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Pluralsight // developer training by experts
Sales, Full Time       Posted: Thursday, November 28, 2019
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Job Description

Just like sales leaders have Salesforce, technology leaders have Pluralsight. We are democratizing technology skills & as every company becomes a tech company, we are central to their future competitive advantage & ability to thrive in the digital age.

The Commercial Account Manager is accountable for managing, renewing & expanding a large block of existing customers by understanding your customer's short & long-term technology goals & objectives to determine where Pluralsight can align & improve our customer's ability to execute their strategic plans.

You accomplish your role by building strong relationships both internally with support resources, marketing, legal & Customer Success & Professional Services, as well as externally with our customers, champions, decision-makers & key users. You will need to fully leverage our Customer Success Digital Resources to maximize customer engagement & satisfaction with Pluralsight.

This role is also responsible for expanding the Sphere of Influence - (SOI) within accounts to identify & engage key business stakeholders & decision makers & for identifying high-potential accounts that are ready for a broader or more in-depth relationship with Pluralsight (Upsell/Cross Sell) opportunities.

Additionally, the Account Manager will have the responsibility to ensure their accounts are healthy as defined by key metrics such as License Redemption, Active Users & several others. Ultimately, the Commercial Account Manager is responsible for account renewals (Gross Retention) & account growth (Net Retention).

You accomplish this by:

  • Exceed assigned sales goals & metrics

  • Build & grow pipeline to sustain & deliver sales goals

  • Provide accurate sales forecast

  • Prospect account base for new opportunities expand opportunities

  • Engage in solutions & value-based business conversations to influence clients & ultimately ensure solutions are meeting clients objectives

  • Negotiate & bring to successful closure renewals for assigned customers

  • Upsell & grow current deal size

  • Cultivating relationships with renewal customers to ensure renewal will successfully close.

  • Communicating with all renewing customers to ensure status of renewal & verify the correct contact person

  • Identify accounts that may not renew subscription & relay necessary information to the appropriate Customer Success resource.

  • Complete renewal lifecycle management including all administrative tasks such as obtaining Purchase Orders when required, forecasting, quoting, agreement negotiations, & order creation & submission

  • Ensures all SaaS components of the renewals cycle are thoroughly planned, presented & delivered to the customer

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

  • Interact with Sales & other internal teams to address renewal issues & general renewal matters for our customers.

  • Analyze customer renewal data & current renewal agreements to determine retention & uplift strategy.

  • Promote retention & minimize attrition of assigned customers.

  • Provide management reporting on renewals progress by accurately forecasting to leadership as required

  • Partner with assigned CSM to develop & leverage customer relationships to improve customer experience & retention & to grow the business by uncovering additional opportunities within existing customers

  • Liaise closely with Account Executives to ensure alignment on renewal strategies & status.

  • Develop a strong understanding of the product offering.

  • Great C-level engagement, communication & presentation skills

  • Passion for delighting every client & adequately represent the Pluralsight brand

You'd be a great fit if your current track record looks like this:

  • 2+ years of relevant account management job experience in a similar role or related function (such as Inside sales, Sales Operations, Services Renewals), direct SaaS sales, B2B sales within technology or software industry

  • Prior experience closing $25K+ ACV/ARR deals & working with SaaS renewals is required

  • Experience negotiating contracts, working through redlines & contractual language with Legal or Procurement

  • Proven track record of success in managing a high-volume portfolio of accounts

  • Business acumen & ability to analyse data to address customer situations.

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

  • Must have proven experience with forecasting & achieving or exceeding quota targets

  • Demonstrable experience in a role involving critical thinking': i.e. ability to analyze issues, make decisions & problem solve self-sufficiently. Pragmatic decision making where exceptions are required.

  • Salesforce or other CRM experience preferred

  • Establishing executive level, long term customer relationships for future cross-sell & up-sell opportunities

  • Ability to travel 10% to 20% required to present Executive Business Reviews to key customer & coordinate/manage major field events

Skills that will aid in your success:

  • Enthusiastic professional with focus on Customer success

  • Understanding of value drivers in recurring revenue business models

  • Ability to manage influence through persuasion, negotiation & agreements of distinction

  • Being able to expertly multi-task while ensuring renewal targets are met

  • Solid understanding of relevant technology & platforms including web-based software applications & SaaS environments

Working at Pluralsight

Founded in 2004 & trusted by Fortune 500 companies, Pluralsight is the technology skills platform organizations & individuals in 150+ countries count on to create progress for the world.

Our platform helps technologists master their craft & take control of their careers. We empower businesses everywhere to build adaptable teams, speed up release cycles & become scalable, reliable & secure. We come to work everyday knowing we're helping our customers build the skills that power innovation.

And we don't let fear, egos or drama distract us from our mission. Our mission to democratize technology skills is what drives us & our values are at the helm of how we work together. It's our commitment to practicing them day in, day out that enables our performance. We're adults, & we treat each other that way. We have the autonomy to do our jobs, transparency to eliminate office politics & 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, & peers who inspire us to be the best we can be. We bring different viewpoints, backgrounds & experiences, & united by our mission, we are one.

Bring yourself. Pluralsight is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age or veteran status.

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