Strategic Account Director

About the role

We believe in the power and joy of learning. At Cengage, our employees have a direct impact in helping learners around the world discover the power and joy of learning. We are bonded by our shared purpose – driving innovation that helps millions of learners improve their lives and achieve their dreams through education.

Responsibilities

• Lead complex contract negotiations with senior-level academic and administrative leaders, including provosts, chief academic officers, finance, and procurement collaborators.
• Own the overall account strategy and forecast for each institution within the assigned territory.
• Develop multi-year growth, retention, and expansion plans that align with institutional priorities and Cengage business objectives.
• Strategically identify and capitalize on high-impact institutional opportunities, ensuring alignment with customer objectives and improved student outcomes.
• Develop financial models and arguments that align Cengage Unlimited (CU) benefits with the institution's specific budgetary and retention goals to demonstrate the return on investment.
• Spearhead new business development opportunities at an executive level through personal sales engagement, networking, market research, and targeted outreach.
• Drive institutional revenue growth and CU renewals by proactively managing renewal timelines and upsell, expansion, and conversion opportunities in partnership with Solutions Specialists.
• Clearly articulate the value proposition of Cengage products and services in support of institutional priorities such as affordability, equity of access, student persistence, and academic achievement.
• Own IA/EA/CUI data management and analysis, leveraging enrollment, usage, pricing, and adoption insights to inform account strategy, forecast performance, and guide decision-making.
• Manage and deepen customer relationships through program kickoffs, onboarding support, executive-level success reviews, and ongoing strategic engagement.
• Partner closely with sales, channel, customer success, marketing, and operations teams to ensure cohesive execution and accountability across institutional programs.
• Champion disciplined pipeline, opportunity, and account management within CRM systems (Salesforce).

Qualifications

• Bachelor's or Master's degree
• 5+ years of successful experience in educational or enterprise-level sales
• Proven ability to own and complete strategic account plans with long-term revenue accountability
• Strong background in high-level negotiations
• Strong analytical, written, verbal, and presentation skills
• Deep understanding of higher-education institutional financial and academic decision-making structures
• Proficiency with Microsoft Office and CRM platforms, preferably Salesforce

Benefits

• Travel requirements: 35–50% travel encouraged

Pay

• $77,100.00 - $100,200.00 USD
• Target Variable Compensation: 57,500.00 USD