Michael Posa

Content & Assessment for Snr Secondary & Tertiary Institutions Key responsibilities: • Designed, developed and implemented a 360 degree GTM strategy for customers and partnerships from prospecting to closing and support • Continuous Pipeline management within Hubspot based on prospecting, sourcing my own leads and enriching CRM with full disclose of each deal • Cross functional alignment with Sales Ops, Marketing and Customer Success • Collaborating and co-selling with Channel Partners • Conducted Webinars & attended networking events nationally, building partnerships and generating new business while nourishing existing clients • Lead negotiation efforts, addressing pricing, terms, and contract details to close sales successfully

Educational Content for K-12 & Tertiary Institutions Key Achievements: > Top Sales Consultant in HE Division 2020/2021 > 132% Target Achieved 20/21 and on track for Target Achievement 21/22 > Contributed to hitting company online activation target through territory activation growth > Established foundation for successful acquisition of new business through large tender development within territoryey Responsibilities Key Responsibilities: • Build and nurture relationships with educational institutions • Conduct thorough needs assessments for improvement within educational institutions • Create custom learning solutions that match institutional curriculum and objectives • Host dynamic demos and trainings for Cengage Learning solutions • Collaborate with faculty and curriculum coordinators to integrate Cengage Learning resources • Assess data and metrics to gauge effectiveness of Cengage Learning solutions in education • Coordinate with cross-functional teams at Cengage Learning for seamless customer engagement and satisfaction

Key Responsibilities and Achievements: • Achieved Target 2 years consecutive: Developing and implementing strategies to achieve sales targets and maximise revenue within the assigned territory • Building and nurturing strong relationships with key clients, understanding their needs, and serving as the main point of contact for any queries • Conduct thorough market research to identify growth opportunities, which informed decision-making and strategy development • Collaborating with clients to negotiate contracts, pricing, and terms, ensuring mutually beneficial agreements • Collaborating with marketing teams to develop and execute promotional campaigns and marketing initiatives that drive brand awareness and sales