Instructor Led Training Account Executive

📋 Description

• • As an Instructor Led Training (ILT) Account Executive at Pluralsight, you will be a pivotal member of our Revenue Organization, reporting directly to the SVP of Presales in North America. Your primary mission will be to drive the sales execution of our comprehensive Instructor-Led Training Services across all Pluralsight accounts. This role is designed for a seasoned sales professional who thrives in a dynamic environment and possesses a strong understanding of consultative selling, professional services, and cultivating robust customer relationships.
• • You will act as a key strategic partner to the EMEA Skills Platform Sales team, focusing on generating demand, providing essential enablement, supporting field sales efforts, and shaping sales strategies for the entire Pluralsight ILT Services portfolio within your assigned territory. Your expertise will be crucial in identifying and capitalizing on sales opportunities, ensuring our ILT solutions are effectively positioned and adopted by clients.
• • A significant aspect of your role will involve collaborating closely with internal sales teams, presales specialists, and leadership to pinpoint and pursue new business avenues. You will be responsible for nurturing and managing an ongoing sales pipeline, providing regular, accurate territory forecast updates to senior leadership, and ensuring alignment with overall business objectives.
• • Externally, you will engage directly with enterprise and strategic prospects, acting as a trusted advisor to ensure that our ILT services are appropriately integrated into relevant opportunities. This requires a deep understanding of client needs and the ability to articulate the value proposition of Pluralsight's training solutions in a compelling manner.
• • You will be entrusted with a specific Services bookings quota for Instructor Led Training solutions, making you directly accountable for revenue generation and accurate sales forecasting within your territory. This necessitates a proactive approach to pipeline management and a commitment to exceeding ambitious targets.
• • A key responsibility is the development and execution of a quarterly demand generation plan. This involves identifying target markets, crafting outreach strategies, and collaborating with marketing and sales teams to create a consistent flow of qualified leads. Maintaining meticulous and up-to-date records of customer interactions, pipeline status, and forecast data in our CRM systems is paramount for informed decision-making and reporting.
• • You will serve as a subject matter expert on Pluralsight's ILT services, educating internal teams and external clients about their benefits, features, and applications. This includes staying abreast of the competitive landscape, understanding evolving customer needs, and adapting your sales approach to optimally position our offerings against alternatives.
• • Exceeding annual Services bookings quota targets is a core objective. This will be achieved through a combination of strategic account planning, proactive prospecting, effective objection handling, and building strong, lasting relationships with clients and internal stakeholders.
• • You will play a crucial role in supporting the creation of Statements of Work (SOWs), ensuring that proposals are comprehensive, accurate, and tailored to meet specific client requirements. This involves fostering strong, collaborative relationships with clients, as well as with your partners on the Pre-Sales and Sales teams, to ensure seamless deal progression.
• • Close collaboration with the EMEA sales teams is essential to equip them with the necessary tools, knowledge, and support to drive repeatable and successful sales results related to our Service offerings. This cross-functional partnership is key to maximizing our global reach and impact.
• • You will be responsible for reporting on sales performance, presenting detailed business plans to management, leading key meetings, and delivering clear, concise oral and written presentations to ensure territory alignment and strategic focus. Your ability to communicate effectively and influence stakeholders at all levels will be critical to your success.
• • The ideal candidate is a top-notch relationship manager who projects confidence and trustworthiness. Your ability to build rapport, understand client challenges, and deliver reliable solutions will be the foundation of your success. Proficiency in Salesforce & HubSpot CRM or comparable systems is expected, alongside excellent critical thinking and creative problem-solving skills to navigate complex sales scenarios and develop innovative solutions for clients.