Ellucian
Senior Account Executive (Existing Customers) | LA/MS | Remote
SaaS
Edtech.com's Summary
Ellucian is hiring a Senior Account Executive (Existing Customers) for the California territory. The role involves forming strategic relationships with higher education executives to expand existing enterprise accounts and drive complex sales cycles, supported by internal teams like pre-sales, marketing, and sales support. The candidate will develop account plans, leverage value-selling techniques, and manage sales forecasting and pipeline to successfully position Ellucian's solutions.
Highlights
- Drive expansion of current enterprise accounts through strategic sales in the California territory.
- Develop and execute effective account plans to meet revenue targets and support sustainable growth.
- Build and maintain strong relationships with C-level executives at higher education institutions.
- Apply value-selling processes using knowledge of Ellucian's product portfolio, including ERP solutions.
- Analyze customers’ technology footprints, growth plans, and competitive environments to inform sales strategy.
- Manage sales cycles, including forecasting, pipeline management, and resource allocation.
- Collaborate with internal teams such as Ellucian Executives, pre-sales consultants, proposals, inside sales, marketing, and sales support.
- Require 6+ years of SaaS/cloud sales experience to C-level executives within enterprise accounts.
- Preferred domain expertise in ERP, HCM, or Finance applications.
- Position requires 50-75% travel; experience selling to higher education institutions not mandatory.
Senior Account Executive (Existing Customers) | LA/MS | Remote Full Description
About Ellucian
Ellucian powers innovation for higher education, partnering with approximately 3,000 customers across 50 countries, serving more than 21 million students. Ellucian's AI-powered platform, trained on the richest dataset available in higher education, drives efficiency, personalized experiences, and strengthened engagement for all students, faculty and staff. Fueled by decades of experience with a singular focus on the unique needs of learning institutions, the Ellucian platform features best-in-class SaaS capabilities and delivers insights needed now and into the future. These solutions and services span the entire student lifecycle, including data-rich tools for student recruitment, enrollment, and retention to workforce analytics, fundraising, and alumni engagement. Ellucian's innovative solutions, vast ecosystem of partners and user community of more than 45,000 provides best practices leading to greater institutional success and achieving better student outcomes.
About the Opportunity
This role requires 50-75% travel.
We have an immediate opening for an Account Executive who will work in our California territory. In this role, you will work with higher education institution executives, including Presidents, Provosts, CFO's and CIO's to form strategic relationships and partnerships to sell Ellucian solutions in a consultative approach. You will be responsible for expanding our existing enterprise accounts and drive complex sales cycles by working with and supported by internal teams including Ellucian Executives, pre-sales consultants, proposals, inside sales, marketing, and sales support.
We have an immediate opening for an Account Executive who will work in our California territory. In this role, you will work with higher education institution executives, including Presidents, Provosts, CFO's and CIO's to form strategic relationships and partnerships to sell Ellucian solutions in a consultative approach. You will be responsible for expanding our existing enterprise accounts and drive complex sales cycles by working with and supported by internal teams including Ellucian Executives, pre-sales consultants, proposals, inside sales, marketing, and sales support.
If you're a self-starter, enjoy working in a dynamic team environment, & love building relationships with your client's Executives, then Ellucian is the place for you!
Where you will make an impact
- You will be a key player in Ellucian's field sales team to drive expansion of current enterprise accounts
- Develops effective and specific account plans to ensure revenue target delivery and sustainable growth.
- Develop relationships with customers and leverage to drive strategy through the organization.
- You will apply value-selling processes leveraging vast knowledge of Ellucian's product portfolio
- Establish strong relationships with C-levels based on knowledge of customer requirements and commitment to value.
- Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
- Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
- Develop and deliver a comprehensive business plan to address customer and prospects priorities and pain points.
- Demand Generation, Pipeline and Opportunity Management
- Manage sales through forecasting, account resource allocation, account strategy, and planning
- Drive complex sales cycles orchestrating internal resources of pre-sales, proposals, contacts, inside sales, marketing and sales support
- You will employ effective selling strategies to successfully position Ellucian as a viable choice to alternative ERP solutions.
What will you bring
- 6+ years of experience selling SaaS/Cloud products and solutions to C-levels within enterprise accounts
- Ability in managing complex sales cycles from start to finish with a proven track record in meeting and/or exceeding annual quotas
- Domain expertise in ERP, HCM, or Finance application is preferred
- Ability to establish key relationships with C-levels
- Proven success in transformational selling and strategy
- Proven experience working with internal teams to maximize selling opportunities.
- Ability to travel 50-75%
- Previous experience selling to higher education institutions is not required
What makes #Ellucianlife
- Comprehensive health coverage: medical, dental, and vision
- Flexible time off
- Thrive Flex Lifestyle Account (LSA) that allows you to contribute towards your health, financial or learning interests
- 401k w/ match & BrightPlan - to help you save for the future
- Parental Leave
- 5 charitable days to support the community that supports us
- Telemedicine
- Wellness
- Headspace Care (mental health)
- Wellbeats (virtual fitness classes)
- RethinkCare & Wellthy- caregiver support
- Diversity and inclusion programs which provide access to internal employee resource groups
- Employee referral bonuses to encourage the addition of great new people to the team
- We Foster a learning culture with:
- Education Assistance Program
- Professional development opportunities
#LI-AC1
#LI-REMOTE
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