Senior Channel Partnerships Manager

Job Locations US-NY-Clifton Park | US-MA-Boston
Posted Date 3 weeks ago(7/15/2020 3:57 PM)
Requisition ID
Job Function


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Do you dare to reinvent the future of education?

At Cengage, we're building a future where all learners have the tools and confidence to achieve their goals. As a Cengage employee, you'll help transform the way people learn about our products. Collaborating with the best of the best, you'll feel challenged and inspired to do breakthrough work.

Are we right for you?

We set the bar higher by bringing our unique talents and points of view to the table every day. We're curious and comfortable with change and are willing to take risks to transform education for the better. Most importantly, we put learning first with everything we do. We also offer a fun, challenging, and rewarding environment with the opportunity to work with some of the most talented people in our industry. Together, there's no limit to what we can imagine, create and innovate!

What You'll Do Here:

As part of the Cengage Higher Ed & Skills Strategy team, the Channel team develops and executes Cengage’s channel strategy, optimizing the delivery of our offerings to the market via successful relationships with channel partners, and excellence in channel data analytics and operations. 
As a Senior Channel Partnerships Manager, you be responsible for managing and growing strategically important, large accounts, and for providing coaching and mentoring for the rest of the channel management team. In this role, you will collaborate with the Channel strategy and operations team to formulate channel strategy and be responsible for implementing that strategy in key accounts. This position will report to the VP, Channel Strategy and Operations. 
  • Act as primary owner of accounts within portfolio, coordinating company-wide relationship with a 360-degree view - be Cengage’s #1 go-to person and expert on the account.
  • Develop a deep understanding of partners’ strategy, business and interests, vis-à-vis Cengage’s business and interests, and identify shared objectives.
  • Cultivate partnerships with channel partners, representing Cengage to partner and partner to Cengage, and collaborating with Cengage executive team to optimize account.
  • Negotiate existing and new contracts with assigned partners.
  • Ideate and create new ways to drive partnerships in line with company goals and strategy.
  • Provide coaching/mentoring to Channel team members.
  • Work closely in collaboration with strategy and operations teammates to implement strategic initiatives, and drive account-specific analytical insights and streamlined partner reporting and operations.
  • Drive and facilitate partner business review meetings.
  • Lead specified channel team and cross-functional projects to deliver on Channel strategy.
  • Represent Cengage at conferences/tradeshows 

Skills You Will Need Here:

  • Four-year degree plus 8+ years of sales or enterprise relationship management experience required, preferably in a customer service, sales, or marketing capacity in a digital, software, retail, or information/publishing industry environment, working with complex value propositions and enterprise customers.
  • Strong communication skills (written and verbal).
  • Highly strategic, with ability to work effectively with executive level contacts, internally and externally.
  • Working knowledge of Microsoft Office and Outlook.
  • Advanced analytical/problem-solving skills.
  • Strong organizational skills and proven ability to manage multiple, complex priorities.
  • Experience in complex enterprise contract negotiations.
  • Track record of exceptional collaboration, relationship and consultative skills with demonstrated success building partnerships with internal and external stakeholders at all organizational levels in a matrixed environment.
  • Highly resourceful, stellar execution skills (strategy through implementation).
  • Experience driving innovation and process improvements that enable the business to achieve its objectives.
  • Availability and ability to travel overnight, potentially a few nights per month



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