Account Executive, Canada

Employee Type: Full - Time

Ellucian helps education institutions thrive in an open and dynamic world. We deliver a broad portfolio of technology solutions, developed in collaboration with a global education community, and provide strategic guidance to help education institutions of all kinds navigate change, achieve greater transparency, and drive efficiencies. More than 2,500 institutions in 50 countries around the world look to Ellucian for the ideas and insights that will move education forward, helping people everywhere discover their futures through learning.

As an Account Executive in Canada, you will be responsible for continued growth of existing accounts within assigned region by identifying new opportunities, submitting solutions and proposals to clients, and working with Ellucian's sales and services teams to close sales. In addition, you will be responsible for the overall client relationship. Whatever the responsibilities, you'll have lots of opportunity to make your impact at Ellucian.

• Selling full enterprise wide application software, both Ellucian ERP Platforms: Banner and Colleague, managed services, database software, maintenance, and strategic and managed services to the higher education marketplace.
• Developing business opportunities, identifying and qualifying leads, and building solid customer relationships to drive sales through the pipeline, managing company resources to bring customers to contract as well as managing the contracting process.
• Owning and managing the entire sales cycle from initial business development through contract completion.
• Networking and developing strong business relationships not only with customers and prospects in the assigned territory, but with all departments and key stakeholders within Ellucian, i.e. Inside Sales and Product Specialists.• Developing short and long term plans to achieve strategic sales objectives within the assigned territory.
• Developing and managing executive level and key stakeholder customer relationships within an institution that are involved with the decision making process.
• Interacting regularly across customer functional areas with senior management or executives to align Ellucian products and services to the customer's business needs.
• Managing and preparing all company personnel interacting with the customer.
• Consistently managing and accurately forecasting monthly, quarterly, and annual pipelines and forecasts.
• Preparing prospect pricing and proposal content. This would include working closely with Ellucian Consulting Services to develop appropriate scopes of services for the proposal.
• Developing, maintaining and sharing competitive knowledge to leverage in sales cycles.
• Representing and promoting Ellucian at Higher Education trade association and user group meetings.
• This is a remote position. Must live near a major airport.
•Bachelor's degree and 8+ years of direct ERP Software sales experience.
• Extensive sales experience selling large, complex software solutions and services. ERP sales experience is preferred.
• Proven and consistent sales track record of selling complex enterprise software and services, as well as demonstrable solution selling ability and business development skills.
• Strong written and verbal communication skills.
• Willingness to travel. Regional travel is required and is extensive.

• Experience selling large dollar value software and consulting services in the Enterprise space including ERP, PLM, CRM, etc.
• Strong ability to develop and manage executive (CEO, CFO, CIO, etc.) customer relationships and work with multiple levels within an organization to articulate the business value of our company's products and services.
• Proven ability to successfully sell multi-million-dollar software, managed services and consulting services deals.
• Strong desire to rapidly grow revenue/business within assigned territory and to develop Ellucian as the solutions provider of choice in that territory.
• Strong ability to balance the accomplishment of near-term revenue goals with the long-term, multi-year territory development including pipeline management and updating.
• Excellent communication, negotiation and closing skills.
• Strong business acumen and judgment for identifying, evaluating, developing, and closing sales opportunities.
• Excellent sales presentation and business writing skills.
• Excellent time management and organization skills.
• Experience developing financial spreadsheets and business justification cases.
• Experience presenting solutions both internally and externally.
• Ability to network and develop strong business relationships not only with customers and prospects in the assigned territory, but with all departments and key stakeholders within Ellucian.


Ellucian provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Ellucian complies with all laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Ellucian expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Ellucian employees to perform their job duties may result in discipline up to and including discharge.

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