Director, Strategic Accounts, Florida/Georgia (Remote)
Overview
We believe in the power and joy of learning. At Cengage, our employees directly impact students' lives by providing educational materials and digital solutions. We serve over 10 million students in the US and offer innovative products like Cengage Unlimited and Cengage Unlimited for Institutions.
About the Role
The Regional Director, Strategic Accounts is a senior regional sales leader responsible for a $90M annual revenue territory. This role translates the VP's vision into regional plans, drives forecast accuracy, and guides complex institutional pursuits.
Responsibilities
Own regional revenue performance and account strategy, ensuring growth, retention, and execution of strategic priorities.
Translate VP's vision into regional operating plans with clear goals, expectations, and processes for consistent execution.
Drive forecast accuracy and pipeline rigor through regular inspection, strong operating cadence, and data-validated forecasting.
Develop and execute strategic account plans leveraging analytics, market trends, and program performance to prioritize high-value opportunities.
Guide complex deal strategy, align cross-functional resources, and assist in high-value negotiations to accelerate growth.
Coach Strategic Account Directors on negotiation excellence, commercial rigor, and ensure consistent, high-standard execution across the region.
Advance Inclusive Access (IA), Equitable Access (EA), and Cengage Unlimited (CU) execution and data fluency, requiring these insights in planning, risk mitigation, and forecasting.
Cultivate channel and bookstore partnerships for IA, EA, and CU accounts, ensuring alignment on pricing, process, implementation, and program performance.
Build strong partnerships with Solutions Sales, Solutions Engineering, and Customer Success leadership to ensure cohesive pre-sale strategy and post-sale execution.
Requirements
Bachelor’s degree in business, marketing, education, or a related field.
7-10+ years of progressive sales experience in B2B, higher-ed, publishing, SaaS, or enterprise-level account management roles.
3-5+ years of direct sales leadership experience, managing quota-carrying Account Executives/Strategic Account Directors with full revenue accountability.
Demonstrated ability to lead complex, multi-stakeholder institutional sales cycles, including executive-level customer engagement.
Strong commercial acumen, including experience with pricing strategy, discount governance, negotiation frameworks, and contract execution.
Exceptional communication, executive presence, and the ability to inspire confidence with senior institutional leaders.
Strong operational rigor with experience driving consistent processes, accountability rhythms, and performance management.
Track record of developing high-performing, diverse teams with a focus on talent development, succession planning, and coaching excellence.
Qualifications
Deep understanding of higher education institutional needs, decision-making structures, and value drivers.
Skills
Strategic and analytical thinking, translating organizational direction into actionable regional plans.
Executive communication and presence, with strong data-driven storytelling skills for institutional leaders.
High proficiency in Salesforce and data interpretation, using insights to guide decision making and improve execution.
Strong commercial acumen, including pricing, negotiation, and contract strategy.
Talent development approach, with the ability to mentor and elevate a hard-working team.
Benefits
Cengage offers a comprehensive Total Rewards package, including competitive compensation, benefits, and professional development opportunities. Click here to learn more about our Total Rewards Philosophy.
Pay
$117,100.00 - $152,200.00 USD
Schedule
N/A