Job Details

This job is with Ellucian, an inclusive employer and a member of myGwork – the largest global platform for the LGBTQ+ business community. Please do not contact the recruiter directly.

Ellucian powers innovation for higher education, partnering with approximately 3,000 customers across 50 countries, serving more than 21 million students. Ellucians 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. Ellucians 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.

Account Executives (Specialist) work with Higher Education Institutions to unlock student financial frustration, recruit and advise students more efficiently, increase enrollment, and see the full life cycle of constituents to increase giving from potential donors. Reporting to one of our Sales Leaders, the Ellucian Account Executive (Specialist) will meet or exceed goals in the assigned territory by promoting and selling the suite of products using consultative and value-selling techniques. The Account Executive (Specialist) will develop a comprehensive understanding of each institutions needs related to the Integrated Solutions Suite, including its business requirements, internal power structure, incumbent products, price sensitivity, and regulatory challenges.
Where you will make an impact

• Strategic Prospecting and Business Development:
  • Utilize a diverse range of channels, from networking and industry events to cold calling, email campaigns, and social selling, to identify and cross-sell into current customers and engage with potential institutions.
• Value Selling:
  • Implement a structured and consultative sales process to understand the institutions objectives. Tailor Ellucians solutions to address specific challenges and establish yourself as a trusted advisor to gain access to C-level stakeholders. Effectively communicate the value proposition and ROI of our products to a diverse range of stakeholders.
• Relationship Building:
  • Cultivate strong, enduring relationships with key stakeholders, including C-level executives, department heads, and influencers within institutions. Develop a comprehensive understanding of organizational structures, decision-making processes, and buying cycles.
• Compelling Solution Presentation:
  • Deliver impactful executive-level presentations, leveraging compelling storytelling, business acumen, and financial expertise. Establish a measurable and persuasive ROI for our offerings.
• Negotiation and Deal Closure:
  • Lead the negotiation process, encompassing pricing and contract terms. Collaborate seamlessly with internal teams, including legal, finance, solutions consulting, and professional services, to ensure smooth deal closure and implementation. Consistently meet or exceed assigned sales quotas and revenue targets.
• Cross-functional Collaboration:
  • Orchestrate collaboration across the Ellucian team, including Core Account Executives, Solutions Consulting, Marketing, Customer Success, Product, Professional Services, and Executives. Ensure alignment in messaging, customer satisfaction, and product roadmap development. Provide valuable field feedback to shape future product enhancements.

What you will bring

• 3+ years of successful sales experience. Knowledge of the higher education industry and SaaS is highly desirable.
• Proven success in prospecting, building a pipeline, moving opportunities through the sales cycle to closure, presenting and discussing solutions with C-level and other decision-makers.
• Strong work ethic, coachable, humble, with the will to win.
• Ability to travel periodically, not to exceed 50%, to spend time in the field with prospects and clients.

• 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

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