Bilingual (Spanish) -Manager of Alliances & Channels - Remote

Reston, VA, United States

Unlock Learning For All

Here at Ellucian, we are motivated by a mission - power education so institutions can empower student success.  We are the global market leader in EdTech for higher education, serving more than 2,900 customers and reaching over 22 million students in 50 countries.  We are dedicated to helping higher education unlock learning for all by providing solutions that support the entire student lifecycle and deliver insights needed now and into the future.

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

The Manager of Alliances & Channels will serve as the partner ecosystem manager across North America.  The focus of this role is to lead Ellucian’s partner activity and will be responsible for driving regional partner sales revenue as well as maintain alignment with Ellucian’s Professional Services and Customer Success teams through regular pipeline generation and review, quality assurance on delivery and managing the overall engagement in accordance with Ellucians Partner Network program.  This will include behavior towards lead registration as well as other co-sell and engagement motions in the field.  To meet its performance expectations, this role will work directly with Ellucian’s executive and field sales teams as well as our Professional Services, Solution Consultancy and Support organizations.

The role reports to the VP of Global Strategic Alliances & Channels for Ellucian. Travel will be expected from time to time.

Where you will make an impact

Implementing Ellucian’s partner strategy leading to the successful recruitment, engagement and retention of partners across North America. The objective should be to allow partners to standardize on and implement Ellucian solutions on behalf of their clients and prospects.

Driving partner-initiated and influenced sales through various business development, planning and marketing activities

Manage select partners QBR’s and sit in on regularly scheduled cadence calls between the Partners and the internal Ellucian teams.

Implement programmatic approaches increasing and improving Partner/Ellucian commitment, communication and collaboration.

Secure Partner’s advocacy for Ellucian on deals (transactions, projects) such that the probability of a successful sale is improved, impediments to a Ellucian sale are removed, deal size is increased, and Ellucian’s overall cost of sales is reduced.

Increase Ellucian sales coverage by adding new partner channels

Promoting partner-driven client success: Promote and execute Partner training and enablement programs;

Promote joint execution of projects with Ellucian Pre-Sales and Professional Services;

Becoming a subject-matter expert for program processes and business applications, committed to troubleshooting and resolving issues raised by our partner community or internal stakeholders promptly.

What you will bring

5+ years of work experience selling or delivering solutions, programs or services with, through or to Partners

Bilingual English/Spanish speaker (highly preferred)

Proven experience working with Systems Integrators, ISV’s and establishing new relationships which create net new business.

Relationship Management, ability to build consensus and to work through others in achieving desired results and objectives with demonstrated autonomy to work in highly complex, matrix environments with multiple stakeholders and high degree of ambiguity.

Demonstrated track record of significant accomplishment in an Individual contributor or leadership role including successful development and management accounts/ programs/ projects in complex matrixed organizations with numerous constituents.

Strong business acumen and capable of developing and managing strategic plans with Systems Integrators and sales.

Ability to present results and strategy to teams while considering variety of knowledge levels within audience. And effectively communicate daily performance by producing all necessary reports in an effective, timely and tailored manner

What makes #Ellucianlife

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

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