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.

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

• A Bachelor's or Master's degree in Business Administration, Marketing, or a related field.
• 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

To succeed in this role, you should be able to operate in a fast-paced environment, manage multiple projects simultaneously, and thrive in a dynamic, results-oriented culture. You must also be able to adapt to changing circumstances and prioritize tasks effectively.

Skills

• Thought leadership within the institutional sales process.
• Foster collaborative, high-trust relationships across internal teams.
• Synthesize executive-level insights and institutional trends to help Cengage leadership refine product strategy and business model.

Benefits

At Cengage, we offer a comprehensive benefits package including health insurance, retirement savings options, paid time off, and more. For more details, please visit our benefits page.

Pay

$77,100.00 - $100,200.00 USD

Schedule

Travel requirements: 35–50% travel encouraged