Manager, Membership Sales and Account Services- Government Market
OVERVIEW
Practising Law Institute (PLI) educates and informs lawyers and other professionals with innovative programs, publications, podcasts, and additional resources. With a sterling reputation developed over 90 years, PLI is a trusted source of professional development and knowledge for the legal community. A nonprofit organization, PLI is also known for its dedication to providing pro bono training and resources to ensure access to justice. PLI’s client base includes a large array of prestigious law firms, corporations, and government agencies. We are also proud to have recently been named one of the “Brands That Matter” by Fast Company. More information about PLI may be found on our website www.pli.edu.
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.)
EEO STATEMENT
Only those applicants who meet our requirements for this position will be contacted.
Practising Law Institute is an equal opportunity employer. Click here to learn more.
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