Strategic Account Director (GA) (Remote)

We need to output HTML fragment with sections: About the role, Responsibilities, Requirements, Qualifications? Actually we need to follow headings: About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. Use

for each heading. Only include sections where posting has real specific content. We must preserve all substantive info, not invent or summarize away detail. Remove boilerplate like EEO, legal, navigation, cookie, application instructions. Also remove duplicated lines. We need to parse the posting. Let's extract sections: - About the role: The first paragraph: "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. As a key member of the Cengage North America Higher Education Sales Group, the Strategic Account Director serves as a senior, customer‑facing role with strategic accountability for account-level revenue and relationships. This role blends new business development with deep post‑sale ownership, focusing on long‑term partnership success, customer value realization, and sustained revenue growth across all accounts including Cengage Unlimited Institutional Access (CU), Equitable Access (EA), and Inclusive Access (IA) business models. Operating as the point of strategic ownership for assigned accounts, the Strategic Account Director leads forecasting, multi‑year account planning, contract strategy, renewals, and expansion efforts while serving as a trusted advisor to senior academic and administrative stakeholders. The role collaborates closely with Regional District Managers, Specialists, Customer Success, Channel Partners, and cross‑functional internal teams to align institutional goals, data insights, and execution across complex customer environments." That's about the role. - Responsibilities: The bullet list after "Direct Sales & Strategic Account Ownership" etc. Let's extract 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. Ensure they 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 Develops 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." Then "Institutional Account Strategy, Leadership & Program Success" list: "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 Lead institutional change management efforts, navigating the cultural and political shifts required to move faculty and administration toward digital access models. Manage and deepen customer relationships through program kickoffs, onboarding support, executive‑level success reviews, and ongoing strategic engagement Act as a trusted strategic advisor to institutional collaborators, using data-driven insights to optimize programs and strengthen long-term outcomes 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)" Then "Thought Leadership & Collaboration": "Exhibit thought leadership within the institutional sales process by positioning oneself as a subject‑matter authority on Cengage institutional business models and account strategy Foster collaborative, high‑trust relationships across internal teams to support seamless execution and customer satisfaction Serves as a critical market feedback loop, synthesizing executive-level insights and institutional trends to help Cengage leadership refine product strategy and business model." These are responsibilities. - Requirements: The "Requirements Of The Role" list: "BA or BS 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 Travel Requirements Travel required to key customers for in-person negotiations, on-campus meetings, attendance at key conferences and Cengage partner events 35–50% travel encouraged." We can treat travel as part of requirements or separate schedule? The schedule heading is for schedule info like work hours, remote, etc. Travel is not schedule but maybe we could put under Requirements or a separate "Travel" but not required heading. Since we have only allowed headings: About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. Travel could be part of Requirements or maybe Schedule? Probably Requirements. - Qualifications: Might be overlapping with Requirements. The posting doesn't have separate qualifications beyond requirements. Could combine? But we need to decide: If there is no distinct qualifications section, we should not create a Qualifications heading with filler. So we skip Qualifications. - Skills: Could extract skills from requirements: strong analytical, written, verbal, presentation skills; proficiency with MS Office and CRM; strong background in high-level negotiations; deep understanding of higher-ed institutional financial and academic decision-making; etc. Could put under Skills. But we already have Requirements covering many. The instruction: "Prefer a few substantive sections over many thin ones." So we could combine Requirements and Skills into one? But we need to follow headings: we can include Skills if there is specific content. The posting includes skill-like items. We could create a Skills section for those. However we must not repeat content. We could split: Requirements: education, experience, travel. Skills: analytical, communication, negotiation, technical proficiency, understanding of higher-ed structures. That seems reasonable. - Benefits: The posting mentions compensation and variable pay, but not explicit benefits like health, retirement. There's a Compensation section with base pay range and variable target. That's Pay. Benefits: Not explicitly listed besides maybe "Total Rewards package" but no detail. The instruction: never create Benefits section unless posting actually states them. It mentions "Total Rewards package" but no specifics. So we should not create Benefits. - Pay: Yes, we have compensation details: base pay range $77,100 - $100,200 USD; target variable compensation $57,500 USD. Also mention eligibility for variable Sales incentive compensation program. So we can create Pay section with that info. - Schedule: Not mentioned besides travel percentage. No schedule like full-time, remote, etc. So we skip Schedule. Now we need to output HTML fragment with

headings and

• for lists,

  for prose. We need to preserve all substantive information, not invent or summarize away detail. So we need to include all bullet points exactly as given (maybe slight formatting). Ensure we don't lose any. Let's structure:

  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. As a key member of the Cengage North America Higher Education Sales Group, the Strategic Account Director serves as a senior, customer‑facing role with strategic accountability for account-level revenue and relationships. This role blends new business development with deep post‑sale ownership, focusing on long‑term partnership success, customer value realization, and sustained revenue growth across all accounts including Cengage Unlimited Institutional Access (CU), Equitable Access (EA), and Inclusive Access (IA) business models. Operating as the point of strategic ownership for assigned accounts, the Strategic Account Director leads forecasting, multi‑year account planning, contract strategy, renewals, and expansion efforts while serving as a trusted advisor to senior academic and administrative stakeholders. The role collaborates closely with Regional District Managers, Specialists, Customer Success, Channel Partners, and cross‑functional internal teams to align institutional goals, data insights, and execution across complex customer environments.

  Then Responsibilities: we can combine all responsibility bullet points into one
  . Might be long but okay. We need to ensure we keep the bullet points exactly as in posting. Let's list them: - 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. - Ensure they 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 - Develops 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 - Lead institutional change management efforts, navigating the cultural and political shifts required to move faculty and administration toward digital access models. - Manage and deepen customer relationships through program kickoffs, onboarding support, executive‑level success reviews, and ongoing strategic engagement - Act as a trusted strategic advisor to institutional collaborators, using data-driven insights to optimize programs and strengthen long-term outcomes - 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) - Exhibit thought leadership within the institutional sales process by positioning oneself as a subject‑matter authority on Cengage institutional business models and account strategy - Foster collaborative, high‑trust relationships across internal teams to support seamless execution and customer satisfaction - Serves as a critical market feedback loop, synthesizing executive-level insights and institutional trends to help Cengage leadership refine product strategy and business model. Note: Some bullet points start with lowercase? We'll keep as is. Now Requirements: we need to separate into Requirements and Skills. Requirements (education, experience, travel): - BA or BS 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 - Travel required to key customers for in-person negotiations, on-campus meetings, attendance at key conferences and Cengage partner events 35–50% travel encouraged. But note that some of these are skills; we might move analytical etc to Skills. Let's decide: Requirements: education, experience, travel. Skills: analytical, written, verbal, presentation; negotiations; understanding of higher-ed structures; proficiency with MS Office and CRM; maybe also strategic account planning? That's more of a requirement. Hmm. Better to follow typical pattern: Requirements: education, experience, travel. Skills: analytical, communication, negotiation, technical, domain knowledge. Let's extract: Requirements: - BA or BS degree - 5+