Cengage Learning Director, Strategic Partnerships in New York, New York


The Strategy – Corporate Development team at Cengage Learning plays a critical role in shaping the future of the company by providing deep customer understanding, leading merger and acquisition efforts, developing and executing strategic initiatives, cultivating and maintaining partnerships, innovating business models, and improving market readiness. This is a high impact, high visibility team that is tasked with delivering significant value across the organization.

The Director, Strategic Partnerships will own sourcing and negotiating partnerships with 3 rd party technology providers and other strategic partners across Cengage’s business and product units. You will be responsible for working with Product, Sales, Marketing, and leadership teams to identify areas of need, sourcing potential partners, conducting due diligence and conducting contract negotiations. You will also be responsible for maintaining and expanding use of Cengage’s new Salesforce partnership management system. Additionally, you will periodically be required to work with Product teams, M&A and Cengage leadership to run build – buy – partner analyses, including financial modeling.


  • Work with product teams and business units to identify and prioritize areas of need for 3 rd party partnerships, including technology providers, student ancillary products, content, and distribution

  • Source potential partners and conduct due diligence, including assessment of partner alignment with need, reach, stability, and potential areas of risk

  • Drive contract negotiations, including modeling impact on product margins

  • Field inquiries from interested 3 rd parties and potential partners

  • Maintain Salesforce partner management system, including adding new partner leads, updating annual payment metrics and other key indicators, and ensuring deal terms are up to date

  • Drive quarterly meetings with Product and Business leadership to identify potential areas of risk in existing partnership, identify pipeline of acquisition targets and prioritize new partnership needs

  • Be a thought partner on new, innovative strategies to drive businesses to best-in-class

  • Ensure frameworks incorporate broader strategic considerations

  • Builds advanced knowledge of company's products/services and industry

  • Negotiate business terms and structure agreements in collaboration with Legal, Finance, Strategy, and Functional owners

  • Maintain a robust and growing network of contacts in the educational technology industry and participate in education events


  • BA/BS with proven achievement

  • 7-10 years’ relevant work experience, including management consulting, strategic partnerships, or corporate strategy

  • Minimum of 5 years previous consulting and/or strategy experience at a top tier consulting firm or equivalent experience at a technology, media, or education firm

  • Demonstrated ability to conceive and execute quantitative analysis and deliver data-driven insights

  • Strong modeling skills

  • Demonstrated ability to participate in and lead cross-functional teams

  • Proven ability to recognize industry change, develop understanding of long-term implications, and deliver recommended strategies for new business opportunities

  • Strategic and analytical thinking, strong capability of project management and problem solving skills, sound judgment and a willingness to resolve issues and problems in a timely manner

  • Excellent communications skills: the ability to develop rapport and credibility across the organization and promote ideas and proposals persuasively

  • Comfort with and eagerness to tackle ambiguous problems

  • Highly collaborative and able to influence. Should embrace, support and practice a collaborative style which goes beyond relationship building. Will achieve results with and through others

  • Ability to travel 25%

Requisition ID 2017-3391

Job Locations US-NY-New York


US-CA-San Francisco

Posted Date 6/19/2017

Job Function Strategy - Planning