Steve Hanner Email and Phone Number

As a Strategic Business Advisor (SBA), I partner with Account Executives to ensure client satisfaction within a designated territory. My role involves engaging institutions in proactive planning processes to enhance the utilization of Ellucian software through Professional Services. As well as, implementing effective account management strategies to help them leverage Ellucian's products and new strategic solutions to reach their institutional goals.

Responsible for meeting with clients to discuss and define the overall structure of Ellucian solutions and the campus ecosystem to increase the penetration of the Ethos platform, Ellucian solutions and optimize client’s opportunity for growth. Providing an understanding all aspects of higher ed systems, from both a business and technical point of view. Imparting knowledge of technologies such as Cloud (AWS), Oracle, Banner, SOA, modern analytics solutions and articulating the value of them for future growth and alignment with an institution’s mission.Enabling the members of the Ellucian cloud sales team by presenting solutions and imparting best practices of client engagement and Cloud opportunities. Leading strategic cross functional programs as the Ellucian Cloud business continues to grow.

Responsible for providing meaningful resources and communication to ensure that our customers get the most out of their Ellucian solutions. By connecting them with the right tools and resources geared toward their institution, CSMs make sure that their campus technology is always up to date and ready for new challenges.• An advocate, listen to my customer priorities and concerns, and share their feedback with Ellucian to enable adoption and success.• Take meaningful action to connect customers to the right resources, tools, utilities, and answers that will resolve questions and issues.• Provide quick, up-to-date information–especially important for those who need fast, relevant information.• Work on our customer’s behalf to ensure that they get the full value of their investment with Ellucian and create meaningful experiences and positive outcomes.

Responsible for maintaining a consultative relationship with existing Ellucian Banner and Power Campus customers, helping them achieve institutional goals through the purchase of Ellucian’s professional services.• Executed over $6 million dollars in professional services work orders• Provided guidance and long-term ERP planning for institutions in my territory. These institutions included Clemson University, University of South Carolina, University of South Florida and many others.

Led sales and marketing efforts of ESD’s administrative software for school districts. Sales efforts center around helping school districts address 21st century issues with 21st century technologies. Working with key decision makers to show them where these new technologies can help their teachers connect with parents and their administrative staff become more efficient. • Led all sales efforts for ESD, closing over $20 million dollars in contracted sales• Performed product demonstrations both high-level and detailed, covering all areas of product line.• Led ESDs marketing efforts, including development of materials, RFP responses and trade show booth.• Developed ESD Contract and Statement of Work contract language

Responsible for consultative sales of PLATO Learning instructional and educational software into post-secondary institutions in Florida. The Account Manager calls on education administrators and executives to perform needs analysis interviews, product demonstrations and written proposals.

Provided full-time business analyst support to SunGard HE’s system and process upgrade initiative. This initiative included the implementation of CA’s Clarity, a professional services automation tool, Siebel’s Opportunity Management, the redefinition of SunGard HE’s strategic account management process and support the training of the Account Management team in consultative selling techniques.• Gathered the best practices from within the account management team to help develop processes that were developed into corporate-wide standards in the areas of account management, opportunity management, and forecasting. • Defined the configuration of the Siebel and Clarity software to support SunGard HE’s Account Management practices. • Developed custom reports to support the management of opportunities and forecasting which reduced the number of man hours need to produce monthly revenue forecasts by 80%.• Authored the materials and trained the Client Operations team (VPs, GMs & AMs) on the new practices and the software systems to support them.

Responsible for maintaining a mutually beneficial relationship as primary point of contact for the client to SunGard SCT. Provided business analyst services to the institution to encourage clients to use the full resources of SunGard SCT to improve the ROI of their software purchase and reach their institutional goals.• Achieved reputation within SunGuard SCT by prompt responses to inquiries and always being available to help resolve issues, solve problems, and help the institutions and the company reach their strategic goals.• Led the development of the Account Management practice, responsible for defining procedures and practices for internal and external interactions.• Maintained a profit/loss margin of greater that 70% on delivered services, reviewing accounts receivable for accurate billings, contract coherence and maintaining SunGard SCT's client information. • Established reputation as a trusted advisor of the institution throughout the administration including CIOs, Vice Presidents, and Presidents.• Guided 19 clients successfully through the implementation of SunGard SCT's ERP software.• Selected to serve on several institutions’ IT governance boards.• Selected to SCT Chairman's Club, 2000 for developing and closing a record $7.8 million dollar add-on services contract.• Provided high-level project and resource management to clients when necessary.

Provided support to the sales area by providing effective product demonstrations that show the functionality and features of SCT's ERP software in a clear and interesting manner. A secondary function was to support the proposals department by providing responses to Request for Proposals and Request for Information.

Led the team responsible for the conversion of software from the proprietary HP3000 environment to the open environment of UNIX. As the initial analyst on the conversion project, developed database methodologies, code and SQL generation tools, conversion scripts and application security. Trained system administrators, D.B.As, and end users, plus helped in the conversion of legacy data, data warehousing and BI reporting. Also, responsible as the systems manager for all internal computing systems including the following: HP3000 running MPE/iX 5.0, IBM RS/6000 running AIX 3.25, and HP9000 running HP-UX 10.10.• Managed a team of 5 programmers responsible for the development and maintenance of the REGENT product line.• Created the software to perform version control, track program maintenance, log user calls and handle software distribution.• Oversaw the successful installation of the product at institutions across the country as D.B.A., UNIX systems administrator and software analyst. • Developed and maintained project plans to manage resources and track the development of the software.

As a member of the Administrative Computing team, worked with the user community to design and develop the application processes necessary to perform the daily functions of the University. This included program and database design, coding of both on-line and batch processes, maintenance of existing processes, and user training. Led design and programming teams, met with departmental directors on a regular basis, and provided campus wide correspondence.