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Enterprise Account Executive

About Pluralsight
Founded in 2004 and trusted by Fortune 500 companies, Pluralsight is the technology learning platform organizations and individuals in 150+ countries count on to innovate faster and create progress for the world.
Working at Pluralsight
At Pluralsight, we believe everyone should have the opportunity to create progress through technology. That everyone should have access to the skills of tomorrow. That technology can make the world a better place. Through the work we do everyday, we empower the people who power our world.
And we don't let fear, egos or drama distract us from our mission. We're adults, and we treat each other that way. We have the autonomy to do our jobs, transparency to eliminate office politics and trust each other to do the right thing. We thrive in an environment with creativity around every corner, challenges that keep us on our toes, and peers who inspire us to be the best we can be. We bring different viewpoints, backgrounds and experiences, and united by our mission, we are one.
The Opportunity
Pluralsight currently has a position available in Farmington, UT for an Academic Account Manager responsible for proactive/reactive direct sales activities and customer relationship management for an assigned territory. The Academic Account Manager will engage accounts within the Academic vertical primarily through inside sales activities via telephone, e-mail and other tools and tactics. Relationship building will be focused on key influencers and decision makers. The primary goal is to establish Pluralsight as a high quality and cost effective learning solution for the institutions' students, faculty and staff in software development, IT, and creative programs and careers.
Sales Execution
? Exceed assigned sales goals and metrics
? Build and grow pipeline to sustain and deliver sales goals
? Provide accurate sales forecast
? Prospect account base for new opportunities
? Identify and win new business accounts through effective account development
? Engage in solutions and value-based business conversations to influence customers and, ultimately, close sales
Customer Relationship Management
? Build relationships with customers through all resources and phases of the life cycle
? Identify and care for customer needs, business objectives, and success criteria
? Maintain and leverage accurate customer records within CRM tool
? Develop process to ensure meaningful customer touch and experience
? Establish a trusted advisor role with accounts by being assertive, present and relevant
Support and Reporting
? Provide feedback on pre-sales issues and competitive trends
? Use sales tools to identify and profile within assigned territories
? Understand the process of quoting, invoicing and collecting revenue from customers
? Leverage internal and external tools to maximize customer information
? Acquire customer testimonials and references for external publication
Territory Management
? Develop territory strategy plan and specific account plans
? Expand install base and acquire net new customers
? Create and execute demand generation plans within territory
? Increase sales, develop leads, and close opportunities
? Be accountable for actions and report progress
Who you are:
? 3+ years of B2B sales experience, preferably selling SaaS solutions to higher education institutions
? College degree preferred
? Proven track record of exceptional sales success
? Experience with Salesforce or similar CRM tools preferred
? Understanding and experience in selling to Learning and Development, IT and Creative decision makers preferred
? Excellent interpersonal and communication skills (verbal & written) including outstanding telephone presence, multilingual preference
? Strong business and financial acumen
? Self-motivated, accountable approach, combined with strong sense of teamwork
? Affinity for technology required
? Entrepreneurial mindset
? Able to exercise discretion and independent judgment
? Understands various stages of typical solution sales cycle
? Ability to follow through and meet deadlines
? Flexible and adaptable to change, ability to thrive in a hyper-growth, sometimes ambiguous environment
? Strong organizational skills
? Ability to develop and execute a territory plan
? Goal oriented: organizational, team, personal
? Must demonstrate ability to lead, influence and guide a solution sale
? Ability to travel on limited basis (10%)
All your information will be kept confidential according to EEO guidelines.
Why Pluralsight? Glad you asked!
We're driven in everything we do by our mission of democratizing technology learning and believe everyone should have the opportunity to build a career they're passionate about. We value truth seekers and consider ourselves eternal optimists, infusing the way we work with positivity and a love for what we do. If that resonates with you, we want you as a part of our team! And since we realize it takes world-class people to make a world-class product, we also offer competitive compensation packages, tuition reimbursement, unlimited time off and a culture that thrives on working alongside some pretty dang smart (and cool!) people.
We're proud winners of numerous awards including 2015 Forbes Most Promising Companies, 2015 Entrepreneur's Top Company Culture, 2016 SaaS Awards: Best Product for Web Development, and have been ranked on Inc's 500/5000 for the past four years.



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