Senior Director, Renewals (SaaS experience)

Job Description

At Ellucian, we’re motivated by a mission. Higher education is facing profound change. Shifting demographics and cultural perceptions, combined with declining support and rising expectations, are forcing colleges to do more with less. That’s where we come in. As true believers in the power of education to transform lives, we’re dedicated to helping all our customers thrive—not just survive—in these challenging times by transforming their institutions from the traditional paper-based colleges of yesterday to the agile, connected campuses of today. From cloud solutions built on world-class infrastructure to powerful analytics that drive successful planning, we lead the industry in building enterprise-class solutions tailored to institutions around the world.

Our passion and commitment for learning and continuous improvement drive us internally, too. From professional development to flexibility and work-life balance, we give our global employees the tools they need to succeed so we can all grow together.

LOCATION - Reston, VA or Malvern, PA Ellucian office (due to Covid-19 anyone who is hired will first work remote from home until TBD)

***We are open to relocation to one of these locations - relo assistance provided (not requiring anyone to relocate at this time - would be a TBD later date - would work remote from home until that time)

***We are open to possibly someone working remote 100% IF the person is based in the EST or CST time zones & not in one of the above listed locations.

About the opportunity

We are looking for a Senior Director, Renewals to focus on retaining and expanding Ellucian’s renewal base, encouraging a culture of cooperation and growth, and developing stronger relationships with customers. This is a newly added role to our organization. and we are looking for a leader to build out our maintenance/subscription/renewals business. This person will focus on retaining and expanding our renewal base while developing stronger relationships with our customers. This role will be highly visible within the organization and will provide a real opportunity to help create, expand & build something new. The role will drive customer retention and seek to expand the renewals portfolio across Maintenance, Subscription and Managed Services while maintaining the day-to-day operations for the globally operating team. The role is responsible for defining the next phase of Ellucian’s renewal strategy, evolving the organization and processes that will result in an execution plan to optimize our renewals business globally. This individual must be able to work with leaders’ cross-functionally to develop and implement business processes that drive efficiency and performance improvement across multiple financial and organizational metrics. The ideal candidate will have successful management experience in subscription/renewal offerings as well as experience carrying significant revenue responsibility in a high volume, high velocity transactional setting.
If you get excited about the opportunity to both strategize and roll up your sleeves to drive meaningful growth & expansion of our business than we should talk!
Where you will make an impact

• Build, lead, and mentor an efficient Renewals team that drives outreach and stronger relationships with customers.
• Develop and execute go-to-market renewal selling strategies for customer accounts
• Design, improve and document a collaborative business process to identify and drive early, repeatable, scalable, and streamlined actions to address risk and drive healthy renewals
• Drive revenue growth and pricing optimization at time of renewal, including issuing proposals and negotiating contracts
• Ensure alignment with Customer Success, Sales, Finance, Sales Operations and Renewals organizations to optimize renewal expansion, selling efficiency and mitigating risk
• Drive process alignment with Finance, Legal and Sales Operations to drive a seamless process for renewals, including financial reconciliation and reporting
• Establish and manage Renewal Key Performance Indicators (KPIs) and other forecasting metrics. Take responsibility of regular reporting of organizational progress towards goals and status to executive team.
• Work with finance for budget and financial planning for the renewals team globally
• Implement procedures and reporting to ensure the highest levels of data quality and transparency are achieved
• Ability to bring new initiatives to pilot quickly and monitor for success and scale for global rollout
• Oversee, track, and report on Global, Region & Industry renewals bookings
• Drive successful performance against goals
• Create a renewals team with a winning and growing culture. Develop a high-performing team through open feedback and collaboration.

What you will bring

• Minimum ten years of experience in managed services or service contract leadership role.
• Experience in the technology and/or higher education fields strongly preferred
• Extensive experience attracting, managing, coaching and retaining high performing team members.
• Lean Six Sigma experience, Green Belt certification or higher, Agile Certified Practitioner
• Knowledge of Salesforce required May add GS/ServiceNow
• Experienced working within a highly matrixed global environment
• Track record of success in managing multiple; large scale projects simultaneously
• Bachelor’s degree in a quantitative field

Who you are

• Exemplifies initiative, intelligence, strong attention to detail, and integrity in striving for continuous improvement.
• Intellectually curious with an ability to inspire team members to think creatively and own their outcomes.
• Possess strong analytical and quantitative skills with an understanding on how to present data in a clear, compelling manner
• Highly skilled communicator, including excellent customer-facing written and verbal communication skills
• Strong critical thinker, problem-solver
• Strong attention to detail and commitment to high-quality deliverables
• Consummate team player who embodies a lead by example approach
• Strong leader presence in a culture rich environment

#LI-MR1

Ellucian provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Ellucian complies with all laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Ellucian expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Ellucian employees to perform their job duties may result in discipline up to and including discharge.