Academic Sales Director at A Cloud Guru

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Job Description:
The Academic Commercial Director will be responsible for executing Pluralsight's sales strategy for an Academic focused sales team. This leader will assume responsibility for the Academic sales team to help find new business in the Academic space. This leader will need to demonstrate a proven track record of success in software sales using a value-driven sales approach. The ideal candidate will possess strong sales leadership experience, having sold software solutions to commercial and enterprise companies at the Director, VP and C level. The leader must be a sales practitioner and have significant and relevant experience in the following areas: prospecting, territory alignment, account mapping, account penetration, sales motion creation, close plans, negotiation, forecasting and ultimate delivery of the sales revenue target. This position will report to the VP of Renewal, State & Local and Academics.
Who you are:
  • You use data, empathy and good judgement to approach business and people opportunities
  • You are an amazing communicator and effective influencer. People trust and follow you.
  • Persistent Problem-Solver- You know where we want to be and as the business changes, you find ways to create solutions along the way that get us closer to our ultimate goal
  • You have extreme ownership of your business
  • You are competitive with yourself, yet collaborative with other team members up, down, and across the business
  • You use data, empathy and good judgement to approach business and people opportunities
  • You are an amazing communicator and effective influencer. People trust and follow you.
  • Persistent Problem-Solver- You know where we want to be and as the business changes, you find ways to create solutions along the way that get us closer to our ultimate goal
  • You are a team player, able to handle ambiguity, anticipate and react to changes in a rapidly evolving environment
  • You have the ability to listen, think logically, strategically, and tactically to solve complex problems
  • You are self-motivated, demonstrating an ability to assume responsibility and work autonomously

What you'll own:
  • Meet and exceed sales quotas - Guide your team to close customer contracts ranging in size from $100k to $150k a year in ARR with 6,9,12 mo. average sales cycle, build and grow pipeline, accurately forecast, cold call and prospect account base for new opportunities, identify and win new business accounts. Maintain key customer relationships, develop and implement strategies for expanding Pluralsight's customer base. Support business development efforts by attending industry conferences and events.
  • Own your business: Increase sales, develop leads, and close opportunities - Develop territory strategy plan and specific account plans, expand install base and acquire net new customers, create and execute demand generation plans within territory, be accountable for all aspects of taking down the number, as if you truly owned Pluralsight. Manage and take accountability for negotiated non-standard contractual terms and conditions. Set and execute an aggressive customer acquisition strategy to generate annual growth in revenue and bookings for the region. Provide detailed and accurate sales forecasting and reporting on all aspects of the business to Sales Leadership. Create and execute effective presentations, including corporate and solution capabilities, prospective client proposals, bid defense and business case/justification. Plan and execute marketing events in territory. Travel up to 50%
  • Establish yourself as a trusted advisor through being assertive, present, and relevant - Build relationships with customers through all phases of the life cycle, identify and care for customer needs, maintain accuracy in Salesforce, develop process for meaningful customer experience, Prospecting, developing, managing, and executing a territory plan to support lead generation, full sales cycle management.
  • Leverage internal and 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 and competitive trends, use sales tools to identify and profile, quote, invoice, and collect revenue from customers, curate customer testimonials. Plus, organize your daily execution, keeping 12 mission-critical plates spinning at once.
  • Leadership - Coach, develop and mentor up to 10 Academic Account Executives including: recruiting, hiring, onboarding, training, and professional development of individual team members. Support your team by participating and leading in client and prospect meetings and engaging other corporate resources. Conduct weekly forecast meetings & one-on-one reviews with team members. Monitoring and tracking the sales activity at team and individual levels. Lead the team's sales process, manage appropriate metrics/KPI's for sales funnel management. Plan and manage at both the strategic and operational levels. Have a proven track record of recruiting, training/developing and retaining high-performing sales talent
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Candidate Location Eligibility:
Austin, TX

Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • JavascriptLanguages
    • PythonLanguages
    • SqlLanguages
    • ReactLibraries
    • Twitter BootstrapLibraries
    • AngularJSFrameworks
    • Node.jsFrameworks
    • DynamoDBDatabases
    • FirebaseDatabases
    • RedshiftDatabases
    • S3Databases
    • Google AnalyticsAnalytics
    • LookerAnalytics
    • IllustratorDesign
    • SketchDesign
    • FigmaDesign
    • MarvelDesign
    • AsanaManagement
    • ConfluenceManagement
    • JIRAManagement
    • TrelloManagement
    • WordpressCMS
    • SalesforceCRM
    • Constant ContactEmail
    • SendGridEmail
    • MarketoLead Gen

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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