The McGraw-Hill Companies is driving the education, financial services, and business information markets through leading brands such as McGraw-Hill Education, Standard & Poors and Business Week.
 
McGraw-Hill Education (MHE) addresses virtually every aspect of the education market from pre-K through professional learning. Using traditional materials, online learning and multimedia tools, we empower the growth of teachers, professionals and students of all ages. Our technical innovations are changing the way people learn, with e-books, online tutoring, customized course Web sites and subscription services. We are also a leading provider of reference and trade publishing for the medical, business, engineering and other professions
 
McGraw-Hill Higher Education, (MHHE) is a leading provider of print and electronic materials serving the college market, publishing instructional materials including textbooks, lab manuals, study guides, testing materials, software, and multimedia products.
 
Technology is having a transformative effect on teaching and learning in higher education.  Learning solely from classroom lectures and textbooks is going the way of the dial-up.    McGraw-Hill Education is taking the challenge head on through our Digital Group.
 
The MHHE Digital Products Group has an outstanding opportunity for a Regional  Manager, Institutional Solutions based in Monterey, CA.
 
The Regional Manager, Institutional Solutions works collaboratively with Strategy/Business Development, various MHHE colleagues and other executives to identify opportunities and successfully close complex sales.   The incumbent will establish and grow MHHEs institutional business by maximizing sales of content and technology solutions to colleges within their territory.    By developing strong relationships with senior administrators and identifying addressable institutional problems, the Regional Manager will inform development of service and new product plans by collaborating with MHHE eLCs, digital product, and learning solutions to achieve a valuable solution for customers. 
 
Responsibilities: 

• Drive a coordinated selling process in order to obtain pilot implementations & meet sales targets.  This will include identifying, communicating & implementing institutional sales opportunities for the company to build revenue more effectively and efficiently.
•  Act as the key point of contact for MHHE institutional sales.  Partner with internal MHHE teams and third party partners to develop and deliver effective institutional solutions based on customer needs assessments.  Prospect and follow leads, follow up on requests for information, make presentations to customers, create and submit proposals, drive contract process and negotiate transactions.
• Establish and develop relationships with decision makers at the institutional level and identify customer needs.  Identify innovative, influential and accomplished academic officials and develop key associations with academic institutions to create partnerships for market development. 
• Closing sales in a complicated decision making matrix by making decisions and judgments related to the divisions mission, product distribution effectiveness, business and strategic feasibility and market opportunities/competitive dynamics.
• Balance the short and medium term needs in an evolving market place where there is uncertainty around future customer direction.

• Minimum of 8 years of experience in software or software related higher education sales and or higher education institutional consultation and sales (6 years with a Masters Degree).
• Bachelors degree required. MBA preferred.
• Experience in closing academic institutional level sales with per transaction value of greater than $100,000.
• Educational software and technology related licensing experience.
• Strong selling, customer relations and negotiating skills.
• Patience to pursue multi-month sales cycles and multi-level selling.
• Understanding of the course adoption and product selling model a plus.
• Ability to learn and establish proficiency with educational technologies.
• Ability to read and understand legal documents.
• Proven ability to collaborate with strong teams in the absence of formal authority.
• Extremely high energy, strong work ethic, personal integrity and stamina to perform consistently and at a high level in an unstructured (strong operational mindset, decisive, with a "get it done" and "whatever it takes" mentality) environment.
• Exceptional analytical and problem solving skills.
• Strong organizational, planning and prioritization skills.
• Outstanding oral and written communication skills.
• Excellent MS Office skills, especially Word and PPT.
• 50% travel

 McGraw-Hill Education:   Where The World Learns to Succeed