Senior Director, Strategic Accounts

🕒 il y a 1 mois

🏄 California – Distant

🏄 California – Remote

💵 $117 100 - $152 200 / an

⏰ Temps Plein

🟠 Senior

👔 Directeur

👻 Score fantôme 2%

Ce que ça veut dire : la probabilité que personne ne recrute vraiment pour cette offre.Comment le lire : 60 % ou plus, on pense que c'est une offre fantôme. Un score plus bas est moins inquiétant.Comment on la calcule : ancienneté, republications, postes ouverts vs taille de l'équipe, rapidité de clôture, et si le salaire est indiqué.À noter : une estimation à partir de données publiques, pas un jugement sur l'entreprise. De vraies offres peuvent avoir un score élevé, alors prenez-le comme un indice, pas comme un fait.

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Cengage Group

Site WebLinkedInTous les Emplois

5001 - 10000 employés

📚 Éducation

🛍️ eCommerce

☁️ SaaS

💰 Private Equity Round en 2023-06

Education • eCommerce • SaaS

Cengage Group est une entreprise mondiale de technologie éducative qui propose du contenu d'apprentissage numérique accessible et de qualité, ainsi que des plateformes intégrées et des services à destination des apprenants, des éducateurs et des institutions. Elle offre des supports de cours, des programmes de requalification et de perfectionnement des compétences, des préparations aux tests, des instructions pour l'enseignement de l'anglais langue seconde, et des formations professionnelles à travers des marques telles que Gale, National Geographic Learning, ed2go, et Infosec. Cengage associe un contenu de confiance à des plateformes numériques par abonnement pour aider les étudiants et les professionnels à être prêts pour l'emploi et à soutenir l'apprentissage tout au long de la vie.

Description

• Own regional revenue performance and overall account strategy across the assigned territory • Translate the VP, Strategic Accounts’ vision into regional operating plans • Drive forecast accuracy and pipeline rigor through regular inspection, operating cadence, and data-validated forecasting • Develop and execute strategic account plans using analytics, market trends, and program performance • Guide complex deal strategy and align cross-functional resources • Assist with high-value negotiations • Coach Strategic Account Directors on negotiation, pricing, discount approvals, executive contracting, and close-plan quality • Advance Inclusive Access, Equitable Access, and Cengage Unlimited execution and data fluency • Cultivate channel and bookstore partnerships • Partner with Solutions Sales, Solutions Engineering, and Customer Success leadership on pre-sale and post-sale execution • Develop and empower a high-performing, inclusive team through coaching and skill development • Foster accountability for forecast accuracy, CRM rigor, operational excellence, and follow-through • Elevate institutional relationships through data-driven, value-based conversations • Improve sales processes, workflows, and the Institutional Sales motion • Reinforce standards for account planning, sales methodology, commercial guardrails, and institutional engagement • Report performance, risks, opportunities, and market signals to the team and VP, Accounts

🎯 Exigences

• Bachelor’s degree in business, marketing, education, or a related field • 7–10+ years of progressive sales experience in B2B, higher-education, publishing, SaaS, or enterprise-level account management roles • 3–5+ years of direct sales leadership experience managing quota-carrying Account Executives/Strategic Account Directors with full revenue accountability • Experience leading complex, multi-stakeholder institutional sales cycles, including executive-level customer engagement • Strong commercial acumen, including pricing strategy, discount governance, negotiation frameworks, and contract execution • Exceptional communication, executive presence, and ability to inspire confidence with senior institutional leaders • Strong operational rigor with experience driving consistent processes, accountability rhythms, and performance management • Track record of developing high-performing, diverse teams with talent development, succession planning, and coaching excellence • Strategic and analytical thinking • Strong data-driven storytelling skills • High proficiency in Salesforce and data interpretation • Deep understanding of higher education institutional needs, decision-making structures, and value drivers

🏖️ Avantages

• Comprehensive Total Rewards package • Variable Sales incentive compensation program • Target variable compensation of $85,000 annually • Reasonable accommodations for qualified individuals with disabilities

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