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Ellucian · 21 hours ago

Senior Strategic Account Executive, State Systems & R1 Institutions | Remote | West/Central

United States

Full-time

Remote

Senior Level

7+ years exp

Ellucian is a global market leader in education technology, partnering with over 2,800 customers worldwide. They are seeking a Senior Strategic Account Executive to cultivate and expand relationships with R1 research institutions and State Higher Education Systems, focusing on forming strategic partnerships and driving the adoption of Ellucian's solutions.

EducationEnterprise Resource Planning (ERP)Information TechnologySoftware

Growth Opportunities

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

SaaS/Cloud sales experienceStrategic sellingERP/SIS/HCM knowledgeC-level engagementPublic sector experienceCross-functional partnershipsCollaborative mindset

Required

7+ years of SaaS/Cloud enterprise sales experience, with a strong record of success navigating complex, multi-year sales cycles

Proven ability to engage and influence C-level and senior executives in large, matrixed organizations

Demonstrated success in transformational and strategic selling, including building long-term relationships and creating enterprise-level value propositions

Strong understanding of ERP, SIS, HCM, Finance, or related enterprise technology ecosystems

Collaborative mindset and experience maximizing outcomes through cross-functional internal partnerships

Ability to travel 50-75%, including to system offices, flagship campuses, and national higher education events