[Hiring] Strategic Account Director @Cengage Group

Role Description

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.

• 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.
• Develop financial models that align Cengage Unlimited (CU) benefits with the institution’s specific budgetary and retention goals.
• Spearhead new business development opportunities at an executive level.
• Drive institutional revenue growth and CU renewals by managing renewal timelines and upsell opportunities.
• Clearly articulate the value proposition of Cengage products and services.

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.

Requirements

• Travel required to key customers for in-person negotiations, on-campus meetings, attendance at key conferences and Cengage partner events (35–50% travel encouraged).

Benefits

• Comprehensive and rewarding Total Rewards package designed to support and empower employees.
• Participation in the company’s variable Sales incentive compensation program.

Compensation

• Base pay range: $77,100.00 - $100,200.00 USD.
• Target Variable Compensation: $57,500.00 USD Annual.
• Actual incentive earnings are not guaranteed and may vary based on performance goals.