Note: The job is a remote job and is open to candidates in USA. Ellucian is a company that powers innovation for higher education, partnering with numerous institutions globally. They are seeking an Account Executive to work with higher education executives in California, focusing on expanding enterprise accounts and driving complex sales cycles through strategic relationships and consultative selling.
Responsibilities
- This role requires 50-75% travel
- 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
Skills
- 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
- 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%
- Domain expertise in ERP, HCM, or Finance application is preferred
- Previous experience selling to higher education institutions is not required
Benefits
- 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
Company Overview
Ellucian delivers the software, services, and insights that help your institution thrive. It was founded in 1968, and is headquartered in Fairfax, Virginia, USA, with a workforce of 1001-5000 employees. Its website is http://www.ellucian.com.