Principal Cloud Revenue Renewals Specialist (Hybrid, Reston, VA or Malvern, PA)

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Job description

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 Senior Managed Cloud Renewals Specialist is a key member of the Renewals team who drives strategic conversations both internally and externally that will contribute to retaining, growing, and enhancing Ellucian's ERP customer base. They will own and lead the renewals process including a path-to-SaaS evaluation, margin and compliance analysis, solution upselling, and contract negotiation through renewal execution. Success will be defined by aligning key parties internally and externally on the strategic direction of each customer, understanding the technical aspects of managed cloud solutions, identifying key players involved in the decision-making process, deciphering and communicating pertinent account information, and forecasting your revenue contributions to renewals leadership. Our ideal candidate must have cloud/SaaS experience.

Where you will make an impact

Thorough analysis of a customer's SaaS readiness by the unique product mix deployed in their Managed Cloud environment.

Collaborate with Sales, Customer Success Managers, Cloud Service Delivery, Cloud Architecture, and Upper Management to perform a full margin and compliance analysis on the institution's Managed Cloud deployment.

Identify true-up and or upsell scenarios for Managed Cloud customers that will contribute to enhancing the customer experience in Managed Cloud.

Strategize and coordinate with internal account teams to identify SaaS product / ERP solutions for Managed Cloud customers.

Engage with customers to provide Managed Cloud renewal pricing quotes and negotiate terms

Communicate value to customers to ensure a successful renewal process

Review customer contracts and understand contractual agreement terms

Understand and represent benefits of offerings at Ellucian

Accurately forecast renewals in Salesforce CRM

Contribute to the growth of the renewal organization by providing feedback on improvements and new processes

What you will bring

3+ years of renewals experience in inside sales, renewals, or a quota carrying position

2+ years of experience in Cloud / SaaS sales required

Strong analytical skills with a high proficiency in Microsoft Excel

Proven track record of discovery, negotiation, and closing skills

Strong organizational and time management skills

Excellent communication and interpersonal skills

Self-motivated, adaptable, and proactive

Enthusiastic passion for driving client satisfaction

Experience in using DataDog, SFDC, or similar tools

Strive to develop and grow within a company

Have an entrepreneurial mindset and a constant drive to succeed

Are passionate about creating a great customer experience

Solve problems with curiosity and creativity

Have strong negotiation and problem-solving skills

Demonstrate clear communication moxie with the ability to effectively lead conversations

Possess defined organizational skills with attention to detail

Embrace a fun, dynamic, and motivating environment

Invest in relationships internally and externally

Contribute to a positive team environment

What makes :
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

WellnessHeadspace Care (mental health)

Wellbeats (virtual fitness classes)

RethinkCare & Wellthy- caregiver supporq

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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