Strategic Account Director

We believe in the power and joy of learningAt Cengage, our employees have a direct impact in helping learners around the world discover the power and joy of learning. We are bonded by our shared purpose – driving innovation that helps millions of learners improve their lives and achieve their dreams through education.As a key member of the Cengage North America Higher Education Sales Group, the Strategic Account Director serves as a senior, customer‑facing role with strategic accountability for account-level revenue and relationships. This role blends new business development with deep post‑sale ownership, focusing on long‑term partnership success, customer value realization, and sustained revenue growth across all accounts including Cengage Unlimited Institutional Access (CU), Equitable Access (EA), and Inclusive Access (IA) business models.Operating as the point of strategic ownership for assigned accounts, the Strategic Account Director leads forecasting, multi‑year account planning, contract strategy, renewals, and expansion efforts while serving as a trusted advisor to senior academic and administrative stakeholders. The role collaborates closely with Regional District Managers, Specialists, Customer Success, Channel Partners, and cross‑functional internal teams to align institutional goals, data insights, and execution across complex customer environments.Direct Sales & Strategic Account OwnershipLead complex contract negotiations with senior‑level academic and administrative leaders, including provosts, chief academic officers, finance, and procurement collaboratorsOwn 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 outcomesDevelops 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 outreachDrive institutional revenue growth and CU renewals by proactively managing renewal timelines and upsell, expansion, and conversion opportunities in partnership with Solutions SpecialistsClearly 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.Institutional Account Strategy, Leadership & Program SuccessOwn IA/EA/CUI data management and analysis, leveraging enrollment, usage, pricing, and adoption insights to inform account strategy, forecast performance, and guide decision‑makingLead institutional change manag...