Academic Account Executive at A Cloud Guru

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Job Description:
Job Description
Academic Account Executive Job Description
Pluralsight is looking for an experienced Education / Academic (B2B) Sales Account Executive to help us continue our rapid growth through targeted focus on the Higher Education Market (Public, Private, For-Profit, etc). This position is responsible for leveraging existing business within these accounts to expand at the enterprise level. In addition, this position will be focused on prospecting into and closing net new logos in the Higher Education market. Building a solid pipeline of higher education accounts will be critical. This position works closely with members from various teams including Account Development, Sales Operations, Marketing, Customer Success, and the Sales Leadership team. You will progress qualified leads through the sales cycle through virtual product demonstrations, face-to-face meetings, and contract negotiations. You will also generate leads and prospects from your own prospecting / relationship efforts. We're looking for someone who has extensive experience in this marketplace and who can demonstrate a proven track record selling into these accounts at the Highest (Enterprise / sitewide) levels. The ability to strategically account plan and then execute against that plan is a must. The ability to interact, build relationships with, and provide value to the executive level of a customer will also be critical. While not absolutely required, SaaS or comparable technology sales experience is a plus.
Responsibilities include:
  • Grow revenue within assigned territory; expand existing install base
  • Ensure overall health of the account and position for renewal and growth
  • Build and grow pipeline to deliver and sustain sales goals
  • Maintain an accurate, up-to-date, healthy sales forecast and records using Salesforce.com
  • Prospect existing account base for new opportunities
  • Prospect into strategic target accounts and build pipeline and win business with these new customers.
  • Identify and win new pockets of enterprise business through effective account planning and management
  • Build relationships and deepen executive relationships with key stakeholders through all relevant mediums (face to face, phone, social, etc.)
  • Provide feedback on pre-sales issues and competitive trends
  • Become a student of the industry and provide key insights to the customer
  • Use sales tools to identify and profile within assigned territories
  • Function as an expert in the quote to cash process (Quote, PO, Invoice, payment)
  • Help develop, lead, and execute territory sales strategy and plan; directing extended team to ensure success
  • Orchestrate Client Success and Support teams to enable a frictionless sales environment
  • Execute demand generation plans within territory
  • Increase sales, develop leads, and close opportunities
  • Together with Customer Success Manager, develop and maintain account plans that plot growth and success
  • Direct and collaborate territory sales team, meeting frequently to plan for and drive success
  • Organize and execute Quarterly Business Reviews with key strategic accounts
  • Identify, target, and win net new business
  • Maintain high level of industry expertise to provide commercial insight to customers
  • Be a product expert and completely understand the quote to cash process
  • Identify prospective client decision makers and establish strong, trusted client relationships
  • Consult with sales prospects and architect compelling salessolutions
  • Maximize penetration of product within accounts
  • Identify customer requirements and generate solutions that provide an exceptional customer sales experience
  • Maintain an accurate, full, and healthy sales pipeline; consistently utilizing Salesforce and sales tool resources
  • Ensure that sales execution is top priority - removing potential roadblocks - to ensure success
  • Consult with sales leadership on sales process and marketing effectiveness
  • Provide feedback on market trends, competitive threats, and opportunities to deliver greater value to customers
  • Relentlessly champion the Pluralsight brand
  • Conduct all sales activities with the highest degree of integrity and professionalism
  • Partner with, direct, and leverage extended regional sales team to form sales plans and execute sales strategy
  • Ensure that won business experiences an exceptional transition to on-boarding and client success resources
  • Participate in team meetings and general organizational gatherings
  • Achieve quarterly and annual sales targets
  • Travel required (25% avg.)

Qualifications
  • Demonstrates experience in selling Enterprise solutions into Higher Education. Sales of "Learning products" a plus, sales of "technology" products as plus
  • Strong coaching and team leadership skills
  • Exceptional customer relationship skills at all levels, including CXO
  • Uses consultative, solution selling and business development skills to align client's business needs with Pluralsight solutions
  • Highly skilled business development and negotiation skills
  • Focuses on clients key business challenges and drivers to position self as a trusted advisor
  • Ability to gain in-depth knowledge of clients business organizational structure, business processes, and financial structure
  • Proficiency in developing and executing against comprehensive business plans
  • Strong business acumen with excellent communication skills
  • University or Bachelor's Degree
  • Experience in solution oriented enterprise sales
  • Established and relevant account management experience
  • Strong track record of account management and sales performance

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Candidate Location Eligibility:
Austin, TX

Technology we use

  • Engineering
  • Product
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    • AngularJSFrameworks
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    • DynamoDBDatabases
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An Insider's view of A Cloud Guru

What’s the vibe like in the office?

It is very open and laid back, but also fun! You can just tell that everyone is happy to be here. You can feel the positive energy. We all joke around, but we still get work done - and do it well. Everyone is really good at their job and really passionate. We kick some booty.

Montana

Finance Guru

What projects are you most excited about?

I’m thrilled to work on projects that offer custom solutions for our customers. Whether I’m curating content for their specific roles or partnering with Training Architects to build personalized webinars, each project is really special because it’s created specifically for our learners to support them in their day to day efforts.

Christina

Marketing Guru

What makes someone successful on your team?

Throughout the company everyone, regardless of the team they are on, strives to help each other. Technical Editors craft content from the perspective of the student. Video editors make content look amazing. Designers craft awesome images and designs to support our courses. If you have ideas, ACG is a place where everyone helps them come to life.

Karlos

Training Architect

What is your vision for the company?

Cloud is the future and we're here to send as many into that future as we can. We set them up to achieve remarkable things and build a brighter tomorrow. Our vision is to chart the course to cloud maturity for businesses and individuals. We accelerate their journey and power their competitive advantage.

