Enterprise Solutions Specialist

Company Description

Job Description

At Macmillan Learning, we're committed to driving innovation that transforms education. We seek team members who thrive on pushing boundaries, envisioning future possibilities, and building solutions that make a lasting impact. Whether you're a Pioneer shaping bold new ideas, a Builder turning possibilities into reality, or a Stabilizer optimizing for success, you'll play a vital role in advancing our mission. If you're excited by the prospect of testing new technologies, implementing transformative strategies, and thriving in a fast-paced, innovative environment, we’d love to hear from you!  

The Enterprise Solutions Specialist is responsible for driving takeaway sales of Institutional solutions at two and four year institutions with focus on iClicker, product partnerships, and new expanse products. Using a consultative selling approach, the Enterprise Solution Specialist will promote Macmillan Learning solutions within departments and across entire institutions with administrators within the assigned territory. This role is also responsible for obtaining knowledge of system-wide and statewide initiatives that will help direct sales efforts and sharing information and leads with their sales counterparts responsible for selling at the instructor/course level. This territory covers California, Utah, Nevada, Idaho, Washington and Alaska. It is expected that the incumbent will live within this area. 

We know that talented candidates sometimes hesitate to apply when they don't meet every single qualification listed. We encourage you to apply if you're excited about this role and believe you can contribute meaningfully to our team, even if your background doesn't align perfectly with every requirement. We're looking for people who are passionate about our mission and can bring valuable perspectives to our work. Different experiences, skills, and approaches all have the potential to strengthen what we do. If this opportunity interests you, we'd love to hear how your unique background and abilities could contribute to our team's success. We're committed to building a workplace where everyone can do their best work and where diverse viewpoints are valued. We encourage all qualified candidates to apply - we're excited to learn about the different ways you might add value to our organization.   

Major responsibilities include, but are not limited to:

Sales Strategy and Activities

• Identify accounts and contacts with institutional initiatives that target new growth opportunities.
• Develop a robust and healthy pipeline and actively move prospects through sales stages.
• Secure meetings and presentations at administrative levels to identify needs and position Macmillan solutions
  Secure new iClicker site license departments/schools.
• Identify and generate leads and a pipeline for our Invoke partnership and new expanse products, securing demos and pilots of these products.
• Identify, work and respond to open RFPs.
• Identify and develop high level relationships within assigned territory, including CTL, CIO, Provost, Deans and Department Chairs.
• Coordinate and participate in high impact events such as conventions, symposiums, technology events and focus groups.
• Build awareness of Macmillan Learning products at the institutional level and generate course level leads for Macmillan sales team.
• Drive sales effectiveness through consistent, high-quality activity logging, media engagement, and on-campus presence during peak selling seasons.
• Log quality calls and events daily in SF during active selling seasons to provide insights for sales management, marketing, and product.
• Demonstrate relevant media during sales calls tied to qualified takeaway opportunities.
• Maintain a minimum of at least 3 on-campus days per week during peak selling seasons (Jan–Apr and Sept–Nov).

Feedback and Collaboration

• Utilize CRM to review customer data, update sales information and enter activity.
• Collaborate with SEAM, Custom Success Partners and Custom Specialists within the POD to utilize account research and generate leads.
• Partner with marketing, product and client services to develop successful strategies designed to gain market share.
• Provide ongoing research and feedback on classroom technology trends to stakeholders, including sales, marketing and product teams.
• Gather information on statewide and systemwide initiatives that help further strategy for Macmillan solutions.
• Drive Enterprise impact and alignment by serving as a strategic liaison and contributor across regional and cross-functional teams.
• Represent Enterprise on regional team calls to contribute to training, strategic planning, and execution.
• Actively communicate field insights and customer feedback through participation in Business Reviews.
• Collaborate with the Regional Manager to help create and drive effective sales incentives in the region.
  Facilitate CTL-driven Macmillan Learning lunch and learn to expand influence and engagement.
• Communicate regularly with the Product team to share feedback and insights from the field.
• Maintain regular communication with HSS, STEM, and Custom Specialists; provide leads and context for effective follow-up.

Training and Support

• Deliver comprehensive training and onboarding for iClicker adoptions at the institutional, department or CTL level.
• Serve as iClicker expert for RMs, discipline Specialists and reps within your assigned region including participating in key presentations at the course level.
• Share information and leads with sales colleagues responsible for selling products at the course level.

Job Qualifications

Required Qualifications:

• Bachelor's Degree.
• Minimum 3 years of Enteprise SaaS sales or Higher Education Technology sales or equivalent experience with proven sales track record of exceeding goals.
• Technical proficiency and eagerness to learn new technologies.
• Innovative and Entrepreneurial Spirit.
• Ability to work well both independently and collaboratively with field and remote sales, marketing, product and client success teams.
• Ability to travel a minimum of 50%.

Preferred Qualifications:

• Leadership experience.
• B2B Sales experience.
• Consultative selling approach with strong relationship building history.
• Passionate about emerging education technologies, such as generative AI for education, real-time analytics, or classroom interactivity tools and able to translate trends into sales opportunities.
• Proven ability to act as a strategic field partner to product, marketing, and customer success teams, helping refine product-market fit and strengthen regional alignment.
• experience driving technology adoption and change management in enterprise business or academic institutions including integrations, data security and scaled implementation.

Salary Range: $92,000 - $105,000 / year.

Exemption Status: Exempt    

Physical Requirements:    

Must be able to multi-task, concentrate in an open office work environment, and to travel occasionally. Must be able to work more than 40 hours per week as needed.     

This territory covers California, Utah, Nevada, Idaho, Washington and Alaska. It is expected that the incumbent will live within this area.