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Job Category
Sales
Job Details
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The Account Executive, Strategic Outsourcing Sales (OSP) - Emerging Markets is responsible for a defined territory comprised of current OSP customers, prospective OSP targets, within a focused Industry/Sector, and have responsibility for our Emerging Markets in Europe, the Middle East and Africa. This is a quota-carrying role accountable for consistently achieving year-on-year growth targets through the closure of net-new, incremental growth revenue opportunities.
Key Impacts:
- Work with existing and new OSPs to build and scale OSP-specific solutions with a focus on industry requirements & market penetration
- Drive collaboration across core sales, marketing, enablement, alliances, partners, and OSP customers
- Represent and evangelize OSP within Salesforce as well as with the AD's territory-defined global partners & strategic customers
- Lead with an innovator's attitude and embody the Salesforce culture and values of Trust, Customer Success, Innovation & Equality, and Sustainability
- Achieve an agreed-upon target for annual growth in revenue and bookings
- Initiate, grow and maintain key strategic internal & external relationships
Responsibilities:
- Providing detailed and accurate sales forecasts
- A strong focus on identifying and handling new business opportunities to grow the territory
- Daily execution developing new accounts, growing existing ones and fostering growth through marketing initiatives internally and externally
- Engaging functionally across the business (Marketing, Sales Strategy, Finance, Employee Success, Recruiting) to build trust and alignment
- Drives continuous improvement to the OSP channel and GTM strategy by building a solution and customer feedback loop, sharing customer win/loss analysis and success stories with & across the OSP team and with supporting functions
- Builds strong customer success stories and credentials, working closely with our OSP business development function and the wider ecosystem
- Work within a strong operational framework for all activities, accurately reporting and managing targets, taking ownership for delivering against commitments
- Maintains strategic customer relationships, partnering with OSP Customer and End-Client AEs to build and deliver the customer engagement strategy and plan
Requirements:
- Experience selling Salesforce solutions & deep understanding of the Salesforce ecosystem
- Software and/or applications sales experience (ideally in a CRM, ERP and/or B2B software company), selling primarily to the CxO level
- Strategic commercial & enterprise sales experience and revenue achievement selling multiple enterprise software offerings, while building satisfied & committed customers
- Proven success working within a highly matrixed organization and establishing strong relationships across all functions to achieve results
- Strong operational and analytical skills
- Ability to work in (virtual) teams working together to tackle problems with colleagues, partners and customers
- Willing and able to travel occasionally 25-50%
Preferred but not crucial:
- Salesforce Certifications
- Experience selling cloud based enterprise applications is strongly preferred
- Consultative sales skills and ability to construct and articulate strong business case and ROI, strategic account planning and execution skills
- Knowledge of BPO, BPaaS, MSP in a Professional Services or Commercial Sales capacity
LI*Y
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