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Account Executive (New&B2B)

Location: 

Dubai, DU, AE

Req ID:  1827
Level of experience:  Mid-Career
Remote:  No
Travel Required:  50%-75%

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. 

 

In light of COVID-19, we recognize the uncertainty that you may be experiencing right now on how to balance your work and home life commitments while also looking for a new job! Please know that we understand, as we’re trying to figure it out too!

 

To ensure the health and well-being of our employees, we are requiring all employees to work remotely at this time. While you may not be able to meet your team in person yet, the good news is we are still interviewing & hiring as we have always had a supportive & flexible global and remote culture that creates great connections through Zoom & Slack.

 

We believe in the #poweroftogether.

 

The Account executive is rsponsible for sales with both new and existing customers. Working closely with the Pre-Sales & Services teams to close deals and ensure overall client satisfaction at a high level.

You are responsible for ensuring that Ellucian’s financial targets for your territory are met by fostering executive level relationships with target clients within the territory and articulating the business value of Ellucian’s software and services based solutions to them.


Responsibilities:

  • Manage a large set of Higher Education target customers within EMEA. 
  • New logo territory management
  • Prepare strategies and account plans for each client / opportunity as required
  • Manage the commercial aspects of the relationship between Ellucian and the target client including the tendering process and contract negotiations
  • Participating in Customer Assessment and Feedback Management processes
  • Identify and maintain executive relationships with key executives within the client base and leverage these relationships to achieve successful commercial outcomes
  • Work with Marketing and Sales Support to deliver outcomes for clients and promote the image of the Ellucian brand in the target market
  • Engender trust, confidence and collaboration in peer and partner relationships
  • Provide timely and accurate forecast updates for accounts, opportunities and territories in the Ellucian CRM system

 

Requirements:

  • Previous sales experience, or other relevant direct client contact or executive consulting role required.
  • Exceptional relationship building and consultative sales skills.
  • An established and successful working relationship with clients and the ability to plan and strategize
  • Ability to develop a thorough understanding of service offerings within the Ellucian portfolio.
  • Excellent sales presentation and business writing skills
  • Proven track record of meeting or exceeding quota and goals.
  • Experience with Higher Education or Public Sector clients is preferred

 

 

Deliverables:

  • Achieve Annual Revenue target – measured on a quarterly basis.
  • Quantifiable pipeline management – Revenue Target x 4

 

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