Ellucian Vice President of Global Partnerships in Reston, Virginia


Posting Title:

Vice President of Global Partnerships



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Role Description:

The Vice President of Global Partnership will be responsible for building & leading a unified partnership program that will drive profitable revenue growth and enhance our ability to deliver an exceptional customer experience. This position reports directly to our Chief Executive Officer and will manage a globally dispersed team.

Higher education customers are transforming to modern campuses while leveraging technology and solutions to enable student success. The Vice President of Global Partnerships will be instrumental in propelling our footprint in the marketplace while ensuring a ‘Customer First’ type of thinking for all partner planning.

Our channel 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.

Key Responsibilities:

  • Ownership & accountability for the go-to-market strategy development for our Sales & Services channel businesses.

  • Provide the vision and direction to implement strategies & processes to create/build a best in class partner program while enabling profitable revenue growth.

  • Elevate our partner network and partner program delivery by winning new customers and gaining new references through channel services and support success.

  • Create global alignment across all Partnership & Strategic Alliances programs ensuring that all parties are educated & informed on market happenings and product offerings

  • Optimize & scale partner enablement reach by managing, growing and nurturing the relationships of existing partners, developing new channels and enhancing the channel partnership programs

  • Create innovative campaigns and programs to deliver on revenue plan and further market penetration

  • Establish the guard rails and validation of quality for partner services and delivery

  • Maintain & measure departmental KPIs to garner actionable insights that will drive successful services & support strategies around increasing renewal rates, reducing churn, and enhancing our NPS

  • Establish metrics to assess the sales, services and support impact of the solution(s) in the marketplace and the overall success of the partnership/alliance

  • Analyze, develop and track best practices for channel program expansion in regard to investment programs, deal registration, value-based competencies, incentive programs and promotional campaigns

  • Develop and execute strategies to optimize cross-departmental alignment with key internal stakeholders including Sales, Services, Product, R&D & Cloud

  • Provide the Executive Leadership necessary to ensure that we hire, train, and develop our teams - such that they consistently set the highest standard for the experience they give our customers and are personally and professionally fulfilled by their work

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  • 15+ years global Channel experience, diversified leadership, planning, communication, organization and people motivation skill (or equivalent experience)

  • Experience in building a ground up channel program, heavily participating in the creation, development, and execution of a worldwide channel program. (HigherEd experience is highly desired)

  • Deep understanding and background on consumption, subscription models and offerings and implications on both vendor sales, services, support and channel compensation models

  • Expertise in structuring, negotiating, and managing complex partnership agreements

  • Proven experience enabling delivery readiness for new SaaS solutions and bringing new SaaS service offerings to market.

  • Deep understanding of Cloud go-to-market and compensation/partnering models to drive compelling partnership offerings and engagement strategies

  • Ability to work cross functionally to gain consensus from multiple stakeholders and lead major change efforts requiring cross functional leadership collaboration

  • Highly tactical; with a strong bias toward thoughtful action to drive high performance results

  • Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches

  • Ability to juggle multiple projects and initiatives simultaneously as well as effectively collaborate across teams and to work in a diverse, fast paced environment

  • Data driven with a deep experience with business analytics

  • Prior product management, technology alliance development, cloud solutions, product marketing, consulting and/or business development experience ideal

  • Demonstration of excellent communication skills, both written and verbal, communicating effectively with customers, executives, leaders, program/initiative owners, stakeholders, and other audiences as well as delivering presentations before large audiences

  • Bachelor’s degree required; Master’s preferred

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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Corporate Development

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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.