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Job Description

Addressing $31 billion market opportunity.

World class net retention at 98%

Exceptional growth rates.

Nimble, agile environment + mission-driven company.

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 Opportunity:

The Enterprise Renewal Specialist is accountable for customer retention through the renewal process. The position is responsible for managing & closing assigned opportunities within the enterprise space that are up for renewal.

This position requires a strong knowledge of systems & process selling, the ability to manage & close large volumes of opportunities. The Enterprise Renewal Specialist will collaborate within Sales & Success, Marketing & Legal to maximize the renewal success while looking for additional opportunities for upselling additional revenue. The Enterprise Renewal Specialist will work in partnership with Enterprise Field when large expansion opportunities are identified, ensuring that the right field sales resources are engaged to maximize growth within the account.

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, & across the business

  • You are hungry for feedback & coaching

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

What you'll own:

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

  • Own your business: Increase renewals; focus on retention -Be accountable for all aspects of taking down the number, as if you truly owned Pluralsight. Communicate 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.

  • Establish yourself as a trusted advisor through being assertive, present, & relevant - Build relationships with customers through all phases of the life cycle, identify & care for customer needs, maintain accuracy in Salesforce, develop a process for meaningful customer experience. Supports the Account Executives by leading the renewal process beginning with the development of a renewal strategy, creation of renewal proposals & quotes through signature of renewal by the Customer

  • Leverage internal & 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 & competitive trends, use sales tools to identify & profile, quote, invoice, & collect revenue from customers, curate customer testimonials. Plus, organize your daily execution, keeping 12 mission-critical plates spinning at once.

Experience you'll need:

  • Sold SaaS into a C-Suite & 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

  • Negotiations

  • Solution sales experience in identifying market size & 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 & heavy prospecting with the ability to create new opportunities in ways where others have not

  • Knowledgeable in Salesforce or other CRM, Customer Centric Selling or other value based methodology in the context of the renewal process.

  • 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

  • Closing $100K+ ACV/ARR deals & working with SaaS renewals is required

  • Forecasting & achieving or exceeding quota targets

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

  • Operating in an (external) customer facing environment (telephone/email based)

  • Working & closing SaaS Multi-year agreements

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

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

  • Strong communication & follow up skills

  • Ability to establish relationships & work in a team environment

  • Strong numbers skills, including intermediate or better familiarity with Google Suite

  • 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.

  • Excellent organization & time management skills

  • 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

Ideally what you've done:

  • Sold enterprise software solutions to IT, Learning, & Engineering, & tech leader decision makers within the Engineering Org

  • 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.

Skills that will aid in your success:

  • Enthusiastic sales professional with focus on Customer success

  • Understanding of value drivers in recurring revenue business models

  • Ability to develop a strong knowledge of Pluralsight's products & services

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

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

  • Strong communication, presentation, problem solving & analytical skills

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

  • We're committed to a values-driven culture here at Pluralsight & our mission inspires everything we do

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.

Additional Information

All your information will be kept confidential according to EEO guidelines.

 
 
 
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