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Head of Sales


Sydney, NSW, AU

Req ID:  1701
Level of experience:  Management/Sr. Management
Remote:  No
Travel Required:  25%-50%

This role is pivotal in terms of taking responsibility for driving the coherence, skill sets, and impact of the ANZ Sales team.   The outcome is an enhanced win rate and capacity across the region at a crucial time of accelerating natural bid cycles and enhanced product availability within Ellucian.  As a member of the E2AP management team the role is also considered critical in terms of ensuring the most effective contribution to regional business plans, overall growth targets and budget achievement. It will be important for the post holder to be able to reflect priorities and challenges to colleagues in the region and supporting teams in the US.


Main responsibilities


  • Directly overseeing the activities of the sales teams responsible for growing revenue through selling and managing existing Ellucian clients.
  • Being a Hands-on sales manager working side by side with our salespeople and sales managers on campus to build relationships, help close sales and strategize on sales campaigns.
  • Driving and manage the strategic selling process and methodology using Sandler sales methodology.  A positive working relationship, long-term retention, and the ability to use the client for references.
  • Establishing and implementing short and long-range goals, objectives and tactics that align with the company’s strategic plan.
  • Working closely with senior management to accurately forecast revenue/bookings and report on the required sales metrics
  • Continuous mentoring of sales teams and sales people for both personal and professional development and growth
  • Representing Ellucian at trade shows and conferences as a member of the leadership team.


Person Specification


  • Strong leadership with a proven track record of successfully leading a sales organization through change and revenue growth.
  • Excellent negotiation and closing skills
  • Experience of working for a Global company
  • Strong analytic reporting skills
  • Strong communication and presentation skills
  • Ability and willingness to travel as travel will be a significant part of the role
  • Ability to work with other global business units to ensure the success of the E2AP sales team
  • Extensive knowledge of selling enterprise software applications (preferably ERP applications to the Higher Education market).
  • Strong communication skills, presentation skills and the ability to cultivate “trusted advisor” relationships with clients and partners
  • Qualifications and/or key attributes
  • A minimum of 5 years’ experience in direct sales and sales management and an additional five years of experience managing first level sales managers.
  • Significant track record as a successful sales person prior to assuming management role

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