Senior Account Manager (South Africa)

Make an Impact!

At McGraw Hill we create best-in-class, next-generation learning platforms that are used by millions of students and educators worldwide from kindergarten through graduate school. Our goal is to accelerate student success through intuitive and effective learning tools and content that maximize a teacher’s time and a student’s learning experience. We do all of this in a supportive, collaborative environment where you can grow your career in a way that fits into your life. 

How can you make an impact?

McGraw Hill Medical & Engineering Education team is looking for a commercially driven Senior Account Manager to own and grow our digital educational platform revenue across Africa, mainly within Universities.

The primary focus is South Africa with coverage across the surrounding nations. This is a full-cycle, field-based role requiring frequent travel across South Africa and occasionally the wider region.

You’ll retain and expand revenue from existing customers and actively win new business, with separate targets for each. Working alongside our established local partner, you’ll be accountable for the territory’s total sales performance, from pipeline through to closed revenue.

What will you be doing?

• Responsible for contributing to annual revenues (digital product) as well as leading territory sales plan-for-growth, maintaining an open dialogue with stakeholders (internal & external), and driving customer success through effective sales approach and delivery of the territory digital sales growth ambition.
• Leading cross-sell/upsell strategy for existing customers across the territory and demonstrating success through additional sales to existing customers. 
• Identify target new business opportunities and progress through trial and closed (won) sales within the fiscal year. Build and progress a pipeline of new business to achieve the ongoing digital sales growth ambition for the territory.
• Own, manage and report on territory KPIs; lead / opportunity performance and status, trial sites, win: loss, monthly forecasts, prospects etc. Performance versus budget monthly plus quarterly report. 
• Execute on a customer retention and account management strategy to ensure customer success and renewal rates are achieved for subscription products. Engage support services and marketing as required and directly support key accounts to ensure good use of subscription products across the institution. Where applicable, directly manage local 3rd Party resellers.
• Continually seek to develop sales skills and performance through active participation in all training programs and ensure up to date with latest product and market information. Understand and manage pricing via official pricing calculators and ensuring trials and order processing / tracking is fully understood. 

What do you need to be considered?

• 7+ years of sales experience with a demonstrated track record of sales performance.
• Experience selling within African markets and managing associated sales budgets.
• Direct experience working with digital education solutions.
• Experience within the technology or publishing sector, with knowledge of at least one required.
• Strong new-business development and account-management capabilities.
• Excellent communication, presentation, and negotiation skills.
• Strong commercial judgment and ability to manage complex stakeholder relationships.
• Experience using data and CRM/reporting tools such as Salesforce, Microsoft Excel and Tableau.
• Ability to manage a travel-intensive workload and multiple priorities.
• Excellent English communication skills.

Here’s what we offer: 

This is an important leadership position that has a real influence over a hugely successful region for McGraw Hill. We provide you with the right environment for you to succeed, for an organisation that is solely focused on improving the learning experience. Bring your unwavering dedication and together, we’ll deliver work that matters. If you are curious, a great leader, passionate about education, and ready to make a difference, we want to talk to you.