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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.

Seeking a Senior Manager, Professional Services Sales to join our Growth & Execution Team focused on the Public Sector Vertical. This is a highly visible, collaborative position with quota-carrying responsibility and supporting their team to generate net-new sales pipeline each quarter. A successful SM is a motivated self-starter who is hungry for a challenge and can provide clear focused enablement to their team. Your high-energy and professional persistence will drive you and your team’s targeted prospecting activities into a set of assigned accounts. The SM will build a team whose main focus is identifying, developing, creating and closing new Cloud Services business opportunities for our sales teams.

Details

Lead your team of 6 Associate Account Partners (AAPs) to:

Achieve Professional Services growth and booking’s targets, and ensure organizational health and customer satisfaction goals as a leader
Develop an industry Point-of-View and offerings which can be promoted by the Growth & Execution Team and viewed as compelling industry thought leadership by Salesforce, its customers, and partners
Engage customers, especially 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 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 business plan for your team and prepare quarterly business review content as part of the larger regional business plan. Guide AAPs through building their territory plan and a personalized account plan for each customer, which aligns with the collective business goals.
Forecast accurately and timely, build a pipeline and progress opportunities to deliver YOY revenue growth
Form a strong relationship with the Client Partner, Portfolio Lead and License Sales leadership. Represent the plan and goals through regular meetings with each leader.
Develop regional Alliances/Partner organizations that are instrumental to success
Clearly and accurately communicate to your team and leadership a path to achieve the individual and team quota on a weekly, monthly, quarterly and yearly basis
Be a recognized role model for collaboration, leadership and overall business results
Create a team V2MOM with clear and compelling Equality and Inclusion Methods and Metrics; Work with team to develop the individual V2MOMs and review quarterly; work with team members to develop an individual development plan
Support the development of sales processes, FAQs and Call To Actions to further develop the Cloud Services sales process.
Recruit, Train and Manage AAPs to move them through the AP career progression
Create a positive first impression with our prospects and customers by providing them with a world class experience
Research and build new and existing accounts and create prioritized strategic target account lists within a defined territory
Develop a comprehensive understanding of typical business challenges faced by customers and common objectives to appropriately map Salesforce features and associated business benefits to address their needs.

Minimum Qualifications

Bachelor's degree from an accredited University is required
5-7 Years of sales experience or experience leading and coaching a sales team
Of which, 3+ years experience selling for a strategic consulting firm, cloud software services team (e.g. Oracle or Workday), or large scale system integrator
Ability to thrive in a fast-paced, unpredictable environment
Executive-level communication and interpersonal skills
Ability to prioritize, multi-task, and perform effectively under pressure
Strong knowledge of business processes (Sales, Marketing, Service, Support), and the ability to link business processes with product/technical solutions.
Demonstrated ability to develop and maintain C-level relationships where you are recognized as a trusted advisor
Collaborative and consultative work style, ability to thrive in a high velocity, highly dynamic work environment
Deep understanding of customer success principles, approaches and considerations
Experience with complex, escalated customer situations, ability to navigate large organizations and gain executive level buy-in
Knowledge of sales organizations and approaches
Knowledge of salesforce.com product and platform features, capabilities, and best use

Preferred Qualifications

Delivering professional services at strategic consulting firm or systems integrator, especially a Salesforce Partner
Intimate knowledge of the inner-workings of Salesforce including successfully having worked at Salesforce in similar role either earlier in career or currently in different part of the organization
Working in Public Sector focused organization
Salesforce Product Certifications

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