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Account Executive II (New&B2B)

Remote:

Full Remote

Contract:

Full time

Experience:

Mid-level (2-5 years)

Work from:

Australia

Offer summary

Qualifications:

8-15 years enterprise software sales experience, Higher Education vendor sales experience preferred, Ability to create proposals and presentations, Experience managing revenue targets up to $2M, Strong understanding of competitive market trends.

Key responsabilities:

Manage relationships with Higher Education clients
Prepare strategies and account plans for clients
Participate in customer assessment and feedback management
Deliver timely forecasts and manage pipeline in CRM
Achieve annual revenue target through effective client management

Ellucian https://www.linkedin.com/

1001 - 5000 Employees

See more Ellucian offers

Job description

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: