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 cyber workforce readiness, and compliance • 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: • Over 2 years of experience in B2B sales, concentrating on developing new business opportunities • 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. Our job applicants are considered regardless of any classification protected by applicable federal, state, provincial or local laws. Cengage is also committed to providing reasonable accommodations for qualified individuals with disabilities including during our job application process. If you are an applicant with a disability and require reasonable accommodation in our job application process, please contact us at [email protected]. About Cengage Cengage, a global education technology company serving millions of learners, provides affordable, quality digital products and services that equip students with the skills and competencies needed to be job ready. For more than 100 years, we have enabled the power and joy of learning with trusted, engaging content, and now, integrated digital platforms. We serve the higher education, workforce skills, secondary education, English language teaching and research markets worldwide. Through our scalable technology, including MindTap and Cengage Unlimited, we support all learners who seek to improve their lives and achieve their dreams through education. Compensation At Cengage, we take great pride in our commitment to providing a comprehensive and rewarding Total Rewards package designed to support and empower our employees. Click here to learn more about our Total Rewards Philosophy. The full base pay range has been provided for this position. Individual base pay will vary based on work schedule, qualifications, experience, internal equity, and geographic location. In this position, you will be eligible to participate in the company’s variable Sales incentive compensation program. $27.00 - $30.00 USD Target Variable Compensation: 60,000.00 USD Annual: Individual Target annually Actual incentive earnings are not guaranteed and may be more or less than the target amount based on achievement of performance goals and the terms of the applicable incentive compensation plan.