Senior Strategic Accounts Leader - Higher Ed

Cengage Group; Wichita (KS); On-site; USD 77,000 - 100,000; Full time

Job summary

Cengage Group is seeking a Strategic Account Director to lead senior‑level account strategies across major institutions in North America. You will own forecasted revenue, negotiate complex contracts, and drive renewals, upsell, and expansion with cross‑functional teams to align with institutional goals and student outcomes.

This high‑impact role blends new business development with long‑term customer success, requiring 5+ years in educational or enterprise sales, strong negotiation acumen, and

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
• 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.
• 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 budgetary and retention goals
• 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
• 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

Strong analytical skills

Communication skills

Sales negotiations

Education

BA or BS degree

Tools

Salesforce

Microsoft Office

Job description

Cengage Group is seeking a Strategic Account Director to lead senior‑level account strategies across major institutions in North America. You will own forecasted revenue, negotiate complex contracts, and drive renewals, upsell, and expansion with cross‑functional teams to align with institutional goals and student outcomes.

This high‑impact role blends new business development with long‑term customer success, requiring 5+ years in educational or enterprise sales, strong negotiation acumen, and