Strategic Account Director (Remote)

About the role

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.

The position is based in one of the following regions: Southern California, Arizona, Colorado, New Mexico, Kansas, Nebraska, Oklahoma, Mississippi, Alabama, Louisiana, Arkansas, Iowa, Missouri, Illinois, Indiana, Massachusetts, New Hampshire, Vermont, Connecticut, Rhode Island. Travel required to key customers for in‑person negotiations, on‑campus meetings, attendance at key conferences, and Cengage partner events – 35–50% travel encouraged.

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