Strategic Account Director

We believe in the power and joy of learning

At Cengage, our employees have a direct impact in helping learners around the world discover the power and joy of learning. We are bonded by our shared purpose – driving innovation that helps millions of learners improve their lives and achieve their dreams through education.

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.

Direct Sales & Strategic Account Ownership

• 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
• Develops 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.

Institutional Account Strategy, Leadership & Program Success

• Own IA/EA/CUI data management and analysis, leveraging enrollment, usage, pricing, and adoption insights to inform account strategy, forecast performance, and guide decision‑making
• Lead institutional change management efforts, navigating the cultural and political shifts required to move faculty and administration toward digital access models.
• Manage and deepen customer relationships through program kickoffs, onboarding support, executive‑level success reviews, and ongoing strategic engagement
• Act as a trusted strategic advisor to institutional collaborators, using data-driven insights to optimize programs and strengthen long-term outcomes
• Partner closely with sales, channel, customer success, marketing, and operations teams to ensure cohesive execution and accountability across institutional programs
• Champion disciplined pipeline, opportunity, and account management within CRM systems (Salesforce)

Thought Leadership & Collaboration

• Exhibit thought leadership within the institutional sales process by positioning oneself as a subject‑matter authority on Cengage institutional business models and account strategy
• Foster collaborative, high‑trust relationships across internal teams to support seamless execution and customer satisfaction
• Serves as a critical market feedback loop, synthesizing executive-level insights and institutional trends to help Cengage leadership refine product strategy and business model.

Requirements of the Role

• 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

Travel 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.

Cengage is committed to working with broad talent pools to attract and hire strong and most qualified individuals. Our job applicants are considered regardless of any classification protected by applicable federal, state, provincial or local laws.

Cengage is also committed to providing reasonable accommodations for qualified individuals with disabilities including during our job application process. If you are an applicant with a disability and require reasonable accommodation in our job application process, please contact us at accommodations.ta@cengage.com.

About Cengage

Cengage, a global education technology company serving millions of learners, provides affordable, quality digital products and services that equip students with the skills and competencies needed to be job ready. For more than 100 years, we have enabled the power and joy of learning with trusted, engaging content, and now, integrated digital platforms. We serve the higher education, workforce skills, secondary education, English language teaching and research markets worldwide. Through our scalable technology, including MindTap and Cengage Unlimited, we support all learners who seek to improve their lives and achieve their dreams through education.

Compensation

At Cengage, we take great pride in our commitment to providing a comprehensive and rewarding Total Rewards package designed to support and empower our employees. Click here to learn more about our Total Rewards Philosophy.

The full base pay range has been provided for this position. Individual base pay will vary based on work schedule, qualifications, experience, internal equity, and geographic location. 

In this position,  you will be eligible to participate in the company’s variable Sales incentive compensation program.

Target Variable Compensation:

annually

Actual incentive earnings are not guaranteed and may be more or less than the target amount based on achievement of performance goals and the terms of the applicable incentive compensation plan.