Strategic Account Director
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Job Description
Strategic Account Director owning higher-education account strategy, negotiations, renewals, and expansion for Cengage’s digital learning products. Driving institutional revenue and customer outcomes across Georgia.
Responsibilities:
- Serve as a senior, customer-facing strategic account role with accountability for account-level revenue and relationships
- Lead new business development and post-sale ownership across CU, EA, and IA business models
- Lead forecasting, multi-year account planning, contract strategy, renewals, and expansion efforts
- Lead complex contract negotiations with senior academic and administrative leaders
- Own account strategy and forecasts for institutions within the assigned territory
- Develop multi-year growth, retention, and expansion plans
- Identify and capitalize on institutional opportunities aligned with customer objectives and student outcomes
- Develop financial models and arguments demonstrating Cengage Unlimited return on investment
- Drive new business development through sales engagement, networking, market research, and targeted outreach
- Manage renewals, upsell, expansion, and conversion opportunities
- Articulate the value of Cengage products and services around affordability, equity of access, persistence, and achievement
- Manage IA/EA/CUI data analysis using enrollment, usage, pricing, and adoption insights
- Lead institutional change management toward digital access models
- Manage customer relationships through kickoffs, onboarding, executive success reviews, and ongoing strategic engagement
- Advise institutional collaborators using data-driven insights
- Partner with sales, channel, customer success, marketing, and operations teams
- Manage pipeline, opportunities, and accounts in Salesforce
- Provide thought leadership on Cengage institutional business models and account strategy
- Synthesize executive-level insights and institutional trends to inform product strategy and business models
Requirements:
- 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 required to key customers for in-person negotiations, on-campus meetings, key conferences, and Cengage partner events; 35–50% travel encouraged
Benefits:
- Variable Sales incentive compensation program
- Target variable compensation of $57,500 USD annually
- Comprehensive Total Rewards package
- Reasonable accommodations for qualified individuals with disabilities, including during the job application process
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