Executive Strategic Account Director — Higher Education

Cengage; Atlanta (GA); On-site; USD 77,000 - 100,000; Full time

Job summary

Cengage is seeking a Strategic Account Director in the North America Higher Education Sales group. You will own strategic account plans, forecast revenue, and manage renewals and expansions across CU, EA, and IA models.

The role requires strong negotiation skills, data-driven decision making, and collaboration with cross-functional teams to drive long-term institutional value. You will lead high-level negotiations with senior academic leaders, develop multi-year growth plans, and ensure

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

Responsibilities

• Lead complex contract negotiations with senior-level academic and administrative leaders
• Own the overall account strategy and forecast for each institution within the assigned territory
• Develop multi-year growth, retention, and expansion plans aligned with institutional priorities and Cengage objectives
• Identify and capitalize on high-impact institutional opportunities
• Develop financial models aligning CU benefits with budgets to demonstrate ROI
• Spearhead new business development opportunities at executive level
• Drive institutional revenue growth and renewals through timely management of renewals and upsell opportunities
• Articulate the value proposition supporting affordability, equity of access, student persistence, and achievement
• Own IA/EA/CUI data management and analysis to inform strategy and forecast performance
• Lead institutional change management to move toward digital access models
• Manage and deepen customer relationships via kickoff, onboarding, and executive reviews
• Act as trusted advisor using data-driven insights to optimize programs
• Collaborate with sales, channel, customer success, marketing, and operations for cohesive execution
• Champion disciplined pipeline, opportunity, and account management in Salesforce

Skills

Strategic account management

High-level negotiations

Data analysis

Executive communication

Education

Bachelor's degree

Tools

Salesforce

Job description

Cengage is seeking a Strategic Account Director in the North America Higher Education Sales group. You will own strategic account plans, forecast revenue, and manage renewals and expansions across CU, EA, and IA models.

The role requires strong negotiation skills, data-driven decision making, and collaboration with cross-functional teams to drive long-term institutional value. You will lead high-level negotiations with senior academic leaders, develop multi-year growth plans, and ensure