Lady

Chief Doggo Officer

What's the biggest problem your team is solving?

It makes a difference when you can get out of bed in the morning selling something that’s doing actual good. Organizations all over the world, of all sizes, in every industry, are facing a major challenge and opportunity with cloud. We reach out to these businesses with real value, because we have a product they need.

Madeline

Sales Guru

What are A Cloud Guru Perks + Benefits

A Cloud Guru Benefits Overview

We treat our people well, simply because it's the right thing to do.

Culture
Volunteer in local community
To celebrate our value 'Be Hungry, Stay Humble' we plan a day of charity each year. We volunteer around the city, and are active environmentalists.
Partners with Nonprofits
Our vision is to enable anyone, anywhere to become a cloud guru. We live this by partnering with nonprofits like Women Who Code and gifting money to all employees to donate to charity.
Friends outside of work
Eat lunch together
Intracompany committees
We stay connected through our Culture Committees, A Proud Guru, Anti-racism DIG (Diversity and Inclusion Groups), and Women-In-Tech DIG.
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Highly diverse management team
From ex-6th street bar owners to ex-Silicon Valley, our management team, lead by our fearless leader and President Katie Bullard, is not only diverse in gender, but also background.
Unconscious bias training
All employees go through unconscious bias training annually, as well as when they become a people manager and interviewer. Plus we have tons of bias reminders trickled into our day-to-day.
Diversity manifesto
Mean gender pay gap below 10%
Diversity Employee Resource Groups
Our anti-racism and women in tech groups are the first of our employee resource groups. We also have A Proud Guru lead by our LGBTQIA community!
Hiring Practices that Promote Diversity
We use Greenhouse Inclusion which is paid software to help remove unconscious bias from our hiring practices.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Put aside up to $2,700 bucks to spend on yourself, or $5,000 on your dependents. $$$
Disability Insurance
Dental Benefits
A Cloud Guru pays for 100% of employee dental up to a cap dollar amount.
Vision Benefits
A Cloud Guru pays for 100% of employee vision, up to a cap dollar amount.
Health Insurance Benefits
We offer medical, dental, and vision insurance plans that fit your needs, whether it’s just you or you’re supporting a family.
Life Insurance
Wellness Programs
Team workouts
Mental Health Benefits
From free headspace licenses and daily meditation to our Employee Assistance Program and manager hotline, wellness means physical AND mental health!
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
We provide 12 weeks of parental leave, so go on and have a little one.
Flexible Work Schedule
Remote Work Program
Our remote work program includes work from home Work remotely on occasion as needed.
Family Medical Leave
Employees who have been with the company for 12 months are eligible for 12 weeks of family medical leave.
Adoption Assistance
We reimburse up to $10,000 for eligible adoption expenses and 12 weeks of paid leave.
Restricted work hours
Company sponsored family events
Work to live, don't live to work!
Vacation & Time Off Benefits
Generous PTO
Even when your office is your living room, it can be good to get away from it. All Gurus get four weeks paid time off, 10 sick days, and enough holidays to make a banker blush.
Paid Holidays
Paid Sick Days
Sorry you're sick. Here's 80 hours of paid sick leave a year.
Perks & Discounts
Casual Dress
Commuter Benefits
Are you a train or bus person? When we're in the office, we offer free parking for our drivers, and if you're a walker we reward you with $125 monthly stipend.
Company Outings
Get to know the Gurus with good times, like get-togethers inspired by our values, virtual drawing sessions, or a socially distanced drive-in movie.
Free Daily Meals
Family lunch is our favorite office tradition. When we are in the office we don't eat at our desks, we eat together.
Stocked Kitchen
We eat a lot of cheese, and have heated debates over LaCroix vs Waterloo. The hard-boiled eggs are a bit watery, but people eat 'em!
Some Meals Provided
Happy Hours
Parking
We have your Downtown parking covered. We offer paid garage parking nearby the office.
Pet Friendly
Our office doggo Lady will greet you at the door and steal food out of your trashcan.
Recreational Clubs
Relocation Assistance
Fitness Subsidies
If you walk, train, or bus to work, you get money monthly that can be put towards a gym membership.
Home Office Stipend for Remote Employees
To make WFH a little more awesome, you get $$$ to build out or improve your home office set up.
Professional Development Benefits
Job Training & Conferences
Training is in our DNA. Every Guru is given $250 a quarter to spend on professional development, and given 2 hours EVERY week to put aside their daily work to focus on training.
Tuition Reimbursement
Gurus get $1000 annually to use towards any personal development including tuition, textbooks, and classes.
Diversity Program
Lunch and learns
Improve your sales skills, branding skills, learn how to not get your passwords stolen, figure out what the heck is going on with your benefits... we love a good lunch and learn!
Cross functional training encouraged
Promote from within
Continuing Education stipend
We offer $1000 annually for continuing education.
Time allotted for learning
Every Friday for 2 hours, we put down our normal work and spend time learning something new.
Online course subscriptions available
Customized development tracks
Paid industry certifications
Within months of joining, all Gurus take their Certified Cloud Practitioner exam, so that we can empathize with our students. After that, use your training budget for all the certs you need!

Additional Perks + Benefits

We were always really proud of the in-office experience we created for people. The space, the location, and what we offered internally was really key. Then COVID happened, and that all went out the window. That's why it was important for us to recreate this experience virtually for our new hires and our existing team. We wanted to take our best-in-class office experience and make it a best-in-class at home experience.

To learn more about our remote culture and perks, check out this article: https://www.linkedin.com/pulse/cloud-guru-launches-new-wfh-perks-benefi…

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