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Head of Market Strategy


Reston, VA, US

Req ID:  1036
Level of experience:  Executive
Remote:  No
Travel Required:  0%-25%

Ellucian designs technology that powers the educational mission of colleges and universities around the world. Inspired by that goal, Ellucian employees thrive as part of a high-performing global team committed to delivering a modern, connected, industry-leading experience for today’s students and higher education institutions. More than 2,500 institutions in 50 countries around the world look to Ellucian for the ideas and insights that will move education forward, helping people everywhere discover their futures through learning.





Recent competitive shifts in the higher education market have created an imperative to drive greater differentiation. The Head of Market Strategy is a senior leadership role with the opportunity to build and scale a team focused on developing and converting data and intelligence into actionable insights.  The role brings together leadership of three core functions: Competitive Intelligence, Market Research, and Win/Loss Analysis.  The leader will collaborate with Marketing, Sales, Customer Success and Product teams to develop world class insights that drive winning growth strategies, differentiated innovation, compelling communications and effective go-to-market tactics.




The Head of Market Strategy at Ellucian will lead the Market Strategy team. This individual will provide expert knowledge of the marketplace through primary and secondary research, and proactively share this knowledge to help align Ellucian’s product strategy with the evolution of market needs and expectations.  This person will lead and deliver content, collateral, and action plans that help Ellucian accurately predict, respond and win against the competition and identify new market opportunities.

Specifically, the Head of Market Strategy will have the following responsibilities:


  • Works collaboratively as a member of the strategic leadership team to lead market research initiatives and provide insight and recommendations into portfolio and solution strategies
  • Leads market strategy team, responsible for attracting, mentoring, and developing top talent
  • Provides deep expertise across all aspects of market strategy, including competitive intelligence, market research, messaging and positioning
  • Owns end-to-end competitive intelligence process, responsible for information acquisition, analysis, and communication
  • Drives operational processes to disseminate information to business stakeholders and provides briefings to senior executives and board of directors
  • Collaborates to establish program-based action plans to address the most critical competitive threats and market opportunities
  • Manages research/competitive intelligence programs as projects with tracking on key deliverables, milestones, and issue/risk management
  • Creates feedback loop for all research and competitive intelligence activities across market-facing functions and directs content for marketing and sales enablement
  • Drives global win-loss process, analysis, and tracking for entire Ellucian solution portfolio
  • Identifies market research needs and drives Ellucian research activities, inclusive of third-party engagements and consulting efforts
  • Gains buy-in from Sales by creating compelling, easily consumable “battle cards”, podcasts,  and other collateral to help Sales win more deals




Qualified candidates will have a minimum of 10 years’ experience in management consulting, strategic planning, market research, competitive intelligence, and market intelligence. Additionally, the desired executive will have a minimum of 5 years leading cross-functional teams. The ideal candidate will have experience in both startup and large companies, demonstrating the ability to think on a global scale, but act nimbly and with limited resources. In addition, the successful candidate will be a strong strategic thinker who is able to identify ideas and options beyond the first, easiest or most obvious. This individual will be an effective communicator who is focused on internal and external partners and stakeholders. Furthermore, the successful candidate will possess the ability to influence and convince, while fostering collaboration and networking. With a strong work ethic, s/he will be accustomed to working in a fast-changing, complex and ambiguous environment, demonstrating agility and efficiency during times of change.


Candidates should be technically grounded but commercially minded, possessing the following attributes:


  • A high degree of leadership, strategic planning and business acumen with a track record of producing results and making effective decisions
  • Lives, breathes, and deals in competitiveness in all facets and interactions
  • Creates compelling and easily digestible/ quick-hitting “battle cards” and podcasts helping Sales teams win more deals
  • Deep experience analyzing complex data and information, and synthesizing intelligence into specific conclusions with recommended action plans
  • Strong quantitative skills and experience with spreadsheet applications, econometrics, mathematical statistics, and quantitative analysis
  • Excellent track record in cross-functional leadership roles, earning the respect and trust of colleagues, subordinates, and managers alike
  • Demonstrated and proven ability to work against a plan, meet deadlines and produce deliverables
  • Ability to communicate effectively with senior executives and work collaboratively across functions using influence rather than authority
  • Thinks and acts as a team player, pro-active and action oriented, assertive, highly accountable, ability to manage cross-functional or virtual working teams and ability to drive change through influence
  • Develops talent and diversity through strong people leadership
  • Drives operational processes and execution, while demonstrating and promoting operational excellence
  • Able to identify, prioritize, develop, and execute market research initiatives to characterize and assess markets and competitors
  • Quantify opportunities and potential risks based on market conditions / requirements and competitive landscape
  • Facilitates competitive intelligence activities across the organization (e.g., competitor profiling & tracking, war-gaming, CI workshops with cross functional teams, etc.)
  • Integration of internal and external perspectives and drive alignment in executing market strategy initiatives
  • Experience building and maintaining global market segmentation models for broad solution portfolio
  • Collaboration with cross functional stakeholders to promote awareness and competence in market challenges/opportunities/trends and competitive pressures (Product Management, Marketing, Customer Success, Sales, Operations)
  • Experience with technology and software industry; strong technical and understanding of software industry
  • Extremely strong Excel, Power Point and Word skills
  • Flexibility to travel globally up to 25%
  • #LI-JM1

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: Washington DC