About EllucianEllucian powers innovation for higher education, partnering with approximately 3,000 customers across 50 countries, serving more than 21 million students.
Ellucian's AI-powered platform, trained on the richest dataset available in higher education, drives efficiency, personalized experiences, and strengthened engagement for all students, faculty and staff.
Fueled by decades of experience with a singular focus on the unique needs of learning institutions, the Ellucian platform features best-in-class SaaS capabilities and delivers insights needed now and into the future.
These solutions and services span the entire student lifecycle, including data-rich tools for student recruitment, enrollment, and retention to workforce analytics, fundraising, and alumni engagement.
Ellucian's innovative solutions, vast ecosystem of partners and user community of more than 45,000 provides best practices leading to greater institutional success and achieving better student outcomes.About The OpportunityThe Senior Account Executive owns a portfolio of Higher Education institutions across Australia and New Zealand, driving both new-logo acquisition and growth within existing accounts.
Working in close partnership with Pre-Sales, Professional Services, Customer Success, and channel/alliance partners, you will lead complex, multi-stakeholder sales cycles from qualification through to contract execution.You are accountable for achieving Ellucian's revenue targets across your territory by building trusted, executive-level relationships with client and partner stakeholders, and by clearly articulating the business value and return on investment of Ellucian's software and services to senior decision-makers, including Vice-Chancellors, CFOs,



and CIOs.Where you will make an impactOwn and grow a portfolio of Higher Education accounts across Australia and New Zealand, balancing new-logo pursuit with expansion of existing customer relationshipsBuild and execute territory, account, and opportunity plans each quarter, aligned to Ellucian's go-to-market strategyLead the end-to-end commercial process — qualification, solution alignment, tendering/RFP response, negotiation, and contract close — for complex, multi-stakeholder dealsDevelop and maintain executive-level relationships with key institutional stakeholders (e.g. Vice-Chancellor, CFO, CIO, Provost) and leverage these to drive successful commercial outcomesPartner with Pre-Sales and Skilled Services to shape compelling, value-based proposals and ensure a smooth transition from sale to implementationEngage effectively with system integrator and consulting alliance partners to extend reach and jointly progress opportunities across the territoryMaintain accurate, real-time forecasting and pipeline data within Ellucian's CRM, providing reliable visibility to sales leadershipParticipate in customer feedback and satisfaction processes, acting on insights to protect and grow the relationshipCollaborate with Marketing and Sales Development to convert campaigns and market activity into qualified pipelineMaintain a current understanding of Ellucian's product roadmap, competitive landscape,



and higher education sector trends across ANZ.What You Will Bring10+ years' enterprise software or SaaS sales experience, ideally including complex, multi-stakeholder public sector, government, or education dealsDemonstrated success carrying and exceeding an annual quota of $2M+ in software/SaaS revenueWorking knowledge of a structured sales methodology (e.g. MEDDPICC, Challenger, Value Selling) and disciplined pipeline/forecast managementExperience selling digital transformation, cloud/SaaS, or ERP-type solutions into complex institutional or enterprise buying environmentsProven ability to build and execute account and territory plans that convert into new-logo wins and expansion revenueConfident, credible presenter able to engage C-level executives and public-sector stakeholdersSkilled at orchestrating internal (pre-sales, services, marketing) and partner resources across a deal cycleHigher education sector or vendor sales experience highly regarded, though not mandatoryWhat makes #Ellucianlife20 days annual leave plus public holidaysCompetitive superannuation and life coverPrivate Medical and Dental family coverThrive Flex Program that allows you to contribute towards your health, financial or learning interests5 charitable days to support the community that supports usWellnessHeadspace (mental health)Wellbeats (virtual fitness classes)RethinkCare – caregiver supportDiversity and inclusion programs that promote employee resource groups such as: Women in Technology, Pride and Go Green to name a few.Parental leaveEmployee referral bonuses to encourage the addition of great new people to the teamWe Foster a learning culture with:Education Assistance ProgramProfessional development opportunitiesLinkedIn Learning
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📌 Senior Account Executive (New&B) (Melbourne)
🏢 Ellucian
📍 Melbourne