Brian Joyner Email & Phone Number

Cincinnati Metropolitan Area

VP of B2B Sales in the Real Estate ecosystem at Colibri Group. Colibri Group works with over 5 million professionals and partners to deliver best-in-class professional education for licensing, continuing education, test preparation, and career readiness.

Cincinnati Metropolitan Area

In January 2021, I launched the first Sales Enablement function at Cengage, combining an existing sales Learning & Development team with a new expanded arm of sales enablers to better support our sales team of over 300 across field and inside teams. Our team was responsible for sales learning & development, sales training programs, and cross-functional engagement models to drive greater collaboration across sales, marketing, and product. In just two years, the new sales enablement team had measurable impact: - Seller satisfaction ratings of 8.6/10. - Increased time spent selling by 31-34% YoY which equates to an increase of 7.8 business days of selling activity per salesperson. In addition, we designed and launched the first hybrid national sales conference in Dec 2021 and, in Dec 2022, the first in-person Cengage Academic national sales conference in three years with sales team feedback ratings above 90% against foundational meeting goals. Simultaneously, our new team lead the redefinition of a cross-functional, data-driven approach to a key targets campaign across sales and marketing, resulting in coordinated multi-function approach to acquiring new business and which had significant impact on company performance this fiscal year (as of December 2023, revenue in tracking to meet goal.)

Cincinnati Metropolitan Area

In this role, I managed a team of close to 20 product marketers and directors covering more than 40 markets in US Higher Education, over 100 product lines, and representing over $175M in annual revenue. I co-led the annual on-demand and virtual sales content training program across all markets for both field and inside sales teams. Our team organized seasonal, cross-functional customer readiness activities for marketing three years in a row, a program designed to ensure that users (students and instructors) experienced a stress-free start when using Cengage products on the first day of class. This program annually engaged several hundred thousand customers and saw an average annual increase in product activations of approximately 10%.

Cincinnati Metropolitan Area

In 2019, Cengage identified a set of key strategic markets that were historically underserved and therefore generated low revenue for the company, and redefined sales territories and product marketing to better focus on those areas. As VP of Product Marketing, I designed, launched, and managed this brand-new product marketing team and started the first account-based marketing program at Cengage. Through close partnerships with the newly redesigned inside/tele-sales management, we defined unique programs and product training initiatives tailored to address a unique sales approach for these markets. Over three years, the campaigns and target customer programs we designed resulted in an 8% increase in activations and 21% increase in adoption of digital solutions (within a primarily print-only customer base.)

Cincinnati Metropolitan Area

Under new executive leadership and following a two-year test period for a novel approach to marketing at Cengage, I re-established the historical approach to Product Marketing across US Higher Education, working closely with other VPs to define and implement a Product Marketing structure.

Cincinnati Metropolitan Area

Within a redefined approach to US Higher Education Marketing at Cengage, I was responsible for designing and managing a new Market Development team of 12 (covering all of US Higher Education, $650M) who had a specific focus as the key contact for the sales team in terms of product knowledge, training, and support. Through the change, I defined everything from the roles and training to new processes. Simultaneously, I also managed a team of product marketers within the Gale business unit (library database arm of Cengage) who worked in a more traditional marketing structure and focused on campaign development and sales collaboration.

Cincinnati, Ohio Area

In this role, I simultaneously managed and developed a team of product marketers in the higher education business disciplines while also managing the retail sales team for responsible for the business development and relationship management with key distribution partners like Amazon, Barnes & Nobles, Follett, and more.It was at this time where I worked on the team responsible for naming and initial go-to-market launch of MindTap courseware, a brand-new digital platform for course materials delivery which is now the hallmark product line for Cengage US Higher Education.

Greater Philadelphia

As a Sr. Marketing Manager I was responsible for the market-leading Economics product line including the largest franchise representing $30M in annual revenue (Greg Mankiw’s Economics). My responsibilities in this role included creating and executing annual marketing plans, traveling with our sales team, presenting to customers, and training the sales force on content.

Cincinnati Metropolitan Area

Greater Philadelphia

The Regional Account Manager role was a field based sales role in which I was responsible for selling Harcourt content to for-profit (Career) postsecondary schools. I achieved my sales goal while covering one third of the country and dozens of accounts.

Rochester, New York, United States

As a field based Account Manager in the Glencoe division of McGraw-Hill I was responsible for selling McGraw-Hill learning solutions to for profit (Career) postsecondary schools, trade schools, and select two year community colleges. I achieved my sales goal during my tenure.