Strategic Account Director (Remote)

About the role

We are seeking a Strategic Account Director to join our team. This role is responsible for leading complex contract negotiations with senior-level academic and administrative leaders, developing multi-year growth, retention, and expansion plans, and ensuring alignment with institutional priorities and Cengage business objectives.

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 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 Degree or higher.
• 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.
• Strong negotiation and strategic planning skills.
• Ability to manage multiple accounts and projects simultaneously.
• Understanding of higher education institutional financial and academic decision-making structures.
• Experience with CRM platforms, particularly Salesforce.

Skills

• Bachelor's Degree or higher.
• 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.

Benefits

Cengage is committed 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.

Pay

$77,100.00 - $100,200.00 USD

Schedule

Travel requirements: 35–50% travel encouraged