Job Description:
Job Description
Academic Account Executive Job Description
Pluralsight is looking for an experienced Education / Academic (B2B) Sales Account Executive to help us continue our rapid growth through targeted focus on the Higher Education Market (Public, Private, For-Profit, etc). This position is responsible for leveraging existing business within these accounts to expand at the enterprise level. In addition, this position will be focused on prospecting into and closing net new logos in the Higher Education market. Building a solid pipeline of higher education accounts will be critical. This position works closely with members from various teams including Account Development, Sales Operations, Marketing, Customer Success, and the Sales Leadership team. You will progress qualified leads through the sales cycle through virtual product demonstrations, face-to-face meetings, and contract negotiations. You will also generate leads and prospects from your own prospecting / relationship efforts. We're looking for someone who has extensive experience in this marketplace and who can demonstrate a proven track record selling into these accounts at the Highest (Enterprise / sitewide) levels. The ability to strategically account plan and then execute against that plan is a must. The ability to interact, build relationships with, and provide value to the executive level of a customer will also be critical. While not absolutely required, SaaS or comparable technology sales experience is a plus.
Responsibilities include:

• Grow revenue within assigned territory; expand existing install base
• Ensure overall health of the account and position for renewal and growth
• Build and grow pipeline to deliver and sustain sales goals
• Maintain an accurate, up-to-date, healthy sales forecast and records using Salesforce.com
• Prospect existing account base for new opportunities
• Prospect into strategic target accounts and build pipeline and win business with these new customers.
• Identify and win new pockets of enterprise business through effective account planning and management
• Build relationships and deepen executive relationships with key stakeholders through all relevant mediums (face to face, phone, social, etc.)
• Provide feedback on pre-sales issues and competitive trends
• Become a student of the industry and provide key insights to the customer
• Use sales tools to identify and profile within assigned territories
• Function as an expert in the quote to cash process (Quote, PO, Invoice, payment)
• Help develop, lead, and execute territory sales strategy and plan; directing extended team to ensure success
• Orchestrate Client Success and Support teams to enable a frictionless sales environment
• Execute demand generation plans within territory
• Increase sales, develop leads, and close opportunities
• Together with Customer Success Manager, develop and maintain account plans that plot growth and success
• Direct and collaborate territory sales team, meeting frequently to plan for and drive success
• Organize and execute Quarterly Business Reviews with key strategic accounts
• Identify, target, and win net new business
• Maintain high level of industry expertise to provide commercial insight to customers
• Be a product expert and completely understand the quote to cash process
• Identify prospective client decision makers and establish strong, trusted client relationships
• Consult with sales prospects and architect compelling salessolutions
• Maximize penetration of product within accounts
• Identify customer requirements and generate solutions that provide an exceptional customer sales experience
• Maintain an accurate, full, and healthy sales pipeline; consistently utilizing Salesforce and sales tool resources
• Ensure that sales execution is top priority - removing potential roadblocks - to ensure success
• Consult with sales leadership on sales process and marketing effectiveness
• Provide feedback on market trends, competitive threats, and opportunities to deliver greater value to customers
• Relentlessly champion the Pluralsight brand
• Conduct all sales activities with the highest degree of integrity and professionalism
• Partner with, direct, and leverage extended regional sales team to form sales plans and execute sales strategy
• Ensure that won business experiences an exceptional transition to on-boarding and client success resources
• Participate in team meetings and general organizational gatherings
• Achieve quarterly and annual sales targets
• Travel required (25% avg.)

Qualifications

• Demonstrates experience in selling Enterprise solutions into Higher Education. Sales of "Learning products" a plus, sales of "technology" products as plus
• Strong coaching and team leadership skills
• Exceptional customer relationship skills at all levels, including CXO
• Uses consultative, solution selling and business development skills to align client's business needs with Pluralsight solutions
• Highly skilled business development and negotiation skills
• Focuses on clients key business challenges and drivers to position self as a trusted advisor
• Ability to gain in-depth knowledge of clients business organizational structure, business processes, and financial structure
• Proficiency in developing and executing against comprehensive business plans
• Strong business acumen with excellent communication skills
• University or Bachelor's Degree
• Experience in solution oriented enterprise sales
• Established and relevant account management experience
• Strong track record of account management and sales performance

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