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Partner Sales Director


Miami, FL, US

Req ID:  2253
Level of experience:  Management/Sr. Management
Remote:  Yes
Travel Required:  50%-75%

Employee Type:  Full - Time 


Together we are powering the future of Higher Education

Here at Ellucian, we are motivated by a mission. Higher education is facing a profound change what with the shifting demographics and cultural perceptions, combined with declining support and rising expectations. This is forcing colleges and universities to do more with less and that is where we come in.

As true believers in the power of education to transform lives, we are dedicated to helping all of our customers thrive—not just survive—by transforming their institutions from the traditional paper-based colleges of yesterday to the agile, connected campuses of today.

Working with cloud solutions built on a world-class infrastructure to powerful analytics that drive successful planning, we lead the industry in building enterprise solutions tailored to institutions around the world.

About the opportunity


The Ellucian Partner & Sales organizations are designed to work together in order to ensure the successful alignment between our institutional customers and the partners who service them.

The Partner Sales Director will be responsible for engaging with our Partner ecosystem, made up of System Integrators, Management Consultants, ISV’s and Resellers to create, develop pipeline and close incremental revenue. The role focuses on developing go to market initiatives with partners delivering pipeline and sales, as well as implementation and support which result in excellent customer satisfaction.

The LAC (Latin America & Caribbean) Partner Sales Director will carry out the execution of Ellucian’s partner sales strategy, in line with the Ellucian Partner Program, with SI’s and our broader partner ecosystem.  This position holds a dual reporting line to the Global Head of Alliances & Channels as well as the Latin America & Caribbean Senior Vice President for Ellucian.



Where you will make an impact


  • Implement Ellucian’s partner strategy leading to the successful recruitment, engagement and retention of partners across key geographies such as Mexico, the Caribbean and continental South America. The objective should be to allow partners to standardize on and implement Ellucian solutions on behalf of their clients and prospects. The execution of this strategy includes:
    • Qualifying Alliances on a predefined set of criteria;
    • Implement a sale driven engagement model which works across various partner and across the focused Ellucian product stack;
    • A clear governance model on measuring and monitoring success and performance.
  • Directly overseeing the activities of the sales teams responsible for growing revenue through our channel partners
  • Grow bookings via assigned channel partners from channel sourced and influenced bookings to meet or exceed bookings quota
  • Develop and maintain an understanding of Ellucian products and the corresponding Ellucian training solutions
  • Collaborate with partner to build Territory strategy and demand generation plans
  • Support partners on deals by helping with qualifying, solution scoping, quoting and deal approvals, as necessary
  • Coordinate execution of joint marketing campaigns to create demand and pipeline for partners
  • Coordinate participation and execution of channel enablement programs and ensure participation of partners’ sales and presales personnel
  • Engage with a virtual team of stakeholders across LAC to allow for local execution of the Ellucian Partner Program, as well as for local interaction and ownership of the defined strategic alliances. 


What you will bring


  • Strong leadership with a proven track record of successfully leading a sales organization through change and rapid revenue growth.
  • A minimum of 10 years of experience in direct software sales and sales management, ideally 2-3 of those in channel management.
  • Extensive knowledge of selling enterprise software applications (preferably ERP and/or CRM applications to the Higher Education market).
  • Strong communication skills, presentation skills and the ability to cultivate “trusted advisor” relationships with clients and Ellucian partners
  • 50%-75% Travel
  • Bachelor’s degree required, Master’s degree (or equivalent) preferred
  • Proven experience working with Systems Integrators, ISV’s and establishing new relationships that create net new business.
  • Demonstrated track record of significant accomplishment in an Individual contributor or leadership role including successful development and management accounts/ programs/ projects in complex matrixed organizations with numerous constituents.
  • Strong business acumen and capable of developing and managing strategic plans with Systems Integrators and sales.
  • Excellent organizational and time management skills.
  • Ability to present and communicate results and strategy to teams while considering variety of knowledge levels within audience
  • Excellent communication skills, strong listening and questioning skills in both Spanish and English



What makes #Ellucianlife


  • Comprehensive health coverage: medical, dental, and vision
  • Flexible time off  
  • 401k & Bright Plan - to help you 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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