Account Executive (New & Existing) | CA | Remote

About the role

This role requires 50-75% travel. We have an immediate opening for an Account Executive who will work in our California territory.

Responsibilities

• Work with higher education institution executives, including Presidents, Provosts, CFO’s and CIO’s to form strategic relationships and partnerships to sell Ellucian solutions in a consultative approach.
• Expand existing enterprise accounts and drive complex sales cycles by working with and supported by internal teams including Ellucian Executives, pre-sales consultants, proposals, inside sales, marketing, and sales support.
• Develop 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.
• 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.
• 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.
• Employ effective selling strategies to successfully position Ellucian as a viable choice to alternative ERP solutions.

Requirements

• 6+ years of experience selling SaaS/Cloud products and solutions to C-levels within enterprise accounts.
• 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 50-75%.

Qualifications

• Previous experience selling to higher education institutions is not required.