Enterprise Account Manager

Posted 14 days ago
Main Location
Boston, MA, United States
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powertofly approved What Pluralsight Has to Offer:

Pluralsight is the technology skills platform organizations and individuals in 150+ countries count on to innovate and create progress for the world. Named one of our best work-from-home companies in 2020, Pluralsight believes in using technology to make the world a better place. They offer great benefits like:

  • Unlimited PTO
  • Competitive compensation (fair salary, bonus plans + equity)
  • Tuition reimbursement
  • Office and home office perks!
  • The Enterprise Account Manager is responsible for generating revenue for Pluralsight in the assigned territory. This includes providing feedback on market requirements, product capabilities and future industry developments and trends in the assigned region. You will drive the sales based on Pluralsight’s sales methodology including account penetration, prospect qualification, supervision of sales activity, sales process planning, negotiation, and closing all sales opportunities.

    Who you’re committed to being:

    • You have extreme ownership of your business
    • You are competitive with yourself, yet collaborative with other team members up, down, and across the business
    • You are autonomous - you like to understand the guidelines for success, partner with the business to get what you need, and then work entrepreneurially to get it done
    • You are a consultative seller who is seen as a trusted advisor
    • You are hungry for feedback and coaching
    • You can manage well in times of growth, change, and ambiguity in a fast growing environment.

    What you’ll own:

    • Meet and exceed sales quotas - Close customer contracts ranging in size from $100k to $150k a year in ARR with 6,9,12 mo. average sales cycle, build and grow pipeline, accurately forecast, cold call and prospect account base for new opportunities, identify and win new business accounts. You are knowledgeable of vertical market sales and developing new vertical market sales plans.
    • Own your business: Increase sales, develop leads, and close opportunities - Develop territory strategy plan and specific account plans, expand install base and acquire net new customers, create and execute demand generation plans within territory, be accountable for all aspects of taking down the number, as if you truly owned Pluralsight. Establish executive level, long term customer relationship for future cross-sell and up-sell opportunities.
    • Establish yourself as a trusted advisor through being assertive, present, and relevant - Build relationships with customers through all phases of the life cycle, identify and care for customer needs, maintain accuracy in Salesforce, develop process for meaningful customer experience, Prospecting, developing, managing, and executing a territory plan to support lead generation, full sales cycle management. Understanding industry trends, product capabilities and customer requirements.
    • Leverage internal and external tools to maximize customer information - Maximize success with world class SaaS toolkit (access to Salesforce, Outreach, Discover.org, CPQ), provide feedback on pre-sales issues and competitive trends, use sales tools to identify and profile, quote, invoice, and collect revenue from customers, curate customer testimonials. Plus, organize your daily execution, keeping 12 mission-critical plates spinning at once.
    Qualifications

    Experience you’ll need:

    • Have sold SaaS into a C-Suite and with customers through all phases of the life cycle
    • Track record of exceeding quota
    • Building your large network/connections of IT leaders in Large Enterprise businesses
    • Experienced in negotiations
    • Solution sales experience in identifying market size and focus
    • Developing sales pipelines, accurately forecasting penetrating new accounts, driving the sales process within a relationship selling environment
    • Sales cycle expertise - sales process planning, forecasting, prospecting, communication, negotiation, presentation
    • 3-5+ years B2B SaaS experience with Enterprise/Fortune accounts
    • Background in business development and heavy prospecting with the ability to create new opportunities in ways where others have not
    • Solid knowledge of and experience in. Solution-Selling, Customer-centric Selling, Strategic Selling and/or Value SellingIdeally what you've done:
    • Sold enterprise software solutions to IT, Learning, and Engineering, and tech leader decision makers within the Engineering Org
    • Sold for products in the growth stage
    • Experience consistently exceeding quota of greater than $1 Million
    • Have successfully managed the sales cycle from business champion to the SVP of Engineering/CEO/CTO level and have positioned the value proposition and selling to the “C”-suite

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    Enterprise Account Manager
    Pluralsight