Inside Sales Representative | Remote | United States

About the position Ellucian is a global market leader in education technology. We power innovation for higher education, partnering with more than 2,800 customers across 50 countries and serving over 20 million students. Ellucian's AI-powered platform, trained on the richest dataset available in higher education, drives efficiency, personalized experiences, and strengthened engagement for all students, faculty and staff. Fueled by decades of experience with a singular focus on the unique needs of learning institutions, the Ellucian platform features best-in-class SaaS capabilities and delivers insights needed now and into the future. These solutions and services span the entire student lifecycle, from student recruitment, enrollment, and retention to workforce analytics, fundraising, and alumni engagement. Ellucian's innovative solutions, vast ecosystem of partners, and user community of more than 45,000 provide best practices leading to greater institutional success and achieving better student outcomes. Values Rooted in Purpose We embrace the power to lead, the courage to innovate, and the determination to grow. At our core, we believe in humanizing our approach, recognizing that our people are our greatest strength. With a shared vision of transformation, we endeavor to shape a brighter future for higher education. About the Opportunity Inside Sales Representatives (ISRs) work with Higher Education Institutions to modernize their campuses, navigate change, achieve greater insights, and drive greater efficiencies. Reporting to one of our Sales Leaders, the ISR will meet or exceed goals within the assigned territory by promoting and selling our suite of platform solutions using consultative and value selling techniques. The ISR will partner with the Core Account Executive to develop a complete understanding of each institution’s needs as they relate to our suite of platform solutions, including each institution's business requirements, internal power structure, incumbent products, price sensitivity, regulatory challenges, etc. Where you will make an impact Territory Planning and Business Development Leverage existing customer relationships to create and qualify pipeline Manage monthly/quarterly/annual forecasts of sales opportunities Develop pricing quotes and proposals for institutions Value Selling Build relationships with existing customers, including senior-level College and University Administrators to generate new opportunities and develop trust Implement a structured and consultative sales process to understand the institutions’ objectives. Intelligently articulate the value of our platform solutions to institutions during initial prospecting conversations, discovery calls, and demonstrations. Negotiation and Deal Closure Lead the negotiation process, encompassing pricing and contract terms. Collaborate seamlessly with internal teams, including legal, finance, solutions consulting, and professional services, to ensure smooth deal closure and implementation. Consistently meet or exceed assigned sales quotas and revenue targets. Cross-functional Collaboration Collaborate with the Core Account Executive in your territory, along with Solutions Consultants and Customer Success to identify opportunities, as well as cross-sell opportunities, and progress deals to the point of closing

Responsibilities

• Leverage existing customer relationships to create and qualify pipeline
• Manage monthly/quarterly/annual forecasts of sales opportunities
• Develop pricing quotes and proposals for institutions
• Build relationships with existing customers, including senior-level College and University Administrators to generate new opportunities and develop trust
• Implement a structured and consultative sales process to understand the institutions’ objectives. Intelligently articulate the value of our platform solutions to institutions during initial prospecting conversations, discovery calls, and demonstrations.
• Lead the negotiation process, encompassing pricing and contract terms. Collaborate seamlessly with internal teams, including legal, finance, solutions consulting, and professional services, to ensure smooth deal closure and implementation. Consistently meet or exceed assigned sales quotas and revenue targets.
• Collaborate with the Core Account Executive in your territory, along with Solutions Consultants and Customer Success to identify opportunities, as well as cross-sell opportunities, and progress deals to the point of closing

Requirements

• 1-3 years of successful sales experience. Knowledge of the higher education industry and SaaS is highly desirable
• Experience with Salesforce or Sales CRMs is highly desirable
• Exceptional communication and relationship building skills
• Strong work ethic, self-starter, coachable, humble, with the will to win

Nice-to-haves

• Knowledge of the higher education industry and SaaS is highly desirable
• Experience with Salesforce or Sales CRMs is highly desirable

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
• Education Assistance Program
• Professional development opportunities

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