Keith Hawkes

Captain
DISC Type : DS

Vice President, Asia Pacific at Ellucian

Manly, Queensland, Australia

Overview

With nearly three decades of EdTech experience, Keith is a strategic leader focused on driving transformation in tertiary education across the Asia Pacific. He has held leadership roles at Ellucian, Capgemini, and TechnologyOne, and holds an M. Phil from the University of Bath. Colleagues describe him as visionary, dedicated, and professional.

Outside of his professional life, Keith is known as a positive person with a great sense of humour, who builds relationships quickly and genuinely values them. He has an interest in technology and business strategy through organizations like Forrester and Capgemini Invent.

Unique fact: Before becoming a business leader, Keith started his career as a software developer, giving him a deep-rooted understanding of technology.

Personality Overview

Dynamic But Sincere

Planner & Achiever

Long-Term Thinker

They might take some time to make their mind up but once they do, they don't change it easily.  They are very professional in their approach and can weigh multiple perspectives together. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

EdTech Transformation
His entire career is focused on using technology as a strategic enabler for universities to solve core challenges like funding, competition, and student expectations.
AI in Education
Leads discussions on scaling AI for student success, data governance, and reshaping academic roles, emphasizing an ethical, student-centered approach to adoption.
Student Success
Frequently highlights the importance of improving the student experience, engagement, and retention as a top priority for higher education institutions in his public statements.

Media Appearances

Ellucian and DVE Partnership Helps Higher Education Institutions Deliver on Digital Transformation in Australia. Featured in Aithority

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Australian Tertiary Education: AI, Digital Transformation & Future Trends. Featured in Ellucian Blog

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VET and HE Harmonisation: Learning & Workforce Alignment. Featured in Ellucian Blog

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Work History

6-2021
Vice President, Asia Pacific at Ellucian
9-2019 - 6-2021
Higher Education Practice Lead for Australia at Capgemini
1-2017 - 9-2019
Business Development Executive (Higher Education) at TechnologyOne
12-2015 - 1-2017
Industry Director (Education) at TechnologyOne
7-2015 - 12-2015
Business Development Director, N.America at Tribal Group

Education

1994 - 1996
M.Phil from University of Bath
1991 - 1994
B.Eng (Hons) from University of Greenwich

More Information

Social Presence :

Prographics :

Exp : 29 Location : Manly, Queensland, Australia Job Level : Senior Designation : Vice President, Asia Pacific at Ellucian
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Insights For Selling To Keith

During A Call Or A Meeting

DO's

  • During followups, use phone or text if needed, they should be fine
  • Come across as a trustworthy professional and be respectful, they usually know their game
  • Use phrases like 'your team deserves', 'best in class' etc.

DONT's

  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't go over them unless you are left with no other option
  • Avoid putting conscious effort into relationship-building

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Keith is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Keith

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Keith move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Keith take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Keith

Personality Compatibility


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