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 realize value from their Salesforce investments.
You will use your skills to develop opportunities, through both warm leads and whitespace prospecting.
Responsibilities
* Develop key customer stakeholder relationships and drive customer satisfaction at assigned accounts
* Develop and drive the overall long‑term strategy for the account, aligned with customer business objectives
* Lead the end‑to‑end sales process through the engagement of appropriate resources such as Sales Engineers, Professional Services, Executives, Partners, etc.
* Territory identification and research, to formalize a go‑to‑market territory strategy and create a qualified target account list within 30 days.
* Share Salesforce value proposition for existing and/or new customers
* Drive growth within an existing assigned account
Required Skills and Qualifications
* Demonstrated Success of quota carrying, technology solution‑based direct sales experience.
* Account Planning Strategies: Create account plans 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.).
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