Pluralsight
Tech / AI / Software
SMBAccountExecutive
Neural analysis suggests this role is
optimal for Entry candidates.
“SMB Account Executive at Pluralsight. Skills: Sales, Account Management, Business Development. Drive Pluralsight's future growth engine by establishing relationships with prospective SMB clients. Turn prospective SMB clients into happy Pluralsight users”
What You'll Achieve.
Drive Pluralsight's future growth engine; Turn prospective SMB clients into happy Pluralsight users; Close new business consistently at or above quota level; Achieving Meeting KPI’s; Drive high win rates
Industry & Context.
Passionate about solving problems that will help the business; Active listener with superb 'discovery' skills and the ability to deeply dive into a customers problems in order to help solve them
Primarily performed in an office or home office setting and involves standard computer-based work.
What They're Looking For.
Must Have
Excellent interpersonal and communication skills (verbal & written) including outstanding telephone presence, Savvy business and financial focus, Self-motivated, accountable approach, combined with sense of teamwork, Affinity for technology required, Ability to forecast accurately to ensure you are in control of your book of business, Able to exercise discretion and independent judgment, Understands various stages of typical solution sales cycle, Follows through on actions, personifies 'being your word', Flexible and adaptable to change, organizational skills, Ability to develop and execute a territory plan, Results oriented: organizational, team, personal, Ability to lead, influence and guide a solution sale
Nice to Have
Experience with Salesforce or similar CRM tools preferred, Understanding and experience in selling to Learning & Development, IT and Creative decision makers preferred
What You'll Do.
Drive Pluralsight's future growth engine by establishing relationships with prospective SMB clients
Turn prospective SMB clients into happy Pluralsight users
Responsible for a large volume of book of new business
Handle the full sales cycle right through to onboarding new users
Engage in business-level and technical conversations at multiple levels of the organisation
single stakeholder deals as well as complex multi-party sales
Develop scalable strategies and repeatable processes
Demonstrate & implement internal sales methodology on deals
Develop multi-level relationships with customers and create a clear contact map for each client
Build quarterly victory plans
Deliver product demonstrations and presentations to Economic Buyer
Prospect to build a pipeline and relationships with prospects
Close new business consistently at or above quota level
Develop in conjunction with your leader a strategic plan for the territory to execute against
Share Pluralsight solution's value to prospects
Implement social selling tactics in prospecting
Listen to the needs of the market and share insights with product and marketing teams
Proactively handle the activity across your territory
achieving Meeting KPI’s
and ensuring all opportunities are updated regularly within our CRM system
Handle any inbound leads in a timely manner
using Value selling discovery techniques to drive high win rates
Using data to drive persuasive strategic customer conversations
Understand the full customer lifecycle and be proficient in all areas of the sales lifecycle
How You'll Work.
Team & Collaboration
Collaborating with the company's to access and define their goals, problems and needs to align the Pluralsight solution to this; Consistently demonstrate alignment to Pluralsight's culture & values in how you behave both internally and externally; Self aware and collaborative in your style and approach; Develop multi-level relationships with customers and create a clear contact map for each client within all lines of business; Ability to effectively build trust-based relationships with senior-level sales professionals; Share insights with product and marketing teams; Cultivate a culture of trust, autonomy, and collaboration
Communication Scope
Excellent interpersonal and communication skills (verbal & written); Outstanding telephone presence; Engaging in business-level and technical conversations; Product demonstrations and presentations; Strategic customer conversations
Process & Methodology
Build quarterly victory plans, looking at internal capability, external market dynamics, short and long term opportunities, Develop in conjunction with your leader a strategic plan for the territory to execute against, Ability to develop and execute a territory plan
Full Job Description
_**Job Description:**_ As an SMB Account Executive at Pluralsight, you will drive Pluralsight's future growth engine by establishing relationships with prospective SMB clients across the full EMEA and APAC region and turning them into happy Pluralsight users. You’ll be responsible for a large volume of book of new business (as the first point of contact for many new and growing businesses interested in Pluralsight) and handle the full sales cycle right through to onboarding new users. You are an adept salesperson, capable of engaging in business-level and technical conversations at multiple levels of the organisation, including CTO, COO, and CFO. You have experience working with small/medium businesses. You have an understanding of the buyer journey and can lead short, single stakeholder deals as well as complex multi-party sales in a highly consultative manner. You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. Finally, you’ll develop scalable strategies and repeatable processes that enable us to amplify the number of new SMB businesses joining Pluralsight. If you’re hungry, hard-working, persistent, and a great teammate, we want to hear from you! **Who you’re committed to being:** * Passionate about solving problems that will help the business, even when beyond your core role * An active listener with superb 'discovery' skills and the ability to deeply dive into a customers problems in order to help solve them * Collaborating with the company's to access and define their goals, problems and needs to align the Pluralsight solution to this * Consistently demonstrate alignment to Pluralsight's culture & values in how you behave both internally and externally * Driven, self-motivated with high level of resourcefulness and integrity * Results-oriented mentality * Self aware and collaborative in your style and approach **What you’ll do:** * Demonstrate & imple
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