Job Description
Together we are powering the future of Higher Education n
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Ellucian 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 cutting-edge 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.
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About the Opportunity n
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The
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, Skilled Services, Customer Success, and channel/alliance partners, you will lead complex, multi-stakeholder sales cycles from qualification through to contract execution.
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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.
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Where you will make an impact
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Own and grow a portfolio of Higher Education accounts across Australia and New Zealand, balancing new-logo pursuit with expansion of existing customer relationships
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Build and execute territory, account, and opportunity plans each quarter, aligned to Ellucian's go-to-market strategy
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Lead the end-to-end commercial process — qualification, solution alignment, tendering/RFP response, negotiation, and contract close — for complex, multi-stakeholder deals
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Develop and maintain executive-level relationships with key institutional stakeholders (e.g. Vice-Chancellor, CFO, CIO, Provost) and leverage these to drive successful commercial outcomes
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Partner with Pre-Sales and Professional Services to shape compelling, value-based proposals and ensure a smooth transition from sale to implementation
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Engage effectively with system integrator and consulting alliance partners to extend reach and jointly progress opportunities across the territory
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Maintain accurate, real-time forecasting and pipeline data within Ellucian's CRM, providing reliable visibility to sales leadership
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Participate in customer feedback and satisfaction processes, acting on insights to protect and grow the relationship
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Collaborate with Marketing and Sales Development to convert campaigns and market activity into qualified pipeline
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Maintain a current understanding of Ellucian's product roadmap, competitive landscape, and higher education sector trends across ANZ.
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What You Will Bring
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10+ years' enterprise software or SaaS sales experience, ideally including complex,



multi-stakeholder public sector, government, or education deals
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Demonstrated success carrying and exceeding an annual quota of $2M+ in software/SaaS revenue
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Working knowledge of a structured sales methodology (e.g. MEDDPICC, Challenger, Value Selling) and disciplined pipeline/forecast management
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Experience selling digital transformation, cloud/SaaS, or ERP-type solutions into complex institutional or enterprise buying environments
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Proven ability to build and execute account and territory plans that convert into current-logo wins and expansion revenue
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Confident, credible presenter able to engage C-level executives and public-sector stakeholders
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Skilled at orchestrating internal (pre-sales, services, marketing) and partner resources across a deal cycle
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Higher education sector or vendor sales experience highly regarded, though not mandatory
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What makes #Ellucianlife n
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20 days annual leave plus public holidays
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Competitive superannuation and life cover
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Private Medical and Dental family cover
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Thrive Flex Program that allows you to contribute towards your health, financial or learning interests
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5 charitable days to support the community that supports us
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Wellness
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Headspace (mental health)
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Wellbeats (virtual fitness classes)
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RethinkCare – caregiver support
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Diversity and inclusion programs that promote employee resource groups such as: Women in Technology, Pride and Go Green to name a few.
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Parental leave
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Employee referral bonuses to encourage the addition of great new people to the team
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We Foster a learning culture with:
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Education Assistance Program
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Professional development opportunities
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LinkedIn Learning
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#LI-SN1
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#LI-remote
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📌 Senior Account Executive (New&B) (Melbourne)
🏢 Ellucian
📍 Melbourne