Remote Strategic Account Director: Growth & Renewal

Cengage; Missouri; On-site; USD 77,100 - 100,200; Full time

Job summary

Cengage is seeking a Strategic Account Director to lead complex institutional sales within North America Higher Education. You will own account strategy, forecast, contract negotiations, and multi‑year growth for top institutions, with 35–50% travel to campus sites and conferences.

You will collaborate across internal teams to align institutional goals with Cengage Unlimited and other offerings, driving renewals, expansions, and outcomes for students and institutions.

Qualifications

• BA or BS degree required.
• 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 academic and administrative leaders.
• Own the account strategy and forecast for each institution within the assigned territory.
• Develop multi‑year growth, retention, and expansion plans aligned with institutional priorities.
• Identify high‑impact institutional opportunities aligning with customer objectives.
• Develop financial models showing CU benefits against budgets to demonstrate ROI.
• Spearhead executive‑level new business development through outreach and market research.
• Drive renewals and upsell opportunities in partnership with Solutions Specialists.
• Articulate the value proposition of Cengage products to support affordability and student outcomes.
• Own IA/EA/CUI data management and analysis to inform strategy and forecast.
• Lead institutional change management toward digital access models.
• Manage relationships through program kickoffs and executive reviews.
• Act as a trusted strategic advisor using data‑driven insights.
• Collaborate with sales, channel, customer success, marketing, and operations for cohesive execution.
• Champion disciplined pipeline, opportunity, and account management within Salesforce.

Skills

Strategic account management

Negotiation

Analytical skills

Communication (written & verbal)

Presentation skills

CRM (Salesforce)

MS Office

Education

BA/BS degree

Job description

Cengage is seeking a Strategic Account Director to lead complex institutional sales within North America Higher Education. You will own account strategy, forecast, contract negotiations, and multi‑year growth for top institutions, with 35–50% travel to campus sites and conferences.

You will collaborate across internal teams to align institutional goals with Cengage Unlimited and other offerings, driving renewals, expansions, and outcomes for students and institutions.