Ellucian Account Executive - New Logos/West Coast in Seattle, Washington
Account Executive - New Logos/West Coast
# of Openings per Req:
Sales and Software License and Cloud Subscription Revenue.
Annual Revenue - Achieve / exceed quota targets.
Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships with new customers and leverage to drive strategy through the organization.
Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, the value of solutions, the value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
Customer Acumen - 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.
Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become references.
Business Planning – Develop and deliver a comprehensive business plan to address customer and prospects priorities and pain points.
Demand Generation, Pipeline and Opportunity Management
Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
Pipeline partnerships – Leverage support organizations including Marketing, to funnel pipeline into the assigned territory.
Leverage Ellucian Solutions – Be proficient in and bring all Ellucian offers to bear on sales pursuits
Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
Support all promotions and events in the territory
Orchestrate resources: deploy appropriate teams to execute winning sales
Utilize best practice sales models
Understand Ellucian's competition and effectively position solutions against them
Maintain CRM system with accurate customer and pipeline information
Leading a (Virtual) Account Team
Demonstrates leadership skills in the orchestration of remote teams.
Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.
Auto req ID:
Job Posting Location(s):
US-CA-Costa Mesa, US-CA-Los Angeles, US-CA-San Francisco, US-CA-Tustin, US-NV-N. Las Vegas, US-OR-Salem, US-Remote, US-WA-Seattle
5+ years of experience in sales of complex business software / IT solutions
Bachelor's Degree required
Proven track record in business application software sales.
Experience in the lead role of a team-selling environment.
Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
Ellucian is the world’s leading provider of software, services and insight to higher education. Ellucian helps the higher education community—students, faculty, and staff—achieve their goals more efficiently, effectively, and with reduced risk. Ellucian’s comprehensive suite of software solutions includes student information systems (SIS), finance and HR systems, recruiting and retention systems, among other offerings. With more than 1,500 institutions subscribing to Ellucian’s cloud services and SaaS offerings, the company is one of the largest providers of cloud-based solutions. Ellucian also supports the higher education community with a range of professional services, such as application software implementation, training, education, and management consulting. More than 2,400 institutions in 40 countries rely on Ellucian to help enable the mission of higher education.
All qualified applicants will receive consideration for employment at Ellucian without regard to race; creed; color; religion; national origin; sex; age; disability; sexual orientation; gender identity or expression; genetic predisposition or carrier status; veteran, marital, or citizenship status; or any other status protected by law.