Account Executive II (New&B2B)

Unlock Learning For All

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.

About The Opportunity

Primary Responsibilities:

• Manage a large set of Higher Education target customers within Australia and New Zealand
• New logo territory management
• Prepare strategies and account plans for each client / opportunity as required
• Manage the commercial aspects of the relationship between Ellucian and the target client including the tendering process and contract negotiations
• Participating in Customer Assessment and Feedback Management processes
• Identify and maintain executive relationships with key executives within the client base and leverage these relationships to achieve successful commercial outcomes
• Work with Marketing and Sales Support to deliver outcomes for clients and promote the image of the Ellucian brand in the target market
• Engender trust, confidence and collaboration in peer and partner relationships
• Provide timely and accurate forecast updates for accounts, opportunities and territories in the Ellucian CRM system
  
  

Deliverables:

• Achieve Annual Revenue target - measured on a quarterly basis.
• Quantifiable pipeline management - Revenue Target x 5
  
  

What will you bring:

• 8 -15 years enterprise software sales experience
• Creating go-to-market/activities plans for each quarter for the designated territory to acquire target accounts
• Creating account /activities plans for each quarter for the designated territory to achieve plan revenues
• Winning new licence sales revenue in line with quarterly targets
• Developing profiles of targeted accounts within the Higher Education sector
• Driving the implementation of sales and marketing campaigns
• Generating and following up on leads, qualifying leads and prioritising opportunities in the CRM System
• Ability to create effective and persuasive proposals with the assistance of the sales support and presales resources of Ellucian
• Ability to confidently and professionally present Ellucian’s strategy to high level executives and public audiences
• Produce an accurate monthly forecast and pipeline through Ellucian’s CRM system.
• Marshalling internal and Partner resources to conduct campaigns
• Developing, extending and maintaining relationships with the appropriate staff to coordinate and facilitate excellence in customer response and experience.
• Facilitating and nurturing Senior Management relationships to generate active sponsorship of Ellucian
• Maintaining an understanding of Ellucian’s strategic direction and interpreting its relevance to the industry sector
• Maintaining an awareness of Ellucian’s current and future application products and services
• Maintaining an understanding of competitive activity relevant to industry sector and market trends
  
  

Soft Skills

• Evidence of successful sales outcomes in complex product / multi-stakeholder sales environments managing revenue targets of up to $2M in software licenses
• High level communication and interpersonal skills
• Ability to self-manage and prioritise workload
• Higher Education vendor sales experience preferred but not mandatory
• Customer Satisfaction measurement and management - ability to resolve customer challenges
• Able to thrive in a small branch office environment
• Strong self-motivation and time management
• Ability to work across different time zones
• Strong leadership skills, strong written and verbal communications skills
• Conflict management skills
• High degree of creativity
• Teamwork skills
  
  

Travel:

• Up to 50-70% travel within assigned territory
• International Travel may be required occasionally
  
  

What makes #Ellucianlife

• 20 days annual leave plus public holidays
• Competitive superannuation and life cover
• Private Medical and Dental family cover
• Thrive Flex Program 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, Pride 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