About the OpportunityPrincipal Field Services Representatives drive strategic services growth across a portfolio of key accounts and territories. They help institutions maximize the value of their Ellucian investments through consulting, training, education, and transformational services. They develop long-term service strategies that strengthen client partnerships, accelerate solution adoption, and support institutional goals. They lead complex, multi-year services engagements and collaborate with Account Executives, Customer Success, Delivery Leadership, and executive stakeholders to drive measurable client outcomes and business growth.
In addition to achieving sales objectives, they provide leadership across the Field Services organization through mentorship, strategic guidance, and contributions to sales excellence and service innovation.
Where You Will Make an Impact- Cultivate and maintain strategic relationships with clients and executive stakeholders.
- Achieve annual professional services sales quotas and growth targets.
- Lead the qualification, development, and closure of complex services opportunities.
- Design proposals, pricing, and service strategies aligned to client objectives.
- Manage and accurately forecast sales pipelines and opportunities within Salesforce.
- Develop multi-year account and territory strategies that drive revenue growth, client retention, and customer success.
- Partner across Sales, Services, Customer Success, and Product teams to identify and execute strategic growth opportunities.
- Serve as a trusted advisor and escalation point for complex deal strategy, negotiations, and executive engagement.
- Influence service offerings through market insights, customer feedback, and industry trends.
- Mentor and coach team members on consultative selling, account planning, and opportunity management.
- Contribute to business planning, forecasting, and strategic initiatives that improve organizational performance.
- Represent Ellucian as a thought leader at industry events, executive forums, and customer engagements.
- Travel up to 10%.
What You Will Bring- 10+ years of experience in strategic services sales, enterprise software sales, executive consulting, or related client-facing leadership roles.
- Proven success leading complex, enterprise-level services engagements and achieving or exceeding sales goals.
- Strong executive presence with the ability to influence senior leaders and build trusted advisor relationships.
- Demonstrated ability to develop and execute multi-year account strategies that drive business outcomes.
- Experience leading cross-functional initiatives and influencing stakeholders without direct authority.
- Exceptional consultative selling, relationship-building, presentation, and business writing skills.
- Experience mentoring and developing sales professionals.
- Strong understanding of Higher Education or Public Sector environments, including technology modernization and transformation initiatives.
- Consistent success managing large, complex sales pipelines and strategic opportunities.
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
- LinkedIn Learning
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