Strategic Accounts Director, Higher Education Sales

Cengage; Atlanta (GA); Remote; USD 77,000 - 100,000; Full time

Job summary

Cengage, a global education technology company, seeks a Strategic Account Director for North America Higher Education Sales. You will own account strategy, forecast growth, and lead executive-level negotiations to drive CU, EA, and IA programs. Collaborate with cross-functional teams to align institutional goals and revenue expansion.

Travel 35-50% to key institutions, manage renewals, and deliver data-driven insights to optimize programs and outcomes for partner institutions.

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 decision-making structures
• Proficiency with Microsoft Office and CRM platforms, preferably Salesforce

Responsibilities

• Lead complex contract negotiations with senior-level 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
• Develop financial models aligning CU benefits with budgets to show ROI
• Spearhead new business development opportunities at executive level
• Drive institutional revenue growth and CU renewals with renewal timelines and expansion opportunities
• Articulate the value proposition of Cengage products for affordability and student outcomes
• Own IA/EA/CUI data management and analysis to inform strategy
• Lead institutional change management to move to digital access models
• Manage relationships via program kickoffs, onboarding, executive reviews, and ongoing engagement
• Partner with sales, channel, customer success, marketing, and operations for cohesive execution
• Champion pipeline, opportunity, and account management within Salesforce
• Exhibit thought leadership and foster cross-team collaboration
• Serve as a market feedback loop to help refine product strategy

Skills

Strategic account management

Executive-level negotiations

Sales leadership

Data-driven storytelling

Education

BA or BS degree

Tools

Salesforce

Microsoft Office

Job description

Cengage, a global education technology company, seeks a Strategic Account Director for North America Higher Education Sales. You will own account strategy, forecast growth, and lead executive-level negotiations to drive CU, EA, and IA programs. Collaborate with cross-functional teams to align institutional goals and revenue expansion.

Travel 35-50% to key institutions, manage renewals, and deliver data-driven insights to optimize programs and outcomes for partner institutions.