Strategic Account Support Representative

Company: Pluralsight, LLC
Location: Chicago
Posted on: March 19, 2023

Job Description:

This position is also available for employment in these areas:Remote - Colorado, Remote - Illinois, Remote - Minnesota, Remote - Tennessee, Remote - TexasJob Description:The OpportunityWe are creating a Strategic Account Support Representative role to partner with the Strategic Account Executive Teams in North America and EMEA. This role partners closely with the Account Executive (AE) and Customer Success Manager (CSM) to secure renewals for our Strategic Accounts. This role will work closely with the account team to be proactive with accounts to identify opportunities for renewal or upsell. This role will ensure revenue renewal, customer success and long term partnership with assigned customers.The Strategic Account Support Representative is a critical team member that has the knowledge to help link sales teams to Sales Operations, Legal, Finance, and Support; helping to optimize sales activity, identify process improvement focus areas, and collaborate across multiple stakeholder organizations to drive sales revenue.The Strategic Account Support Representative will partner with Sales teams to prioritize sales opportunities; helping to remove roadblocks, so we can execute with precision and secure revenue for the company.Who you are:

• Passionate about Pluralsight's mission - you eat, sleep and breathe our cause!
• You are creative and demonstrate an entrepreneurial approach to everything you do!
• You have strong interpersonal and communication skills; in addition, you can synthesize complex business challenges build clear solutions and messages for audiences at various levels of sophistication
• You are a great teammate, able to handle ambiguity, anticipate and react to changes in a constantly evolving environment
• You listen, think logically, strategically, and tactically to solve complex problems
• You are highly self-motivated and you demonstrate an ability to assume responsibility and work autonomously
• You have utmost ownership of your business
• You care about the customer experience, SaaS and fast growth tech.
• You are accountable for excellence and you are a standout colleague - you like to understand the guidelines for success, collaborate with your peers to get what you need, and then work entrepreneurially to get it done
• You can build trust with key stakeholders and look to collaborate across teams for success
• Identify and understand the customer's strategy and the related capability and skills requirements. Ability and validated track-record to translate this into a compelling value proposition and define and articulate the customer journey. This customer journey includes a solid and balanced foundation, joint accountability of customer and Pluralsight and a path and process for expansion of PluralsightWhat you'll own:
  • Complete expansion and new business transactions, as well as proactive renewal management including all administrative tasks such as obtaining Purchase Orders when required, quoting, and order creation and submission.
  • Review and recommend contract Terms, aide customers in navigating the MSA (Master Services Agreement process.
  • Assist reps and customers with vendor form agreements and other administrative tasks relate to sales process
  • Collaborate with Revenue and Customer Success counterparts to identify and mitigate risk within your customer base. While the AE forecasts bookings and CSM forecasts Renewal Rate, you will play a pivotal role in partnering with them to also identify expansion and upsell opportunities.
  • Collaborate with Sales Operations and other enabling support teams to ensure an enabled Sales and Customer Success team
  • Coordinate with Finance and Legal teams to ensure contract and invoice alignment to sales orders Provide quotes to prospective customers as advised by the Sales team
  • Research and find data to support individual and comprehensive selling activities
  • Look for areas of improvement within the systems and process to further enable efficiency.
  • Operate as primary field and inside support resource, providing task offloading as needed.
  • You are able to think in scenarios and multiple steps ahead and observe and mitigate risks early.
  • You can think about deals creatively, working effectively with Deal Desk and Finance.
  • Experienced relationship builder with procurement.
  • Learn and maintain in-depth knowledge of the Pluralsight platform.Experience you'll need:
    • Experience dealing with Procurement departments for large organizations.
    • 5 years of SaaS renewal experience working with high-volume transactions or similar field (sales, customer success, account and time management); ideally across companies with 10,000+ employees.
    • Experience negotiating 6+-figure renewals in ARR.
    • Experience with Salesforce CRM.
    • Bachelor's Degree, or equivalent professional experience
    • Experience with Salesforce.com preferred
    • Familiar with Solution-Selling, Customer-centric Selling, Strategic Selling, the Challenger sale, Business Impact Selling and/or Value Selling.
    • Good verbal, written and presentation and interpersonal skills both with customers and internal stakeholders.
    • Validated strategic negotiation and closing skills with a successful track record of navigating with all stakeholders within large complex organizations.We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. 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 contact us to request accommodation.#LI-Remote

Keywords: Pluralsight, LLC, Chicago , Strategic Account Support Representative, Other , Chicago, Illinois