Here at Ellucian, we are motivated by a mission - power education so institutions can empower student success. We are the global market leader in EdTech for higher education, serving more than 2,900 customers and reaching over 22 million students in 50 countries. We are dedicated to helping higher education unlock learning for all by providing solutions that support the entire student lifecycle and deliver insights needed now and into the future.

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.

Account Executives (Specialty) work with Higher Education Institutions to unlock student financial frustration, recruit and advise students more efficiently, increase enrollment, and seeing the full life cycle of constituents to increase giving from potential donors. Reporting to one of our Sales Leaders, the Ellucian Account Executive (Specialty) will meet or exceed goals within the assigned territory by promoting and selling the suite of products using consultative and value selling techniques. The Account Executive (Specialty) will develop a complete understanding of each institution’s needs as they relate to the Student Financial Success portfolio, Degree Audit and planning products, CRM suite of products, including each institution's business requirements, internal power structure, incumbent products, price sensitivity, regulatory challenges, etc.

Where you will make an impact
• Strategic Prospecting and Business Development
o 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
o Implement a structured and consultative sales process to understand the institutions’
objectives. Tailor Ellucian’s 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
o 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
o Deliver impactful executive-level presentations, leveraging effective storytelling, business
acumen, and financial expertise. Establish a measurable and compelling ROI for our
offerings.

• Negotiation and Deal Closure
o 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
o 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 feedback from the field 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 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 supporq
• 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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