Cengage Learning Director, Learning & Talent Development for Institutional and Career Sales in Boston, Massachusetts


The Business:

Confidence. Momentum. Audacity. These are the pillars of the new Cengage brand, and they are guiding the company in our mission to help students become more confident learners and move down the path towards lifelong success.Cengage is the education and technology company built for learners. The company serves the higher education, K-12, professional, library and workforce training markets worldwide. Cengage creates learning experiences that build confidence and momentum toward the future students want. The company is headquartered in Boston, MA with an office hub in San Francisco. Employees reside in nearly 40 countries with sales in more than 125 countries around the world.

In the transition to digital, the business recognizes that there is no ‘one size fits all’ in learning. Finding the right combination of content, pedagogy and technology makes it easier for teachers to teach, and students to learn. Cengage’s strategy is to provide the right solution for each instructor; and to develop hybrid, customized, integrated teaching and learning systems that deepen student engagement and improve learning outcomes.

Position Description:

You, as the Director of Learning and Development for the Institutional and Career (For-Profit) Sales teams, will play a critical role in helping bring these audacious goals to life. You are directly responsible for creating and aligning training opportunities, learning and development strategies, and driving execution for the teams. You will be innovating, creating, implementing, and managing all training and professional development activities for front-line sales professionals within these two groups and by stage of development. You will ensure that our Sales people are efficient and effective in their jobs through learning and becoming experts on our new digital products and continuously developing their sales competencies and leadership skills. Your deep knowledge of the education industry is very important in creating these pieces. You are an excellent collaborator too, which will be important when you work with several related teams, including the Go-To-Market Learning & Development groups, including traditional Higher Ed and K-12 resources.


Essential Duties/Responsibilities:

  • Work closely with the Vice President, Learning & Talent Development, Senior Vice President of GTM Strategy and Operations and Vice Presidents for the Institutional and Career Sales teams to identify, develop and execute on key national sales programs

  • Work closely with the Senior Vice President, the Vice Presidents of Sales and the embedded L&D resources within each sales team to develop specific, tailored, divisional level training programs

  • Manage and support learning and development strategies and execution for the Institutional and Career (For-Profit) sales organization including planning and delivery of coaching and training sales professionals in-person and virtually

  • Implement recruiting processes, initial training, advance CSS training models, and ongoing managerial training

  • Implement recruiting processes and onboarding training procedures of new sales professionals

  • Assist Sales management with specific training and development solutions for their teams and individual team members

  • Highly collaborative role that coordinates with sales, marketing, and information systems development teams to ensure quality, compliance, enforcement, and training on CRM and business intelligence systems

  • Engage with business leaders to address skills gaps and organizational transitions and align training processes to business goals. Demonstrate expert knowledge of training, coaching and performance management methodologies.

  • Identify and develop resources and experiences which will reinforce the competencies and enhance capabilities of the field teams in the areas of Enterprise and C-level sales and business development

  • Oversee the development of systems training modules to drive continuous improvement of sales analysis, including consistent use of our tools to share opportunity strategies and better forecast business while ensuring efficient and effective sales processes and workflows

  • Drive and operationalize strategies for and monitor usage of major sales systems, tools and methodologies




  • BA/BS with high proven achievement

  • Extensive experience with CRM, sales reporting and/or knowledge management tools

  • A successful track record of working with managers and executives at high levels in and across the organization, as well as sales representatives and support staff

  • Must demonstrate leadership, influence, project management, and relationship-building skills

  • Successful B2B sales skills at the enterprise level

  • Detailed knowledge of and experience in the Education industry

  • Ability to develop clear action plans and drive processes with numerous interdependencies

  • Must have attention to detail, a commitment to quality and be results driven and customer focused

  • Excellent written and verbal communication skills, strong presentation skills

  • Interest and / or previous experience in education, software, and/or publishing industries

  • Travel expected (40+ %)

Personal Attributes

  • Highly analytical

  • Highly collaborative – should embrace, support and practice a collaborative style which goes beyond relationship building. S/he will achieve results with and through others

  • Communication – possesses strong writing and verbal presentation skills enabling her/him to prepare and present information and recommendations to a broad and diverse audience

  • Excellent skills in guiding the development of new ideas, working with business leaders and managers across the business to identify skill gaps, and delivering programming of all types, including classroom training, eLearning, webinars, etc.

  • Engaging, dynamic, proactive individual with advanced interpersonal skills and the ability to build relationships at all levels and across businesses


Job Locations US-MA-Boston | US-OH-Cincinnati | US-GA-Atlanta | US-TX-Dallas | US-IL-Chicago | US-MO-St. Louis

Posted Date 6 days ago

Requisition ID 2017-3899

Job Function Other