Strategic Sales Manager

🇺🇸 Remote - US

🕑 Full-Time

💰 $78,400 - $115,000

💻 Sales

🗓️ May 21st, 2023

Higher Ed
Our mission is to unlock human potential. We welcome you for who you are, the background you bring, and we embrace individuals who get excited about learning. Bring your experiences, your perspectives, and your passion; it’s in our differences that we empower the way the world learns.

About the Role:
Seeking a Strategic Sales Manager to join our dynamic Higher Education Sales & Success Team. This role will primarily focus on increasing Wiley’s digital market share through the creation and execution of a comprehensive strategic plan for sales and success through driving course, departmental, account and divisional sales growth and renewals. Additionally, this position will manage a team of Digital Learning Executives and Customer Success Managers and is responsible for the long-term success of Wiley through the recruitment, development, performance management, and retention of top talent in the industry.

The Strategic Sales Manager will perform in a coach/player role traveling to university and community college targets, especially during the height of the spring and fall selling seasons. This position will develop and deploy retention plans and strategies that will help Customer Success Managers achieve territory metrics, as well as accelerate digital growth at the department and account level.

Travel also includes regional and national conferences, sales meetings, and occasional visits to the corporate offices. The SSM will report to the Regional Director of Sales and must show superb leadership skills and contribute to the strategic focus and cultural health of the sales organization.

How you will make an impact:
  • Leads recruiting, development, and coaching efforts for top talent at Wiley
  • Proven track record of commanding a team of high-performing field and inside sales reps. to meet/exceed performance goals.
  • Responsible for coaching a teach to manage and drive pipeline to exceed sales targets; driving a performance culture and strategic approach to maximize revenue across the team.
  • Develop & successfully carry out a 1-3 year strategic plan to increase digital market share in the region by driving takeaways with digital required and renewable revenue.
  • Contribute to the Company’s achievement of strategic and operating goals. Generate better-than-industry growth rates in digital revenues & fiscal year-end profitability
  • Meet yearly validation goals within the region, for key customers and adoptions, surpassing levels from prior year, as well as own personal development of specializations.
  • Contribute to the Company’s achievement of strategic and operating goals, ensure best-in-class customer experiences throughout the region.
  • Ensure a pipeline of short-term and long-term customers. Market development, pilots and expansions are essential to our success.
  • Ensure the development of others in account planning, digital revenue growth and institutional adoption opportunities.
  • Develop operating budgets, including territory alignment, sales targets and expenses. Effectively manage and wisely allocate all resources and budgets, in particular staff utilization, complementary copies, T&E budget.
  • Reduce WileyPLUS and Alta digital “churn”, resulting in improved digital revenue penetration and long-term customers.
  • SSM should be an expert on industry trends by constant surveillance of the competitive landscape, keeping abreast of all significant trends among competitors, and educational trends in general.
  • Find digital business opportunities that will contribute to the growth and profitability of Higher Education.
  • Required overnight travel up to 50% of the time;  must have a valid driver’s license. Extensive walking and use of stairs while on campus is essential.

What we look for:
  • Undergraduate degree, or equivalent work experience required.
  • 3+ years proven success in sales; acquired by sales achievement versus industry results.
  • 3+ years experience directly managing a high performing team (direct line reporting with proven success in performance management to coach team members up or out).
  • Strong coaching and performance management experience is required; experience developing strategic, individualized performance plans for each key member of the team.
  • Experience tracking individual KPI’s, taking action on performance metrics, and holding teams accountable to specific sales and performance goals.
  • Displays in-depth knowledge of the publishing process and industry. Exceptional understanding of the Higher Education digital content sales process and proven selling techniques.
  • Thorough product knowledge and comprehensive understanding of selling digital platforms, course management systems and digital content.
  • In-depth knowledge of market and curricula, including strengths and weaknesses of Wiley’s list as compared to the lists of our competitors.
  • Has a respected perspective on the future of the industry, and creative ideas for leading Wiley in future growth area
  • Believes in the Wiley story and is committed to making a difference in the industry; understands how to infuse Wiley’s story into sales, signing, recruiting, and training situations.
  • Proven record of creative and strategic planning, as evidenced by sales growth and increased market share.
  • Proven record of success in competitive signing situations and success in developing long-term relationships with customers and authors.
  • Microsoft Office,, Learning Management System experience is required.
  • Creative, determined, positive, poised, motivational, successful, and respected.
  • Excellent judgment combined with strong organizational, planning, and analytical skills to effectively establish sales goals, plan staff deployment, allocate budgeted resources, and manage field editorial work.
  • Excellent communication across all platforms and strong presentation, listening, negotiating, and interpersonal skills are a must for success in this role.

About Wiley:
Enabling Discovery, Powering Education, Shaping Workforces. 
We clear the way for seekers of knowledge: illuminating the path forward for research and education, tearing down barriers to society’s advancement, and giving seekers the help they need to turn their steps into strides. 

Wiley may have been founded over two centuries ago, but our secret to success remains the same: our people. We are willing to challenge the status quo, move the needle, and be innovative. Wiley’s headquarters are in Hoboken, New Jersey, with operations across the globe in more than 40 countries. 

Wiley is an equal opportunity/affirmative action employer. We evaluate all qualified applicants and treat all qualified applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, protected veteran status, genetic information, or based on any individual’s status in any group or class protected by applicable federal, state or local laws. Wiley is also committed to providing reasonable accommodation to applicants and employees with disabilities. Applicants who require accommodation to participate in the job application process may contact for assistance.

We are proud that our workplace promotes continual learning and internal mobility. Our values support courageous teammates, needle movers and learning champions all while striving to support the health and well-being of all employees, for example we offer meeting-free Friday afternoons allowing more time for heads down work and professional development.

We are committed to fair, transparent pay, and we strive to provide competitive compensation in addition to a comprehensive benefits package. This range represents Wiley’s good faith and reasonable estimate of the base pay for this role at the time of posting. It is anticipated that most qualified candidates will fall within the range of $78,400 - $115,000, however the ultimate salary offered for this role may be higher or lower and will be set based on a variety of non-discriminatory factors, including but not limited to, geographic location, skills, and competencies

Location/Division: Portland, OR, USA; California, USA; Phoenix, AZ, USA
Job Requisition: R2300240
Remote Location: Yes 
Time Type: Full Time 
US Target Base Pay Range: $78,400 - $115,000