Senior Account Executive (New&B2B)

About Ellucian Ellucian is a global market leader in education technology. We power innovation for higher education, partnering with more than 2,800 customers across 50 countries and serving over 20 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, from 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 provide best practices leading to greater institutional success and achieving better student outcomes. Values Rooted in Purpose We embrace the power to lead, the courage to innovate, and the determination to grow. At our core, we believe in humanizing our approach, recognizing that our people are our greatest strength. With a shared vision of transformation, we endeavor to shape a brighter future for higher education. About The Opportunity We have an immediate opening for an Senior Account Executive who will work in our Middle East region. In this role, you will work with higher education institution executives, including Presidents, Chancellors, 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, customer success, partners, marketing and professional services teams. 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 • Manage the entire sales cycle from prospecting to closing deals. This includes. Identifying and qualifying prospects, scheduling and conducting customer meetings, negotiating business proposals and closing new opportunities • Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. • Collaborate with Cross-Functional Teams such as Marketing, Partnerships or Customer Success. • 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 You Will Bring • 5+ 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 >25% • Previous experience selling to higher education institutions is preferred What makes #Ellucianlife • 25 days annual leave plus public holidays • End of service gratuity and flight allowance contributions • Private medical and dental cover for self, spouse and 2 dependents • Thrive Flex Lifestyle Account (LSA) that allows you to contribute towards your health, financial or learning interests • 5 charitable days to support the community that supports us • Wellness • Headspace (mental health) • Wellbeats (virtual fitness classes) • RethinkCare – caregiver support • Diversity and inclusion programs that promote employee resource groups such as: Women in Technology, Lean In Circles and Go Green to name a few. • Parental leave • 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 • LinkedIn Learning Show more Show less

5+ years of experience selling SaaS/Cloud products and solutions to C-levels within enterprise accounts; ability to travel >25%

Drive expansion of current enterprise accounts; manage the entire sales cycle from prospecting to closing deals including identifying prospects, meeting with customers, negotiating proposals, and closing opportunities; develop effective account plans to ensure revenue targets and growth; collaborate with cross-functional teams (Marketing, Partnerships, Customer Success); build relationships with customers and executive stakeholders; apply value-selling to Ellucian's product portfolio; establish relationships with C-levels; understand customer technology footprint and strategic plans; lead designated territory including accounts and sales cycles; develop and deliver business plans addressing customer priorities and pain points; sales forecasting, pipeline management, and resource allocation; drive complex sales cycles with internal resources; position Ellucian against ERP alternatives.