Sales Executive - UAE, Kuwait and Jordan

Overview

Sales Executive

*Sales Execution & Territory Ownership*

• Own end‑to‑end revenue execution for assigned territory, including pipeline creation, deal progression, and achievement of sales targets.
• Meet and exceed sales targets by effectively implementing territory sales strategies and prioritized account plans.
• 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 & 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 & 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, return on investment articulation, competitive positioning, and formal proposal requests deals.
• 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 & 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.

Skills You Will Need Here

• 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.
• 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 accommodations.ta@cengage.com.

About Cengage