Strategic Account Director
Core
Senior customer-facing role driving long-term revenue growth, retention, and expansion for higher education institutions through strategic account ownership and new business development.
Role type
Senior Strategic Account Director (Higher Education Sales)
Builds
Long-term institutional partnerships and revenue streams for Cengage products including Cengage Unlimited, Equitable Access, and Inclusive Access.
Domain
Higher Education / EdTech Sales
Deliverable
production ML models | product features | dashboards & analysis | client delivery
Required skills
Strategic account planning, complex contract negotiation, multi-year forecasting, financial modeling, executive-level sales engagement, change management, data-driven decision making, CRM management
Preferred skills
Deep understanding of higher education financial/academic structures, proficiency with Salesforce
Responsibilities
Lead complex contract negotiations with senior academic and administrative leaders; Own overall account strategy and forecast for assigned institutions; Strategically identify and capitalize on high-impact institutional opportunities; Develop financial models to align Cengage benefits with institutional budgetary goals; Spearhead new business development at an executive level; Drive institutional revenue growth and renewals through upsell and expansion efforts; Own IA/EA/CUI data management and analysis to inform strategy; Lead institutional change management efforts to move toward digital access models; Act as a trusted strategic advisor to institutional collaborators; Champion disciplined pipeline and account management within CRM systems.
Seniority
Senior, hands-on IC with strategic accountability