Manager, Membership Sales and Account Services- Government Market

PLI is searching for a sales professional to fill the role of Manager, Membership Sales and Account Services- Government Market (responsibilities and qualifications are described below). Work in a collaborative environment with a diverse, employee community where staff enjoy a generous benefits package and a genuine commitment to a work-life balance (4+ weeks of paid time off and hybrid remote/in-person schedules for most roles).

The Manager, Membership Sales and Account Services- Government Market will be a representative of the industry leader in continuing legal education. Reporting to the Regional Director of Sales and Account Services, this individual will manage an established book of business worth over $1MM within the government sector and grow it for the Privileged Membership Program and other PLI products and services. Responsibilities include developing and overseeing a pipeline to drive new sales and secure additional government accounts.

The role emphasizes retaining and renewing existing accounts, generating additional revenue by upselling and cross-selling existing accounts, and bringing in net new business by fostering relationships with attorneys, professional development directors, and other relevant professionals.

A successful Manager, Membership Sales and Account Services - Government Market, excels in building trust and demonstrating credibility with all account stakeholders. This is achieved through a deep understanding of PLI products and services, as well as acquired knowledge of the legal industry and government market.

KEY RESPONSIBILITIES

• Develop and execute action plans to retain and grow existing business within the assigned territory.
• Successfully renew, cross-sell, and upsell existing client base to achieve and exceed targets.
• Build and manage a pipeline of new sales prospects by targeting government agencies for PLI products and services.
• Respond to and manage government-issued RFPs.
• Bring experience and understanding of government sales processes via RFP and RFI, and other attributes of successfully selling in the government market.
• Establish and maintain strong relationships with attorneys and training professionals.
• Provide product training and demonstrations through customer visits and online.
• Forecast sales revenue on a monthly, quarterly, and annual basis.
• Maintain up to date records of sales activity and pipeline progress in salesforce.com
• Collaborate with internal stakeholders and customers to close new client deals.
• Assist with the implementation and roll-out of subscriber agreements.
• Demonstrate knowledge of PLI products and the legal profession by presenting our value proposition and offerings to prospects and current clients.
• Exercise solid territory account management skills to ensure all customers receive frequent attention and support.
• Other duties, as assigned.

QUALIFICATIONS AND REQUIREMENTS

• Bachelor's Degree is required.
• 3 - 5 years of government-related sales experience is required.
• Demonstrated success in prospecting, building relationships, meeting requirements, and closing deals with contracts of at least $10,000 with the federal government, and other government agencies and entities.
• Proven ability to close new business deals and meet monthly/quarterly/annual sales quotas.
• Deadline-driven with excellent time management and organizational skills.
• Strong computer skills including knowledge of Salesforce, Microsoft Office and GovSpend/FedConnect/Sam.gov.
• Self-motivated, proactive and able to work independently and as part of a team.
• Ability to travel as needed.
• Previous legal services experience or a J.D. a plus.

YOUR BENEFITS AT PLI

PLI offers a generous benefits package and is committed to creating an interesting, collegial, and supportive work environment:

• Medical, dental and vision plans for employees and their families
• Generous employer contribution to employee retirement savings account
• Ample paid time off and holidays, summer Fridays
• Flexible hybrid remote/in-person scheduling for most roles
• Unlimited access to LinkedIn Learning web-based training along with other career development opportunities
• Work-life balance initiatives
• One-time $500 Home Office Allowance
• Gym/Wellness Allowance of up to $300 each calendar year

COMPENSATION RANGE FOR THIS POSITION

$68,000 - $72,000 per annum (plus quarterly incentives based on performance)

(Exact compensation offer may vary based on the candidate's job-related skills and work experience.)