Regional Director, Strategic Accounts Growth

Cengage; California; Hybride; USD 117 000 - 152 000; Plein temps

Résumé du poste

Cengage, a global education technology company, seeks a Regional Director of Strategic Accounts to lead a high‑visibility territory and approx. $90M in annual revenue.

Translate the VP’s vision into regional operating plans, drive forecast accuracy, pipeline health, and cross‑functional collaboration. You will coach Strategic Account Directors, shape account strategies, and advance Institutional Sales motions with Solutions Sales, Product Consultants, and Customer Success, delivering sustained

Qualifications

• Bachelor’s degree or higher in business, marketing, education, or related field.
• 7–10+ years of progressive sales experience in B2B, higher‑education, publishing, SaaS, or enterprise accounts.
• 3–5+ years of direct sales leadership, managing quota‑carrying Account Executives/Strategic Account Directors.

Responsabilités

• Own regional revenue and account strategy, ensuring growth and retention across the territory.
• Translate VP vision into regional operating plans with clear goals and processes.
• Lead development and execution of strategic account plans using analytics and market trends.
• Guide complex deals and align cross‑functional resources for high‑value negotiations.
• Coach directors on negotiation and commercial rigor, including pricing and contract governance.
• Advance Institutional Sales motions and CU adoption with data-driven planning and risk forecasting.
• Cultivate channel and bookstore partnerships for IA, EA, and CU with aligned pricing and implementation.
• Collaborate with Solutions Sales, Solutions Engineering, and Customer Success for cohesive pre- and post-sale strategy.
• Set high standards for forecast accuracy, CRM discipline, and process execution.
• Foster a culture of accountability and continuous improvement in the region.

Connaissances

Strategic thinking

Executive communication

Salesforce

Data interpretation

Pricing strategy

Contract execution

Leadership

Team development

Formation

Bachelor’s degree in business, marketing, education, or related field

Outils

Salesforce

Description du poste

Cengage, a global education technology company, seeks a Regional Director of Strategic Accounts to lead a high‑visibility territory and approx. $90M in annual revenue.

Translate the VP’s vision into regional operating plans, drive forecast accuracy, pipeline health, and cross‑functional collaboration. You will coach Strategic Account Directors, shape account strategies, and advance Institutional Sales motions with Solutions Sales, Product Consultants, and Customer Success, delivering sustained