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

Required qualifications include 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

Preferred qualifications include proficiency with Salesforce, experience in higher education, and a track record of success in sales and account management.

Skills

• 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
• Deep understanding of higher-education institutional financial and academic decision-making structures
• Proficiency with Microsoft Office and CRM platforms, preferably Salesforce

Benefits

Cengage offers a comprehensive benefits package, including health insurance, retirement plans, and paid time off. Please visit our inclusion and belonging page for more information on our commitment to diversity and inclusion.

Pay

$77,100.00 - $100,200.00 USD

Schedule

Full-time position with 35-50% travel required.