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Manager, Regional Sales


Miami, FL, US

Req ID:  2018
Level of experience:  Management/Sr. Management
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.



Position Responsibilities:


  • 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
  • Execute process for connecting partners and direct sales to enable account collaboration where appropriate
  • Execute operational processes; transaction contracts, ordering documents, adhere to business practices and address deal booking issues
  • 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


Position Requirements:


  • 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
  • Bachelors degree required 


Ellucian provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Ellucian complies with all laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.  Ellucian expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Ellucian employees to perform their job duties may result in discipline up to and including discharge.

Nearest Major Market: Miami

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