Senior Account Executive (New&B2B)
Ellucian
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Benefits offered by this job
Job summary
Ellucian seeks a Senior Account Executive to own and grow a portfolio of Higher Education institutions across Australia and New Zealand. You will drive new-logo acquisition and expand existing accounts, leading end-to-end multi-stakeholder sales cycles with Pre-Sales, Professional Services, and partners.
You will be accountable for revenue targets by building executive relationships with university leaders and CIOs, CFOs, and provosts, articulating Ellucian's value and ROI of software and
Qualifications
- 10+ years' enterprise software or SaaS sales experience.
- Proven success carrying and exceeding a $2M+ annual software/SaaS revenue quota.
- Familiar with structured sales methodologies (e.g. MEDDPICC, Challenger, Value Selling).
- Experience selling digital transformation, cloud/SaaS, or ERP-like solutions.
- Proven ability to build and execute account and territory plans that convert into wins.
- Confident, credible presenter able to engage C-level and public-sector stakeholders.
- Skilled at orchestrating internal and partner resources across a deal cycle.
- Higher education sector or vendor sales experience highly regarded, though not mandatory.
Skills
Job description
Ellucian powers innovation for higher education, partnering with approximately 3,000 customers across 50 countries, serving more than 21 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, including data-rich tools for 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 provides best practices leading to greater institutional success and achieving better student outcomes.
The Senior Account Executive owns a portfolio of Higher Education institutions across Australia and New Zealand, driving both new-logo acquisition and growth within existing accounts. Working in close partnership with Pre-Sales, Professional Services, Customer Success, and channel/alliance partners, you will lead complex, multi-stakeholder sales cycles from qualification through to contract execution.
You are accountable for achieving Ellucian's revenue targets across your territory by building trusted, executive-level relationships with client and partner stakeholders, and by clearly articulating the business value and return on investment of Ellucian's software and services to senior decision-makers, including Vice-Chancellors, CFOs, and CIOs.
- Own and grow a portfolio of Higher Education accounts across Australia and New Zealand, balancing new-logo pursuit with expansion of existing customer relationships
- Build and execute territory, account, and opportunity plans each quarter, aligned to Ellucian's go-to-market strategy
- Lead the end-to-end commercial process — qualification, solution alignment, tendering/RFP response, negotiation, and contract close — for complex, multi-stakeholder deals
- Develop and maintain executive-level relationships with key institutional stakeholders (e.g. Vice-Chancellor, CFO, CIO, Provost) and leverage these to drive successful commercial outcomes
- Partner with Pre-Sales and Professional Services to shape compelling, value-based proposals and ensure a smooth transition from sale to implementation
- Engage effectively with system integrator and consulting alliance partners to extend reach and jointly progress opportunities across the territory
- Maintain accurate, real-time forecasting and pipeline data within Ellucian's CRM, providing reliable visibility to sales leadership
- Participate in customer feedback and satisfaction processes, acting on insights to protect and grow the relationship
- Collaborate with Marketing and Sales Development to convert campaigns and market activity into qualified pipeline
- Maintain a current understanding of Ellucian's product roadmap, competitive landscape, and higher education sector trends across ANZ.
- 10+ years' enterprise software or SaaS sales experience, ideally including complex, multi-stakeholder public sector, government, or education deals
- Demonstrated success carrying and exceeding an annual quota of $2M+ in software/SaaS revenue
- Working knowledge of a structured sales methodology (e.g. MEDDPICC, Challenger, Value Selling) and disciplined pipeline/forecast management
- Experience selling digital transformation, cloud/SaaS, or ERP-type solutions into complex institutional or enterprise buying environments
- Proven ability to build and execute account and territory plans that convert into new-logo wins and expansion revenue
- Confident, credible presenter able to engage C-level executives and public-sector stakeholders
- Skilled at orchestrating internal (pre-sales, services, marketing) and partner resources across a deal cycle
- Higher education sector or vendor sales experience highly regarded, though not mandatory
- 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
- LinkedIn Learning
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