Director, Strategic Accounts

Job not on LinkedIn

🕒 May 16

🏄 California – Remote

🏄 California – Remote

💵 $117.1k - $152.2k / year

⏰ Full Time

🔴 Lead

👔 Director

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Cengage Group

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

📚 Education

🛍️ eCommerce

☁️ SaaS

💰 Private Equity Round on 2023-06

Education • eCommerce • SaaS

Cengage Group is a global education technology company dedicated to enhancing learning experiences. With over 100 years of service, Cengage provides affordable and high-quality digital products and services that help learners become job-ready. Their offerings support various educational goals, including reskilling, upskilling, degree attainment, and language learning, ensuring access to quality education for individuals of all backgrounds and abilities.

📋 Description

• Own regional revenue performance and overall account strategy, ensuring growth, retention, and execution of strategic priorities across the assigned territory. • Translate the VP, Strategic Accounts’ vision into regional operating plans with clear goals, expectations, and processes for consistent execution. • Drive forecast accuracy and pipeline rigor through regular inspection, strong operating cadence, and data-validated forecasting for operational viability. • Lead development and execution of strategic account plans that leverage analytics, market trends and program performance to prioritize high‑value department, cohort, and institution‑level opportunities. • Guide complex deal strategy; align cross‑functional resources and assist in high‑value negotiations to accelerate growth. • Coach Strategic Account Directors on negotiation excellence and commercial rigor—including pricing strategy, discount/approval guardrails, executive‑level contracting, and close‑plan quality ensuring consistent, high‑standard execution across the region. • Advance Inclusive Access (IA), Equitable Access (EA), and Cengage Unlimited (CU) execution and data fluency (enrollment, usage, pricing, adoption, renewals) and require these insights in planning, risk mitigation, and forecasting. • Cultivate channel and bookstore partnerships for IA, EA and CU accounts, ensuring alignment on pricing, process, implementation, and program performance. • Build strong partnerships with Solutions Sales, Solutions Engineering, and Customer Success leadership to ensure cohesive pre‑sale strategy and post‑sale execution.

🎯 Requirements

• 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 • Demonstrated ability to lead complex, multi‑stakeholder institutional sales cycles, including executive‑level customer engagement • Strong commercial acumen, including experience with pricing strategy, discount governance, negotiation frameworks, and contract execution • Exceptional communication, executive presence, and the 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 a focus on talent development, succession planning, and coaching excellence.

🏖️ Benefits

• Comprehensive and rewarding Total Rewards package • Health insurance • 401(k) matching • Flexible work hours • Paid time off