Account Manager

We believe in the power and joy of learning At 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 discovery Our 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 . The Account Manager is a senior level sales professional that drives revenue growth across Cengage’s portfolio of products and digital solutions focused on high value and complex accounts—including Higher Education, English Language Learning, and Library & Research Solutions—within an assigned sales territory. This role partners with schools, universities, ministries, learning institutions, etc. to understand their educational goals and deliver outcome based solutions that increase adoption, engagement, and long‑term customer value while achieving annual sales targets. This position combines consultative selling, focused execution, and strong relationship management to deliver predictable growth across new logo acquisition, expansion, and renewal‑influenced revenue while mentoring other sales executives and driving assigned sales initiatives across the team. What you'll do here: Sales Execution & Territory Ownership Own end‑to‑end revenue execution for assigned territory, including pipeline creation, deal progression, and achievement of sales targets across new logo, expansion, and renewal‑influenced growth. Meet and exceed sales targets by effectively implementing territory sales strategies and prioritized account plans. Implement focused sales motions and pipeline rigor, ensuring strong qualification, clear opportunity progression, and early identification of deal risk. Maintain accurate pipeline, forecasting, and sales activity tracking through consistent CRM updates. Customer Engagement & Solution‑Led Selling Build and maintain strong relationships with educational institutions, faculty, administrators, distributors, and decision‑makers through in‑person, virtual, and phone engagement. Lead solution‑led selling conversations anchored in customer outcomes, value, return on investment, and measurable impact—shifting beyond relationship‑based selling. Conduct product presentations, demonstrations, competitive pitches, and training sessions aligned to customer use cases and buying criteria. Own solution design and value storytelling in complex deals, integrating CLP, Higher Education, Gale, NGL, and select print solutions into cohesive, outcome‑driven proposals. Accelerate pipeline velocity and improve win rates by proactively addressing technical, pedagogical, adoption, and implementation considerations. Portfolio Growth & Account Expansion Drive digital and portfolio growth by accelerating CLP adoption and enabling effective cross‑sell opportunities across our brands while retaining and protecting print revenue where applicable. Identify and develop new business opportunities within existing and prospective accounts. Build long‑term customer lifetime value through proactive account planning, expansion pathways, and close alignment with Customer Success on post‑sale adoption and outcomes. Cross‑Functional Collaboration Partner closely with Product Solution Consultants on complex opportunities, applying expertise for demos, return on investment articulation, competitive positioning, and formal proposal requests driven deals. Collaborate with Marketing and Customer Success to design customized learning solutions and ensure a seamless customer experience. Partner with Sales Leadership and Revenue Operations on pricing, forecasting, and negotiations. Market Awareness & Representation Monitor market trends, customer needs, and competitive activity to identify growth opportunities and inform sales strategy. Communicate territory performance, pipeline status, key opportunities, and insights to leadership through regular reporting. Represent Cengage at education conferences, trade shows, and networking events as required. Provide post‑sale support in partnership with internal teams to ensure customer satisfaction and long‑term success. Other Mentor other sales team members and train new team members. Drive assigned initiatives across the sales team as assigned. Skills you will need here: Minimum of 7 years of sales experience, preferably within education, EdTech, SaaS, or similar industry. Demonstrated success leading large, complex customers and driving long‑term revenue growth with consistent achievement of sales targets and pipeline accuracy. Strong executive presence with the ability to influence senior partners. Ability to handle multiple partners, priorities, and complex deal cycles. Comfort working cross‑functionally and leading without direct authority. Understanding of educational trends, digital learning tools, and curriculum standards. Strong digital proficiency with the ability to engage customers on both digital solutions and print products. Ability to uncover customer needs and translate them into compelling, value‑based solutions. Excellent communication, presentation, and negotiation skills. Experience using CRM tools (e.g., Salesforce) to lead pipeline and sales activity. Familiarity with instructional technology or digital learning platforms preferred. Strong organization, time‑management, and prioritization skills. Ability to travel to customer locations, team meetings, and industry events. Bachelor’s degree in business, marketing, education, related field, or equivalent experience. Ability to regularly travel to meet customers within territory and to attend customer events and sales meetings. Cengage is committed to working with broad talent pools to attract and hire strong and most qualified individuals. Our job applicants are considered regardless of any classification protected by applicable federal, state, provincial or local laws. Cengage is also committed to providing reasonable accommodations for qualified individuals with disabilities including during our job application process. If you are an applicant with a disability and require reasonable accommodation in our job application process, please contact us at [email protected] . About Cengage Cengage, a global education technology company serving millions of learners, provides affordable, quality digital products and services that equip students with the skills and competencies needed to be job ready. For more than 100 years, we have enabled the power and joy of learning with trusted, engaging content, and now, integrated digital platforms. We serve the higher education, workforce skills, secondary education, English language teaching and research markets worldwide. Through our scalable technology, including MindTap and Cengage Unlimited, we support all learners who seek to improve their lives and achieve their dreams through education. Compensation At Cengage Group, we take great pride in our commitment to providing a comprehensive and rewarding Total Rewards package designed to support and empower our employees. Click here to learn more about our Total Rewards Philosophy . The full base pay range has been provided for this position. Individual base pay will vary based on work schedule, qualifications, experience, internal equity, and geographic location. Sales roles often incorporate a significant incentive compensation program beyond this base pay range.