Professional Services - Sales Manager

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Job Category

Customer Success

Job Details

About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

Role Description

The Account Partner for is a consultative and strategic sales professional. The AP will sell the full portfolio of CSG Professional Service’s offerings to new and existing customers. The AP is responsible for earning the right to be an advisor to the customer, with the primary goal of helping customers quickly generate significant business value from their Salesforce investment.

The AP must be a strategic problem solver with strong commercial skills and have the ability to craft visions and services propositions that drive customer value through clearly defined outcomes. This team member will be expected to understand and lead our customers throughout their Customer 360 lifecycle partnered with our colleagues in license sales and Customer Success.

The primary measurement of success for this role will be annual sales bookings (aka closed business) and bid margin aligned with agreed goals, targets and quotas.

Responsibilities

• Account planning including the formulation of a clearly defined roadmap or the precursor activities to define such a roadmap
• Pipeline generation through self-origination and collaborating across Salesforce with License Sales, Delivery and Customer Success to develop trusted Professional Services propositions for customers and prospects
• Use industry expertise and business insight to understand a customer's motivation, business drivers/challenges, strategic goals and objectives, and desired business outcomes
• Engage and present to customers, especially at C-Level, using a consultative selling approach that positions Salesforce and yourself as a long-term trusted advisor relationship
• Create a compelling vision and clearly communicate our ground breaking solutions with the goal of generating significant success and business value from a customer's investment in the Salesforce Platform
• Develop and own a territory plan and a tailored account plan for each customer that aligns with their business goals, priorities and timeframes
• Forecast accurately and timely, build a pipeline and progress opportunities to deliver Success Cloud YOY revenue growth
• Develop mutually agreed and aligned close plans and drive the execution of these plans to realise closed bookings aligned (or in excess) of assigned sales goals / quotas
• Be a recognised role model for collaboration, understanding and overall business results
• As an Account Partner, you:
• Have a professional sales background or blended consultative sales and project delivery background
• Have experience working with a customer through a visioning process, assessing business value outcomes and developing plans to support the realisation of that value through a structured programme
• Present business value led pitches and optimally negotiate terms aligned with margin targets
• Can exercise empowered judgment in methods, techniques and evaluation criteria for obtaining results aligned with goals of the company and within associated guidance
• Recognise the importance of timing to close deals and are able to balance driving the closing cycle while being sensitive to the customer’s needs while fundamentally building trust in the relationship
  
  

Preferred Qualifications & Skills

• +7 years of consultative sales experience with a proven record of consistently meeting (or exceeding) quota
• Experience selling and/or delivering professional services in a context similar to Salesforce or a GSI type environment
• Demonstrated ability to develop and maintain executive (including C-level relationships) where you are recognised as a trusted advisor
• Experience growing accounts with large and complex pursuits ($M+)
• Highly collaborative, excels in a matrix organizational model (aligning with other business functions)
• Committed team player with strong interpersonal skills who shares and support colleagues
• Ability to thrive in a fast-paced, sometimes unpredictable environment
• Qualities:
• PASSION: Passionate about Customer Success and driving business value through our platform
• BEGINNERS MIND: Always learning, approaches each interaction with open mind, great listener and hands-on
• PRESENCE: Strong point of view and executive presence. Assured, but not arrogant, great storyteller
• URGENCY: Ability to move fast and drive business value and results for customers and Salesforce
• TRUST: Build trust through predictability of actions and a genuine interest and accountability for the customer’s outcome
• ADAPTABLE: Excels in high levels of uncertainty and change
  
  

Benefits & Perks

Check out our benefits site (https://salesforcebenefits.com/international.html) that explains our various benefits, including wellbeing reimbursement, generous parental leave, adoption assistance, fertility benefits, and more.

Visit for the full breakdown!

Accommodations

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Posting Statement

At Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at Salesforce and explore our benefits.

Salesforce, Inc. and Salesforce.org are Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Salesforce, Inc. and Salesforce.org do not accept unsolicited headhunter and agency resumes. Salesforce, Inc. and Salesforce.org will not pay any third-party agency or company that does not have a signed agreement with Salesforce, Inc. or Salesforce.org.

Salesforce welcomes all.

Accommodations

If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form.

Posting Statement

At Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at Salesforce and explore our benefits.

Salesforce.com and Salesforce.org are Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Salesforce.com and Salesforce.org do not accept unsolicited headhunter and agency resumes. Salesforce.com and Salesforce.org will not pay any third-party agency or company that does not have a signed agreement with Salesforce.com or Salesforce.org.

Salesforce welcomes all.

More details about our company benefits can be found at the following link: https://www.getsalesforcebenefits.com/

Accommodations

If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form.

Posting Statement

At Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at www.equality.com and explore our company benefits at www.salesforcebenefits.com.

Salesforce is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Salesforce does not accept unsolicited headhunter and agency resumes. Salesforce will not pay any third-party agency or company that does not have a signed agreement with Salesforce.

Salesforce welcomes all.