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Job Category
Customer Success
Job Details
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The Senior Account Partner/Director is a proven, passionate, strategic sales executive responsible for selling the full portfolio of Professional Services offerings to Salesforce's most strategic and ambitious customers. The AP must be a strategic thinker with exceptional enterprise, commercial, and cross-functional skills, demonstrate high energy, and have strong sales experience. The AP is responsible for earning the right to be a trusted advisor to the customer, with the primary goal of helping customers generate significant business value from their Salesforce investment. You will be expected to understand and manage our customers throughout their lifecycle, driving adoption through sales activity for new and existing customers; this will include pipeline generation & solution selling to C-level customers. The primary measurement of success for this role will identifying be YoY growth in overall services bookings and revenue.
See here for more info on Prof Services -http://www.salesforce.com/services/professional-services/overview/
Responsibilities:
- Exceed Professional Services Sales growth and bookings, ensure organisational health and customer satisfaction goals as a regional leader
- Utilise industry expertise and business acumen to understand a customer's motivation, business drivers, strategic goals and objectives, and desired business outcomes
- Engage customers, especially C-Level, using a consultative solution selling approach that positions Salesforce and yourself as a long-term trusted advisor relationship
- Create a compelling vision and clearly communicate our transformative solutions with the goal of generating significant success and business value from a customer's investment in the Salesforce Platform
- Develop and manage a territory plan and a personalised account plan for each customer, which aligns with their business goals. Forecast accurately and timely, build a pipeline and progress opportunities to deliver Professional Services YOY revenue growth
- Sell as a team, forming strong relationship with our License Sales organisation and regional Alliances/Partner organisations that are instrumental to success
- Be a recognised role model for collaboration, leadership and overall business results
As a Senior Account Partner you:
- are internally and externally recognised as business contributor, industry or product specialist.
- have high level of knowledge of emerging business / industry trends, competitive direction and product direction.
- determine the best customer success approach based on general direction from senior management.
- work on complex business issue and initiatives that require business or industry knowledge.
- act as an advisor on complex issues and initiatives, exercising discretion and latitude in reaching their goals. Leads cross functional teams and mentors others.
Preferred Qualifications & Skills:
- 8+ years of consultative sales experience with a proven record of consistently exceeding quota
- Of which, 5+ years experience selling and/or delivering professional services for a strategic consulting firm or large scale system integrator
- Demonstrated ability to develop and maintain C-level relationships where you are recognised as a trusted advisor
- Experience growing accounts with large and complex pursuits ($1M+)
- Highly collaborative and excels in a complex, matrixed environment
- Team player with strong interpersonal skills
- Ability to thrive in a fast-paced, unpredictable environment
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