Strategic Alliance Director, Business Development

Ellucian - Reston, VA - Full time

Ellucian - Reston, VA - Full time


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The Director, Business Development is responsible for the strategy, planning, negotiation, contract execution and management of Ellucian partner relationships – and will develop close alignment between Ellucian and our partners to optimize market potential for Ellucian’s offerings and to maximize the partner’s investment in Ellucian and our customers. This role will also lead and develop both existing partnerships, as well as establish new partnerships, to drive revenue / margin contribution, customer success and market leadership.

The Director, Business Development serves business units across Ellucian, facilitating cross functional team collaboration between senior management, product management, marketing, technology / development, field sales, global services, legal, and finance to drive results – for the benefit of customers, partners and for Ellucian. Further, this role will lead the development and execution of strategic initiatives – to support company strategy through the Ellucian partner ecosystem. 

Key responsibilities:

Develop and drive key partner objectives between Partners and Ellucian

Negotiate business and contract terms to establish beneficial partner agreements, including all aspects of opportunity and partner diligence, term sheet development, business case development, and contract negotiation

Enable partnership success through programs and processes designed to drive revenue for Ellucian, in collaboration with product management, marketing, sales, services and other key stakeholders

Work with partners to help support Ellucian’s marketing and product messaging through Ellucian’s events (exhibiting/sponsorships), joint advertising and other joint marketing activities

Drive partner investment, commitment and support of Ellucian offerings

Manage partner relationship throughout the lifecycle of identification/discovery, enablement, support, go-to-market, and performance against measurable outcomes

Position Requirements

Driven, intelligent, great at relationships of all kinds, strong business acumen, cultural fit with Ellucian values, and able to thrive in a x-functional collaborative team environment

10 years of relevant experience developing and managing alliances with successful and demonstrable track record in creating and developing partnerships and alliances, contract law, product management and/or product marketing, and enterprise software

Excellent negotiation skills and experience developing and structuring agreements to support business and partner objectives

Strong financial acumen required

Ability to drive business case development, draft and deliver management presentations on strategic initiatives and new partner relationships, and lead deal negotiations to closure

Demonstrated ability to drive the full partner lifecycle to ensure revenue/margin growth and the achievement of Ellucian’s partner strategies

Results-oriented professional with strong work ethic. Demonstrated success working independently, working on many activities concurrently

Urgency in driving results, with focus on financial terms/benefit, solution fit with Product requirements, and customer satisfaction

Four-year college degree required, MBA or JD preferred

Strong computer skills required

Outstanding interpersonal, written communication and strong/succinct oral communication skills essential

Willingness to travel (limited)

Experience with technology and enterprise software preferred; technical acumen and understanding of software or infrastructure preferred

Intelligent, hard-working, ability to understand technical concepts quickly, and willingness to do whatever it takes to get things done

Position located at Ellucian headquarters office in Reston, Virginia 

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Product Management

Experience Level

Mid Level


Ellucian is the world’s leading provider of software, services and insight to higher education. 

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