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

The ideal candidate will have a 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, and a deep understanding of higher-education institutional financial and academic decision-making structures. Proficiency with Microsoft Office and CRM platforms, preferably Salesforce, is also required.

Qualifications

• 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

Skills

• Thought leadership within the institutional sales process
• Foster collaborative, high-trust relationships across internal teams
• Serves as a critical market feedback loop
• Position oneself as a subject-matter authority on Cengage institutional business models and account strategy

Benefits

At Cengage Group, we take great pride in our commitment to providing a comprehensive and rewarding Total Rewards package designed to support and empower our employees. The full base pay range for this position is $77,100.00 - $100,200.00 USD. Individual base pay will vary based on work schedule, qualifications, experience, internal equity, and geographic location. Sales roles often incorporate a significant incentive compensation program beyond this base pay range.

Pay

$77,100.00 - $100,200.00 USD

Schedule

35–50% travel encouraged