Executive Higher-Ed Accounts Director

Cengage Group; Portland (ME); Remote; USD 77,000 - 100,000; Full time

Job summary

Cengage Group in the United States is seeking a Strategic Account Director in higher education sales to own account strategy and drive multi-year growth, renewals, and expansion across institutions.

You will lead negotiations with senior leaders, develop financial models, and collaborate with cross-functional teams to align institutional goals with Cengage's value propositions, including CU, EA, and IA programs. Travel 35–50% is expected.

Qualifications

• BA or BS degree is required.
• 5+ years of successful 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.

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.
• 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.

Skills

Strategic account management

Negotiation

Sales leadership

Analytical skills

Communication

Presentation skills

Education

BA or BS degree

Tools

Salesforce CRM

MS Office

Job description

Cengage Group in the United States is seeking a Strategic Account Director in higher education sales to own account strategy and drive multi-year growth, renewals, and expansion across institutions.

You will lead negotiations with senior leaders, develop financial models, and collaborate with cross-functional teams to align institutional goals with Cengage's value propositions, including CU, EA, and IA programs. Travel 35–50% is expected.