Strategic Account Director (Remote)
About the role
We are seeking a Strategic Account Director to join our team. This role serves as a senior, customer-facing role with strategic accountability for account-level revenue and relationships. Key responsibilities include leading forecasting, multi-year account planning, contract strategy, renewals, and expansion efforts while serving as a trusted advisor to senior academic and administrative stakeholders.
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.
Requirements
Required:
- A Bachelor's Degree (BA/BS)
- 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
Qualifications
Preferred:
- Experience in the higher education industry
- Knowledge of Cengage products and services
- Experience with Cengage Unlimited (CU) and other Cengage offerings
- Experience in developing and executing multi-year growth strategies
Skills
- Thought leadership within the institutional sales process
- Foster collaborative, high-trust relationships across internal teams
- Position oneself as a subject-matter authority on Cengage institutional business models and account strategy
- Use data-driven insights to optimize programs and strengthen long-term outcomes
- Manage and deepen customer relationships through program kickoffs, onboarding support, executive-level success reviews, and ongoing strategic engagement
- Champion disciplined pipeline, opportunity, and account management within CRM systems (Salesforce)
Benefits
Cengage offers a competitive compensation structure, including a base salary range of $77,100.00 - $100,200.00 USD, along with a comprehensive benefits package. This includes health insurance, retirement plans, and paid time off. Please visit our website for more details on our Total Rewards Philosophy.
Pay
$77,100.00 - $100,200.00 USD
Schedule
Full-time position with 35-50% travel required. Travel requirements include attending key customers for in-person negotiations, on-campus meetings, attendance at key conferences, and Cengage partner events.