Cengage Learning Vice President, Channel Strategy & Operations in Boston, Massachusetts


The VP of Channel Strategy & Operations, reporting to the Senior Vice President (SVP) of Go-To-Market (GTM) Strategy & Operations, will be a key member of the GTM leadership team and will lead all aspects of Cengage’s channel approach. The VP of Channel Strategy & Operations will own:

  • Channel Strategy : Determining the approach, optimal mix and approach to both direct (Cengage Brain) and partner (Amazon, Barnes & Noble, Follett, etc.) channels that result in the most seamless experience for our customers to discover and purchase our educational solutions

  • Day-to-day Operations : Managing the day-to-day operations of our channels, ensuring we have the right product and pricing feeds, developing detailed metrics, forecasting and reporting to measure the success of our overall channel business and providing a broad spectrum of operational support to ensure the success of our channel sellers and channel partners.

  • Channel Partnerships : Growing and maintaining our relationships with our channel partners, ensuring we have strong business relationships at all levels of our partner organizations.

  • New Business and Commercial Model Implementation: Working with our partners to determine new business and commercial models to drive digital sales, including direct APIs into our key educational courseware solutions, better discoverability, promotions, and commercial approaches that drive digital sales growth.


  • Lead the overall channel strategy, looking forward in 1,2 and 3 year horizons to ensure we are always evolving, driving growth in our digital products and becoming best-in-class when it comes to getting the right product to the right customer at the right time.

  • Grow and maintain channel partnerships, building out strong and trusting relationships with executives at our key channel partners

  • Drive regular (quarterly) business reviews with our channel partners to review progress against both financial and strategic objectives

  • Build a detailed set of automated dashboards that analyze ordering patterns, historical trends, gross sales, returns and net sales and forecast out the remaining fiscal year

  • Manage a team of high performing channel focused employees, ensuring they are focused on the right priorities and developing their skill sets to greater heights

  • Develop and implement new commercial models with our channel partners, ensuring we are participating in all different forms of product sales and that our products and educational solutions are attractively priced

  • Manage the operations and integration with the channel partners, ensuring we are seamlessly exchanging and updating product, pricing and marketing information and generally improving operational efficiencies


  • Bachelor’s degree or higher

  • 8+ years of Channel Experience, either within a channel partner or with a company that has multiple large scale channel partners

  • 5+ years of people management & development experience

  • Proven track record of driving growth in a (multi) channel environment

  • Very strong analytical and financial acumen, with expert level excel skills and detailed understanding of revenue and costs

  • Experience in developing short and long term strategic plans, with ability to move seamlessly between strategic planning and tactical execution

  • Strong technical / technology experience to understand and help drive complex channel integrations

  • Exceptional collaboration skills, proven ability to form strong cross-functional relationships with varying business partners

  • Demonstrated leadership skills, driving cross functional teams and building high performing teams

  • Lead change and work with and inspire a broad range of individuals towards one common goal

  • Self-starter, results oriented

  • Strong entrepreneurial drive that inspires the team to test and learn and scale successful innovations to drive business growth

  • Strong interpersonal and relationship management skills; ability to manage differing points of views across broad sets of stakeholders and influence an appropriate solution

  • Excellent communication skills, both verbal and written. Ability to simplify complex messages and influence ideas and initiatives throughout all levels of the organization

  • Innovative, flexible, and creative problem-solving skills

Job Locations US-MA-Boston

Posted Date 6 days ago

Requisition ID 2017-3733

Job Function Strategy - Planning