Summary
Overview
Work History
Education
Skills
Websites
Awards Recognition
Technology Skills
Timeline
Generic

Lauren Arrant

Strategic Account Manager
San Diego

Summary

Strategic Account Manager with 20 years of success in education and ed-tech sales. Proven ability to grow and retain high-value accounts, exceed quota in multimillion-dollar territories, and serve as a trusted advisor to stakeholders at all levels. Skilled in CRM (Salesforce), cross-functional collaboration, and delivering outcomes-focused solutions for higher education clients. Recognized as a top performer and passionate about aligning technology with learning impact.

Overview

21
21
years of professional experience

Work History

CUSTOM SPECIALIST

Macmillan Learning
01.2022 - Current
  • The Custom Lab Specialist is responsible for negotiating and selling custom published content and original authored custom projects from the Macmillan publishing family.
  • The Custom Lab Specialist works with Macmillan Learning field reps to help sell and close custom business through personal on-campus sales calls, web conferences, and phone and email interactions with prospective and existing customers.
  • My responsibilities include:
  • Meeting annual sales quotas and goals.
  • Developing and executing selling techniques that effectively promote solutions aligning to customer needs.
  • Conducting detailed needs analysis and development of custom solutions that meet customer needs consistent with business goals.
  • Preplanning, scheduling, and conducting sales interviews in person and via phone.
  • Coordinating selling efforts with field representatives, regional managers, marketing, editorial, and other in-house colleagues.
  • Coaching and mentoring sales representatives.
  • Creating appropriate sales materials as needed, including follow-up letters, proposals, mock ups, sample books, etc.
  • Attend, and take active participation in, sales meetings and educational conferences.
  • Maintain data, active communication of sales activity, sales pipeline, etc. in our CRM System (Salesforce).
  • Build, analyze, and customize pricing solutions for product offerings.

Senior Sales Representative

Macmillan Learning
01.2020 - Current
  • Own and manage a high-value territory across 18 disciplines in the San Diego region, exceeding quota by 48% in 2021.
  • Act as strategic advisor to faculty and department leaders, aligning course materials and software solutions with institutional goals.
  • Maintain long-term client relationships with ongoing account reviews, training, and support to ensure retention and expansion.
  • Collaborate with product, marketing, and leadership to influence market-entry and growth strategies.
  • Use Salesforce to manage pipeline, forecast sales, and track stakeholder engagement.

Marketing Manager – English Discipline

Macmillan Learning
01.2018 - 01.2020
  • Designed and implemented multi-channel marketing campaigns to support national sales initiatives across major accounts.
  • Provided on-site sales support and strategy development during field visits and national conferences.
  • Led training and enablement programs across sales divisions, helping teams deliver value-based messaging to clients.
  • Actively contributed to competitive strategy in high-stakes adoptions and contract renewals.

Product & Technology Specialist

Macmillan Learning
01.2009 - 01.2018
  • Partnered with 20+ regional reps to identify and close complex sales opportunities, resulting in increased market share and account penetration.
  • Delivered technical demos and onboarding support for digital platforms, improving post-sale adoption and customer satisfaction.
  • Recognized as “Specialist of the Year” (2014 & 2016) for leadership in strategic growth initiatives and competitive wins.

Sales Representative

Houghton Mifflin/Cengage
01.2006 - 01.2009
  • Managed a diverse portfolio of higher ed clients; recognized as “Rookie of the Year” for outperforming territory goals in 2008.
  • Specialized in needs-based selling and building rapport with instructional stakeholders.

Sales Assistant

Prentice Hall
01.2005 - 12.2006


  • Assisted customers in making informed decisions by offering detailed product knowledge and comparisons.
  • Enhanced customer satisfaction with personalized product recommendations based on their needs and preferences.
  • Fielded customer questions to share information about products, availability, and pricing.


Education

B.A. - International Business – Marketing & Spanish

San Diego State University
San Diego, CA

Certificate - Instructional Technology

San Diego State University
San Diego, CA
01.2013 - 1 2015

Skills

  • Strategic Account Management
  • Client Retention & Growth
  • Consultative Sales & Cross-Selling
  • CRM & Pipeline Management
  • Executive Stakeholder Engagement
  • Healthcare & Higher Ed Market Knowledge
  • Territory & Relationship Development
  • Sales Forecasting & Utilization Reporting
  • Virtual & In-Person Sales Presentations
  • Training & Enablement

Awards Recognition

  • Top 5 Sales Performer, 148% to goal (2021)
  • Specialist of the Year, (2014, 2016)
  • Rookie of the Year, Houghton Mifflin/Cengage (2008)

Technology Skills

  • Salesforce
  • HubSpot
  • MS Office (Excel, PowerPoint, Outlook)
  • Email Marketing
  • Virtual Presentation Tools

Timeline

CUSTOM SPECIALIST

Macmillan Learning
01.2022 - Current

Senior Sales Representative

Macmillan Learning
01.2020 - Current

Marketing Manager – English Discipline

Macmillan Learning
01.2018 - 01.2020

Certificate - Instructional Technology

San Diego State University
01.2013 - 1 2015

Product & Technology Specialist

Macmillan Learning
01.2009 - 01.2018

Sales Representative

Houghton Mifflin/Cengage
01.2006 - 01.2009

Sales Assistant

Prentice Hall
01.2005 - 12.2006

B.A. - International Business – Marketing & Spanish

San Diego State University

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Lauren ArrantStrategic Account Manager