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Vice President, Regional Sales


San Francisco, CA, US

Req ID:  2175
Level of experience:  Executive
Remote:  Yes
Travel Required:  25%-50%

Employee Type:  Full - Time 


At Ellucian, we’re motivated by a mission. Higher education is facing profound change. Shifting demographics and cultural perceptions, combined with declining support and rising expectations, are forcing colleges to do more with less. That’s where we come in. As true believers in the power of education to transform lives, we’re dedicated to helping all our customers thrive—not just survive—in these challenging times by transforming their institutions from the traditional paper-based colleges of yesterday to the agile, connected campuses of today. From cloud solutions built on world-class infrastructure to powerful analytics that drive successful planning, we lead the industry in building enterprise-class solutions tailored to institutions around the world.


Our passion and commitment for learning and continuous improvement drive us internally, too. From professional development to flexibility and work-life balance, we give our global employees the tools they need to succeed so we can all grow together.



About the opportunity 


We have an opening for VP of Regional Sales, who will be a critical leader within our North American Sales team, reporting directly to the SVP of Sales for North America. In this role, you will use your enterprise selling leadership experience and domain expertise to lead, coach and mentor a team of experienced Account Executives selling Ellucian solutions to existing and prospective customers. You will lead a team responsible for expanding our existing enterprise accounts; driving cloud adoption; generating net new business sales by working with internal teams of pre-sales, proposals, inside sales, marketing and sales support. 


Higher education customers are transforming their campuses, leveraging technology and solutions to enable student success. The VP of Sales will partner with our customers in enabling their transformation to cloud/SaaS solutions that are helping colleges & institutions modernize their campuses, navigate change, achieve greater insights, and drive greater efficiencies. Our Sales team is instrumental in consulting with our customers and delivering value-add products that provide the quickest path to success.


Location: California, Arizona, Colorado, Washington, etc. (Must be located on the West Coast)


Where you will make an impact

  • Executive Sales Leadership to Ellucian’s field sales team to drive expansion of current enterprise accounts and generate net new business sales into enterprise named accounts
  • Provide the vision and direction to implement strategies & processes to deliver a best in class customer experience while enabling profitable revenue growth
  • Be an executive sponsor for a select group of schools and institutions
  • Enable & coach teams to ensure we hire, develop, and empower the Field Sales Team
  • Instill confidence, trust, & credibility with prospective & existing customers
  • Evangelize & promote value-selling processes leveraging vast knowledge of Ellucian’s product portfolio 
  • Lead the Field Sales Team through forecasting, account resource allocation, account strategy & planning
  • Develop effective and specific territory plans to ensure revenue target delivery and sustainable growth
  • Promote transparency & cross enterprise collaboration to enable end to end execution of a successful sales & customer experience
  • Understand the competitive landscape and customer needs to effectively position Ellucian as an alternative ERP provider
  • Cultivate & nurture relationships with critical Centers of Influence to help enable transformation through State-Wide Systems


What you will bring

  • 10+ years of experience in Sales Leadership with proven experience driving revenue growth within SaaS environments
  • Experience in managing a team of 13-15+ highly skilled Account Executives; and consistently delivered against booking targets at scale ($40M+ of Product, Cloud, Services, etc.)
  • Experience within the business applications or digital transformation marketplace, preferably ERP, HCM or Finance applications related
  • Proven ability in leading teams within complex; team-based sales environments
  • Proven ability to create high performing teams; providing leadership & coaching to develop and empower Account Executives and lead them to success
  • Successful experience with cross selling into existing customer base & bringing new SaaS offerings to market
  • Experienced with driving net-new business and account development
  • Excellent presentation and executive engagement skills
  • Bachelor’s degree is required


What makes #Ellucianlife

  • Comprehensive health coverage: medical, dental, and vision 
  • Flexible time off
  • 401k & Bright Plan - to help save for the future
  • 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
  • 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:
    • Tuition Reimbursement Assistance 
    • Professional Development opportunities 



At Ellucian, we believe in the “power of together.” We embrace an inclusive, diverse, and equitable workplace, and believe that our differences help inspire a culture of acceptance that makes our company more collaborative and innovative. We’re proud to provide equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, gender, gender identity, sexual orientation, national origin, age, disability, genetics or any other characteristic protected by law. We welcome you to come as you are!

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