Account Executive

SIG is seeking an experienced, senior, and customer-focused Account Executive with proven experience in higher education. This individual will be responsible for managing and expanding a portfolio of clients, with success measured by achieving and exceeding customer satisfaction, acquiring new clients, and deepening engagement with existing ones.

This role will include selling Ellucian Services as part of a comprehensive solution strategy for higher education institutions. The Account Executive will add value to customers by providing an executive presence and continuity through:

• Providing consistent and predictable leadership to SIG’s clients
• Developing and growing strong executive relationships between SIG and client leadership teams
• Driving integration and orchestration within the internal SIG team
• Ensuring the successful execution of all sold engagements, including Ellucian-related services

 

The SIG AE role is unique in that you will: 

• Own responsibility for both Sales and Delivery for their clients 
• Provide management and leadership to the Engagement Managers(EM) throughout their assignments. Your guidance ensures smooth execution and strong team performance.
• Lead “matrix” teams at a senior level. Your ability to influence and align diverse groups will be critical.
• Demonstrate integrated solution thinking. Bring together innovative ideas, client needs, and industry solutions to create real value for customers.
• Ensure sales targets are met consistently and predictably. Your focus on results will keep the business thriving.
• Build strong customer relationships and drive client satisfaction. This is at the heart of everything you do.
• Enable SIG’s strategies and initiatives and make sure they’re implemented effectively with clients, consultants, EMs, and SIG staff.

 

The key initiatives and challenges facing the AE role are:  

• Selling IT services broadly and deeply into the customer business 
• Ensuring customer satisfaction by promoting and embracing solid delivery practices 
• Working effectively with other team members to create new service offerings, coordinating operations to meet resourcing requirements, optimizing sales productivity, penetration goals, deployment objectives, and customer satisfaction 
• Driving accountability and ownership of processes and clarity around opportunity engagement (handoffs, resourcing, delivery) 
• Continuing to advocate/drive sales excellence  

 

Responsibilities 

Specific duties and responsibilities include, but are not limited to, the following: 

• Conduct company sales and business development functions for the assigned territory, such as conferences and presentations 
• Contribute to and implement the sales cycle and methodology 
• Maintain expertise in modern Higher Education IT solutions, including the Ellucian SaaS platform, CRM Suite, Ellucian Experience, and AI-driven tools, and proactively identify opportunities to introduce and sell new services that drive institutional success
• Demonstrated experience with cloud migration strategies and a strong understanding of Ellucian Experience and student lifecycle solutions to support clients in transitioning to integrated, cloud-based environments. (Preferred)
• Provide leadership for conferences and other marketing initiatives
• Research and contribute to the development of target markets and go-to-market strategies for SIG 
• Seek new business that is consistent with the go-to-market strategy and business development plans 
• Establish, implement, and evaluate short and long-range business development goals and objectives within the assigned territory 
• Analyze and evaluate the effectiveness of sales, methods, costs, and results 
• Contribute to the development of Business Development systems, processes, and account identification data elements 
• Assure accuracy of data about new accounts and pending opportunities. 
• Report weekly on progress toward goals and objectives 
• Develop and drive key objectives and alignment between potential clients and SIG 

 

Knowledge & Skills 

• Candidate must have a successful and demonstrable track record in business development in higher education; must have worked directly with senior-level collegiate staff 
• Experience with selling Higher Ed ERP solutions, preferably Ellucian Services (Banner and Colleague preferred) 
• Experience in selling intangibles – selling solutions vs. products with a consultative sales process focus in the area of higher education 
• High degree of personal accountability and integrity 
• Territory management expertise; this person's territory will be the Northeastern USA. 
• Ability to develop solicitation strategies; write effective proposals; communicate effectively, and establish cooperative working relationships within the higher education arena 
• Excellent negotiation skills and experience developing and structuring agreements to support SIG’s objectives 
• Results-oriented professional with a strong work ethic 
• Demonstrated success working independently and on many activities concurrently 
• Outstanding interpersonal, written communication, and strong/succinct oral communication skills 
• Relationship builder – both internally and externally 
• Bachelor’s degree required; Master’s degree strongly preferred 
• Ability to travel up to 25% of the time 

 

Pay and Benefits (full-time eligibility)

• The base salary range is $130,000 to $150,000 + commission, with a total comp goal between $250,000-$300,000
• Health, Vision, Dental & Life Insurance
• Short & Long Term Disability
• Paid Parental Leave
• 3 Weeks Vacation, Sick Leave & Paid Holidays
• 401(K) with a 5% Employer Contribution
• Pet Insurance