Strategic Higher-Ed Accounts Leader

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

Job summary

Cengage Group is seeking a Strategic Account Director for the North America Higher Education Sales group. The role blends new business development with deep post-sale ownership, driving multi-year account plans, renewals, and expansion across CU, EA, and IA models.

Responsibilities include leading executive-level negotiations, forecasting, and cross-functional collaboration to align institutional goals with Cengage objectives, while championing data-informed decisions and customer success.

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.
• Own the overall account strategy and forecast for each institution within the assigned territory.
• Develop multi-year growth, retention, and expansion plans.
• Identify high-impact institutional opportunities, ensuring alignment with objectives.
• Develop financial models aligning CU benefits with institutional budgets to demonstrate ROI.
• Drive institutional revenue growth and CU renewals with renewal timelines and expansion opportunities.
• Articulate the value proposition of Cengage products for affordability, equity of access, and student outcomes.

Skills

Strategic account management

Sales negotiations

Data analysis

CRM (Salesforce)

Executive communication

Education

BA or BS degree

Tools

Salesforce

Microsoft Office

Job description

Cengage Group is seeking a Strategic Account Director for the North America Higher Education Sales group. The role blends new business development with deep post-sale ownership, driving multi-year account plans, renewals, and expansion across CU, EA, and IA models.

Responsibilities include leading executive-level negotiations, forecasting, and cross-functional collaboration to align institutional goals with Cengage objectives, while championing data-informed decisions and customer success.