Account Executive (New&B2B)

Purpose of the role

This role is responsible for sales with both new and existing customers. Working closely with the Pre-Sales & Services teams to close deals and ensure overall client satisfaction at a high level.

You are responsible for ensuring that Ellucian's financial targets for your territory are met by fostering executive level relationships with target clients within the territory and articulating the business value of Ellucian's software and services based solutions to them.

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

  • Achieve Annual Revenue target - measured on a quarterly basis.
  • Quantifiable pipeline management - Revenue Target x 4

Selection Criteria - Professional skills
  • 10-15 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

Selection Criteria - 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


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