Strategic Account Director (Remote)

About the role

We are seeking a Strategic Account Director to join our team in one of the following areas: Southern California, Arizona, Colorado, New Mexico, Kansas, Nebraska, Oklahoma, Mississippi, Alabama, Louisiana, Arkansas, Iowa, Missouri, Illinois, Indiana, Massachusetts, New Hampshire, Vermont, Connecticut, Rhode Island. Candidates must be based in one of these areas.

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).

Requirements

• 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

• Experience in educational or enterprise-level sales
• Ability to develop and execute strategic account plans
• Strong negotiation and financial modeling skills
• Understanding of higher education institutional decision-making processes
• Proficiency with Microsoft Office and Salesforce

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
• Collaborate closely with sales, channel, customer success, marketing, and operations teams
• Champion disciplined pipeline, opportunity, and account management within CRM systems (Salesforce)

Benefits

Cengage is committed to providing a comprehensive and rewarding Total Rewards package designed to support and empower our employees. Click here to learn more about our Total Rewards Philosophy.

Pay

$77,100.00 - $100,200.00 USD

Schedule

Travel requirements: 35–50% travel encouraged