Ellucian Global Strategic Account Manager in Reston, Virginia


Posting Title:

Global Strategic Account Manager



# of Openings per Req:


Role Description:

Ellucian is seeking a Global Strategic Account Manager to help manage our global customer relationship with one of our largest clients. You will team up with our Regional Sales Leadership Team and internal resources to pursue and manage selling opportunities, build and maintain key relationships, monitor deployment projects, engage virtual resources and establish the CXO relationship strategy within the account. Once a strategy is established and agreed with our customer, the virtual global sales organization will execute it under your leadership.

Our Sales team works in a fast-paced, cross-functional, dynamic environment, where innovative ideas and creative minds meet to drive significant market share through partner collaboration and field success.

  • Ability to collaborate with our Regional Sales Leadership Team to build strategic relationships across the account, articulating a clear vision and generating enthusiasm, while impacting all business groups.

  • Responsible for selling at the most strategic level within the account and implementing a broad strategy for earning customer acceptance and service implementation

  • Engage with all appropriate Ellucian resources (Executives, IT, Sales, Marketing, Partners, Service teams and Professional Services) to support customer interests.

  • Ability to navigate across Ellucian and the customer in a trusted advisor/consultative approach

  • Establish credibility quickly with senior level executives across both organizations

  • Provide the vision and direction to implement strategies & processes to deliver a best in class customer experience while enabling profitable revenue growth

  • Ensure our partner is properly educated on our product & services by providing the training & resource enablement necessary to ensure that they are continually informed

  • Continual communication with our partner regarding current and upcoming product features and how these can be utilized by customers to address their business needs

  • Develop engagement plans with account teams to ensure customer retention

  • Serve as liaison within company to ensure customer needs are met; coordinate with account management, support, services product management and development

  • Presenting solutions in the context of business value to the client. Ensuring that the client understands the value that was achieved with previously delivered solutions

  • Establishing rapport with others on a business and personal level internally and externally.

  • Establishing credibility and trust in all executive level interactions. Using relationships to promote the application of Ellucian services to consume the backlog as quickly as practical

  • Locating and securing the appropriate internal resources and subject matter experts to advance the client relationship

  • Presenting an accurate and compelling overview of Ellucian and identifying the most influential people in a given sales opportunity directly through observation and interviews or indirectly through research or third-party conversations. Creating a relationship strategy for each key player that affects or is affected by the outcome of the buying decision

  • Engage with product teams and customers to ensure effective communication of product roadmaps and their influence on customer activities

  • Oversee the transition from professional services to customer success upon solution go-live and work with both the customer and professional services to implement a post-go live plan to support continuous process improvement of both the product and its aligned business processes

  • Provide input to professional services regarding the analysis and planning of services hours and implementation plans to deploy the solution

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  • 10+ years of enterprise selling in large global accounts

  • Experience in large complex deal negotiations with a successful track record

  • Ability to navigate across Ellucian and the customer in a trusted advisor/consultative approach

  • Excellent interpersonal, verbal and written communication

  • Presentation skills are required

  • Demonstrated knowledge of applications development life cycles and processes.

  • Ability and commitment to travel

  • Higher Education experience a strong advantage

  • Supervisory and Project management experience

  • Strong leadership skills

  • Conflict management skills

  • High degree of creativity

  • Teamwork skills

  • Our success is based on our ability to collaborate and it will be expected that you will be an active player within our team

  • Bachelor’s Degree or equivalent experience in Business Administration

  • Full professional proficiency in English and Spanish


Company Information:

Ellucian is the world’s leading provider of software, services and insight to higher education. Ellucian helps the higher education community—students, faculty, and staff—achieve their goals more efficiently, effectively, and with reduced risk. Ellucian’s comprehensive suite of software solutions includes student information systems (SIS), finance and HR systems, recruiting and retention systems, among other offerings. With more than 1,500 institutions subscribing to Ellucian’s cloud services and SaaS offerings, the company is one of the largest providers of cloud-based solutions. Ellucian also supports the higher education community with a range of professional services, such as application software implementation, training, education, and management consulting. More than 2,400 institutions in 40 countries rely on Ellucian to help enable the mission of higher education.

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We’re inclusive

All qualified applicants will receive consideration for employment at Ellucian without regard to race; creed; color; religion; national origin; sex; age; disability; sexual orientation; gender identity or expression; genetic predisposition or carrier status; veteran, marital, or citizenship status; or any other status protected by law.