Sales Lead – Ellucian Banner & Higher Education Solutions

Job Title Sales Lead – Ellucian Banner & Higher Education SolutionsLocation: Houston, Texas Area (Preferred)Primary office location: Kastech, Richmond, TXHybrid / In-office expectation: Regular presence at the Richmond, TX office requiredEmplyment Type: Full-Time / FTE Position SummaryKastech is seeking a Sales Lead to help establish and scale our Ellucian Banner and Higher Education Solutions practice. This role will be responsible for driving pipeline growth, building strategic relationships within higher education institutions, and positioning Kastech as a long-term partner for Banner application services, modernization, integrations, analytics, and advisory engagements. The ideal candidate brings a combination of higher education industry knowledge, enterprise solution selling experience, and the ability to work cross-functionally with delivery, practice leadership, and partner ecosystems. This role will initially focus on executing the first 90-day go-to-market objectives for the Banner practice and will evolve into a long-term revenue leadership role supporting broader growth initiatives. Key ResponsibilitiesPractice Growth & Sales Leadership:Drive business development activities for the Ellucian Banner practice across universities, community colleges, and higher education institutions.Build and manage a qualified pipeline for Banner AMS, integrations, modernization, reporting, cloud migration, and advisory services.Develop and execute account strategies aligned to institutional priorities and technology roadmaps.Identify and pursue new opportunities through direct outreach, networking, conferences, and partner channels. Client Relationship ManagementEstablish executive-level relationships with CIOs, Registrars, ERP leaders, Finance leaders, and higher education IT stakeholders.Position Kastech as a trusted long-term partner for Banner-related initiatives.Lead customer discussions, discovery conversations, solution positioning, and commercial negotiations.Support proposal development, SOW reviews, pricing alignment, and contract discussions. Go-To-Market ExecutionSupport execution of the Banner practice 30-60-90 day growth plan.Collaborate with practice leadership to package and position Banner offerings including:Banner AMSBanner 9.x Readiness AssessmentsBanner Integrations & Data ServicesReporting & Compliance ServicesModernization & Cloud ReadinessContribute to thought leadership initiatives, webinars, campaigns, and conference participation. Internal Collaboration:Work closely with delivery leadership, solution architects, recruiters, and offshore teams to align pipeline with delivery capacity.Coordinate with partner ecosystems including Ellucian and adjacent higher education technology vendors.Help shape reusable sales collateral, account plans, and practice messaging. Required Qualifications:7+ years of enterprise technology sales or account management experience.3+ years selling into higher education institutions.Experience with Ellucian Banner, higher education ERP ecosystems, or related SIS platforms strongly preferred.Demonstrated success managing complex services-led sales cycles.Strong understanding of professional services, AMS, integrations, or digital transformation engagements.Experience working with cross-functional delivery and solution teams.Strong communication, executive presentation, and relationship-building skills.Ability to work from the Kastech Richmond, TX office on a regular basis. Preferred Qualifications:Existing relationships within higher education institutions in Texas or surrounding regions.Experience with Ellucian ecosystem partners, Informatica, Salesforce, Workday Student, or related higher education platforms.Familiarity with higher education operational cycles, compliance requirements, and institutional governance structures.Experience selling managed services and integration-focused engagements.Success Metrics (First 12 Months)Build and maintain a qualified higher education pipeline aligned to Banner practice goals.Secure initial assessment and integration engagements.Establish strategic relationships across target higher education accounts.Support conversion of pilot engagements into recurring AMS opportunities.Contribute to referenceable customer success stories and partner ecosystem growth. Work EnvironmentHybrid role with regular onsite presence expected at Kastech’s Richmond, TX office.Some travel required for customer meetings, conferences, and partner engagements. About KastechKastech is a technology consulting and services organization focused on enterprise applications, integrations, data modernization, and digital transformation initiatives. Our growing higher education practice is focused on helping institutions maximize value from Ellucian Banner and related enterprise platforms through advisory, modernization, managed services, and integration solutions