Strategic Account Director - Remote & Growth

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

Job summary

Cengage is seeking a Strategic Account Director to lead complex account strategies and executive-level negotiations within the North America Higher Education Sales Group. You will own multi-year account plans, forecast revenue, and drive renewals and expansion across CU, EA, and IA models.

Travel 35–50% is expected as you engage senior academic leaders, finance, and procurement, coordinating with cross-functional teams to align institutional goals with Cengage’s strategic priorities and outcomes.

Qualifications

• BA or BS degree in a relevant field.
• 5+ years in educational or enterprise-level sales.
• Proven ability to own and complete strategic account plans.
• 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 Salesforce.

Responsibilities

• Lead complex contract negotiations with senior 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.
• Strategically identify and capitalize on high-impact institutional opportunities, ensuring alignment with customer objectives.
• Develop financial models and arguments that align Cengage Unlimited benefits with the institution’s budgets to demonstrate ROI.
• Spearhead new business development opportunities at executive level through sales engagement, market research, and outreach.
• Drive revenue growth and CU renewals by managing renewal timelines and upsell/expansion with Solutions Specialists.
• Clearly articulate the value proposition of Cengage products and services to institutional priorities.

Skills

Strategic account planning

High-level negotiations

Analytical skills

Written and verbal communication

Presentation skills

Higher education decision-making

Education

BA or BS degree

Tools

Salesforce

MS Office

Job description

Cengage is seeking a Strategic Account Director to lead complex account strategies and executive-level negotiations within the North America Higher Education Sales Group. You will own multi-year account plans, forecast revenue, and drive renewals and expansion across CU, EA, and IA models.

Travel 35–50% is expected as you engage senior academic leaders, finance, and procurement, coordinating with cross-functional teams to align institutional goals with Cengage’s strategic priorities and outcomes.