Director, Strategic Accounts, California

We believe in the power and joy of learningAt Cengage, our employees have a direct impact in helping students 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.Cengage's Higher Education business, Cengage, supports learning and student success by providing materials and digital solutions to faculty and students enrolled in two-year, four-year and vocational programs. We currently serve more than 10 million of the 18 million students in US higher ed. Setting a new standard of service for our customers, we deliver quality, easy-to-use course materials from textbooks and eBooks to courseware such as MindTap and WebAssign. In the US, we offer Cengage Unlimited and Cengage Unlimited for Institutions. We help instructors be better teachers, we help institutions solve problems and we empower students to leverage the power and joy of learning to transform lives.Our culture values inclusion, engagement, and discoveryOur business is driven by our strong culture, and we know that creating an inclusive workplace is absolutely essential to the success of our company and our learners, as well as our individual well-being. We recognize the value of diverse perspectives in everything we do, and strive to ensure employees of all levels and backgrounds feel empowered to voice their ideas and bring their authentic selves to work. We achieve these priorities through programs, benefits, and initiatives that are integrated into the fabric of how we work every day. To learn more, please see https://www.cengagegroup.com/about/inclusion-and-belonging/.The Regional Director, Strategic Accounts is a senior regional sales leader responsible for ~$90M in annual revenue and the strategy that drives growth across a high‑visibility territory. Reporting to the VP, Strategic Accounts, this leader turns enterprise strategy into disciplined regional execution—elevating forecasting accuracy, pipeline health, and Salesforce rigor. Leading a team of Strategic Account Directors, the Regional Director shapes high‑impact account strategies, guides complex institutional pursuits, and strengthens partnerships with academic and executive leaders. In close collaboration with Solutions Sales, Product Consultants, and Customer Success, this leader advances the Institutional Sales motion, accelerates CU adoption, and builds the operational and data excellence needed to unlock sustained regional growth.What You'll Do Here: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 viabilityLead 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.Leadership ExpectationsModel strategic clarity and alignment, ensuring the team understands and accomplishes the vision, priorities, and operating standards set by the VP, Accounts.Develop and empower a high‑performing, inclusive team through regular coaching, clear expectations, proactive skill development, and trust‑based team dynamics.Foster a culture of accountability, setting high standards for forecast accuracy, CRM rigor, operational excellence, and consistent follow‑through.Set the tone for customer‑centricity, modeling consultative engagement, and elevating institutional relationships through data‑driven, value‑based conversations.Build a culture of continuous improvement, finding opportunities to strengthen sales processes, streamline workflows, and mature the Institutional Sales motion.Ensure consistency and alignment ac