Ellucian · 2 weeks ago
Strategic Account Executive, State Systems & R1 Institutions | Remote | Southeast
United States
Full-time
Remote
Senior LevelEllucian is a global market leader in education technology, partnering with over 2,800 customers worldwide. They are seeking a Strategic Account Executive to cultivate and expand relationships within R1 research institutions and state higher education systems, focusing on driving adoption of their solutions and forming strategic partnerships with senior leaders in higher education.
EducationEnterprise Resource Planning (ERP)Information TechnologySoftware
Responsibilities
Serve as a key member of Ellucian’s field sales organization with responsibility for driving expansion and revenue growth within R1 universities and state systems
Develop and own comprehensive, multi-year account strategies aligned to institutional missions, research priorities, statewide initiatives, and technology transformation goals
Build strong, trust-based relationships with executive stakeholders, navigating large and complex governance structures common in R1s and state systems
Apply a consultative, value-selling methodology that clearly demonstrates Ellucian’s differentiated value in supporting student success, research growth, operational efficiency, and system-wide modernization
Maintain deep awareness of each institution’s technology footprint, strategic plan, system mandates, funding cycles, and competitive landscape
Monitor sector trends including federal funding, research investment, state policy shifts, leadership changes, and regulatory updates impacting higher education
Leverage public information (press releases, budget announcements, state board updates, grant awards, rankings, etc.) to identify opportunities and tailor messaging
Lead a defined territory of R1 institutions and state systems, overseeing account relationships, opportunity pipeline, and full sales lifecycle
Build and execute account plans that address key stakeholder priorities, institutional pain points, and statewide strategic objectives
Orchestrate complex sales cycles involving multiple decision-makers and influencers
Partner with internal teams across pre-sales, proposals, marketing, and executive sponsors to advance opportunities and deliver a coordinated customer experience
Drive demand creation through strategic engagement with institutional leaders, participation in national and regional higher education events, and targeted outreach
Manage pipeline with discipline through accurate forecasting, resource planning, and proactive opportunity progression
Effectively position Ellucian as the premier technology partner for institutions seeking system modernization, cloud transformation, data strategy, and enterprise integration
Qualification
Required
50-75% travel required
Experience in cultivating and expanding relationships within R1 research institutions/State Higher Education Systems
Ability to engage senior higher education leaders including Presidents, Provosts, Chancellors, System Heads, CFOs, and CIOs
Deep strategic thinking skills
Comfort operating in complex multi-stakeholder environments
Ability to navigate long sales cycles across large and sophisticated accounts
Experience working closely with executives, pre-sales consultants, proposals, inside sales, marketing, and sales support teams
Ability to execute a consultative, value-based sales approach
Experience in driving expansion and revenue growth within R1 universities and state systems
Ability to develop and own comprehensive, multi-year account strategies
Strong relationship-building skills with executive stakeholders
Ability to apply a consultative, value-selling methodology
Deep awareness of each institution's technology footprint, strategic plan, system mandates, funding cycles, and competitive landscape
Ability to monitor sector trends including federal funding, research investment, state policy shifts, leadership changes, and regulatory updates
Ability to leverage public information to identify opportunities and tailor messaging
Experience leading a defined territory of R1 institutions and state systems
Ability to oversee account relationships, opportunity pipeline, and full sales lifecycle
Experience building and executing account plans
Ability to orchestrate complex sales cycles involving multiple decision-makers and influencers
Experience partnering with internal teams across pre-sales, proposals, marketing, and executive sponsors
Ability to drive demand creation through strategic engagement with institutional leaders
Experience managing pipeline with discipline through accurate forecasting, resource planning, and proactive opportunity progression
Ability to effectively position Ellucian as the premier technology partner for institutions
Benefits
Comprehensive health coverage: medical, dental, and vision
Flexible time off
Thrive Flex Lifestyle Account (LSA) that allows you to contribute towards your health, financial or learning interests
401k w/ match & BrightPlan - to help you save for the future
Parental Leave
5 charitable days to support the community that supports us
Telemedicine
Wellness
Headspace Care (mental health)
Wellbeats (virtual fitness classes)
RethinkCare & Wellthy- caregiver support
Diversity and inclusion programs which provide access to internal employee resource groups
Employee referral bonuses to encourage the addition of great new people to the team
We Foster a learning culture with:
Education Assistance Program
Professional development opportunities
Company
Ellucian
Ellucian delivers the software, services, and insights that help your institution thrive.
Founded in 1968
1001-5000 employees
Funding
Current Stage
Late StageTotal Funding
$1.6B2021-06-14Acquired
2020-09-17Debt Financing· $1.6B
Leadership Team
Laura Ipsen
President and CEO
Daniel Greenstein
Chief of Industry Transformation
Recent News
Government Technology US
2026-01-24
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