Senior Higher Education Accounts Director

Cengage Group; Madison (WI); On-site; USD 77,000 - 100,000; Full time

Job summary

Cengage Group in the United States seeks a Strategic Account Director to lead North America Higher Education Sales, owning multi-year account plans and driving revenue across CU, EA, and IA models.

You will negotiate with senior leaders, align institutional goals with data-driven insights, and collaborate with regional managers, Customer Success, and partners to deliver enduring partnerships and measurable outcomes.

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, 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

Executive-level negotiations

Sales leadership

Communication skills

Presentation skills

Education

BA or BS degree

Tools

Microsoft Office

Salesforce

Job description

Cengage Group in the United States seeks a Strategic Account Director to lead North America Higher Education Sales, owning multi-year account plans and driving revenue across CU, EA, and IA models.

You will negotiate with senior leaders, align institutional goals with data-driven insights, and collaborate with regional managers, Customer Success, and partners to deliver enduring partnerships and measurable outcomes.