Pluralsight

Enterprise Account Executive - Federal Systems Integrator

Pluralsight

March 2, 2021


Job Description:
The Enterprise Account Executive (AE) is responsible for revenue growth in Federal Systems Integrator accounts and ensuring all key metrics are delivered. The AE is a customer facing position requiring executive-level selling skills. The AE will work closely with Sales Development, Marketing, Professional Services, and Customer Success departments to proactively develop and execute a territory plan - including all inbound and outbound selling efforts, develop executive relationships, and accelerate strategic sales motions. The AE will engage with accounts via email, telephone, face to face, and other online mediums. The AE will provide direction and recommendations to extended territory team and leadership to increase efficiencies, structure, and strategy of the region, ensuring individual and team success
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

  • Self motivated, goal and detail oriented, persistent and dependable

  • Strong verbal and written communicator, especially at the executive level

  • You are hungry for feedback and coaching

What you’ll own:

  • Meet and exceed sales quotas

  • Close customer contracts and grow pipeline, accurately forecast, cold call and prospect account base for new opportunities. Understand the quote to cash process (Quote, PO, Invoice, Payment)

  • Travel up to 25%

  • Own your business: Increase sales, develop leads, and close opportunities

  • Develop territory strategy plan and specific account plans, expand install base, create and execute demand generation plans within territory, be accountable for all aspects of taking down the number, as if you truly owned Pluralsight

  • Use proven negotiation skills to close all assigned opportunities with the ability to upsell additional revenue opportunities.

  • Deliver compelling presentations to senior executives and decision makers

  • 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 processes for a meaningful customer experience, prospecting, developing, managing, and executing a territory plan to support lead generation, full sales cycle management

  • Leverage internal and external tools to maximize customer information

  • Maximize success with world class SaaS toolkit (access to Salesforce, Outreach, Sales Navigator, 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 while balancing multiple priorities simultaneously

Experience you’ll need:

  • 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 negotiating multi-year recurring revenue contracts, and sales cycles with varying durations

  • 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

  • Strong presentation/public speaking skills

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