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Job Category
Sales
Job Details
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Named Account Executive - Insurance
Our Enterprise Account Executives engage with existing customers and new leads to sell the entire Salesforce Customer 360 platform. They build positive, trusted relationships with both key team members and c-suite decision makers within their patch, and become natural at helping customers realise value from their Salesforce investments.You will use your skills to develop opportunities, through both warm leads and whitespace prospecting.
Responsibilities:
The selected Account executive will work alongside the Global Client Director and will have responsibilities for the UK market, you will:
- Develop key customer stakeholder relationships with business and technology contacts and drive customer satisfaction against agreed project and business value criteria in aligned divisions of one of our Tier 1 Insurance Account in the UKI
- Help develop and drive the overall long-term strategy for the account, aligned with customer business objectives.
- Focus on value realisation for the customer through close management of program delivery and execution
- Lead the end-to-end sales process from opportunity discovery through to execution. Managing a "One Salesforce" team of cross functional experts such as Sales Engineers, Professional Services Teams, BVS, Salesforce Executive Sponsors Partners, etc.
- Territory identification and research, to formalise a go-to-market territory strategy within 30 days.
- Create a clear and concise Salesforce Technology & Professional Services 'POV' and supporting value proposition for both existing and new areas within the account
- Create Executive briefing and Operational Management content for Account Management and QBR schedules during the fiscal
- Drive growth within an existing assigned account through continuous development of the Salesforce Value Proposition and supporting commercial and business proposals
Required Skills and Qualifications:
- Demonstrated Success of quota carrying, technology solution-based direct sales experience.
- Demonstrable track record of working successfully within a global account
- Experience of selling into the broker space and/or large professional services organisations
- Account Planning Strategies: Create an account plan contribution to retain and grow ACV (Actual Contract Value) with existing accounts with a focus on upsell, and cross-sell.
- Research and Discovery: Uncover customers' current processes, business objectives, and strategic goals based on customer discovery, use cases, and value hypotheses.
- Solutioning: Identifies compelling value propositions that address customer needs by demonstrating an understanding of technology solutions.
- Customer Communication: Interacting with customers in a clear, concise, and timely manner using a variety of communication methods (writing, speech, presentation) and tools (whiteboarding, Slack, Google Slides, Zoom).
- Resource Application: Continuously runs toward results using the full capabilities of available resources and tools.
- Team Selling: Aligns with the full capacities of the account team and partners to support the deal and customer success.
Preferred Skills and Qualifications:
- Excellent interpersonal and communications skills.
- Sales Methodology education.
- Ability to develop cases and service requirements, while crafting and leading strategic alliances.
- Ability to thrive in a fast-paced environment.
- Track record of consistently achieving or surpassing quota.
- Ability to work with multiple internal teams, govern, inspire, and leverage resources to align with account objectives.
- Experience will be evaluated based on alignment with the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer work, etc.).
Benefits & Perks
Check out our benefits site which explains our various benefits, including well-being reimbursement, generous parental leave, adoption assistance, fertility benefits, and more
Accommodations
If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form.
Accommodations
If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form.
We are a recognised Disability Confident member under the UK Government Disability Confident employer scheme. We are committed to providing an inclusive recruitment process and will offer an interview to disabled applicants who meet the essential criteria for the role. Applicants are welcome to opt-in to the interview scheme as part of the application process. If you would like to apply under the scheme, please click the link to the Accommodations Request Form above and scroll to the UK Disability Confident Scheme section within the form.
Posting Statement
Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that's inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications - without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.