Job Description:
The Enterprise Account Executive is responsible for revenue growth in Canadian Government 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
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Duties/responsibilities
- Ownership of the full sales cycle from lead to close with Canadian government Defense business customers
- Build and grow pipeline, accurately forecast, develop existing and new relationships within your account's SOI
- Establish yourself as an advisor at executive level, with long term relationships for future cross-sell and up-sell opportunities
- Identify and understand the customer's strategy and the related capability and skills requirements
- Help educate customers on the value of Pluralsight throughout the adoption cycle through jointly developed and agreed success criteria and provide recommendations based on customers' business needs and usage patterns
- Develop and set a strategy aligned to the goals set that enables Pluralsight ‘s growth within existing businesses and building new business opportunities
Minimum qualifications/skills
- Expert on Solution-Selling, Customer-centric Selling, Strategic Selling, the Challenger sale, Business Impact Selling and/or Value Selling.
- Experience managing a pipeline and closing Canadian government contracts.
- Excellent verbal, written and presentation communication skills both with customers and within Pluralsight.
- Proven strategic negotiation and closing skills with a successful track record of navigating stakeholders within large complex organizations and internally.
- Background in business development and heavy prospecting with the ability to create new opportunities in ways where others have not
- Public sector experience
- 4+ Years selling into the Canadian Government
- Experience selling solutions to Canadian National Defence (CND) organizations is preferred
Preferred qualifications/skills
- Preferable experience selling in a SaaS organization, ideally with multi-year SaaS contracts into the C-Suite.
- The ability to travel, while not required is encouraged
What makes our Revenue Team amazing
- A collaborative, not cut-throat sales environment
- We build extraordinary salespeople through an emphasis on coaching, personal development, and growth
- World-class enablement to support our entrepreneurial AEs - resources and processes that support the sales (versus getting in your way)
- Comp packages that recognize performance with obtainable OTEs, and realistic quotas
- Unlimited PTO
- Hybrid work models, blending the best of work-from-home independence and in-office team collaboration
Travel Requirements
While Pluralsight operates under a remote and hybrid work model, we believe that in-person connection and collaboration are important. Recurring travel to our HQ in Utah may be required depending on the role and team member location.
Physical Requirements
Work is performed in an office (or home office) environment and requires the ability to operate standard office equipment and keyboards. Sedentary work. Repetitive work. Substantial movements (motions) of the wrists, hands, and/or fingers. The worker is required to have close visual acuity to perform an activity such as: preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading.
EEOC Statement
Bring yourself. Pluralsight is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, age or protected veteran status. Pluralsight will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please visit the bottom of our website to learn how to request an accommodation.
For more information on Pluralsight's commitment to building a more diverse and inclusive workforce, please review our most recent Diversity, Equity, Inclusion and Belonging report here.
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