Establish professional and deep relationships with key personnel in assigned customer accounts
Leads account planning process that develops account strategy, financial targets and critical milestones for 1-3-year period
Leads cross functional team within Salesforce to meet customer accounts performance objectives and expectations
Deep understanding of customer's business environment, proactively assesses, clarifies and validates customer needs on an ongoing basis.
Leads solution development efforts that best address customer needs and generating pipeline for the Salesforce
Engage with prospect organizations to position Salesforce solutions through strategic value-based selling, business case definition, ROI analysis, references and analyst data.
Manage the end-to-end sales process through engagement of appropriate resources such as Sales Engineers, Professional Services, Co-Primes, Executives, Partners etc.
Generate short term results whilst maintaining a long-term perspective to maximize overall revenue generation.
Accurate quarterly forecasting and revenue delivery.
Requirements:
Relevant experience of solution selling within a major IT services or software vendor.
Successful history of net direct new business sales, with the ability to prove consistent delivery against targets
Ability to build rapport with customers including CxOs.
CRM/ or application sales, relevant enterprise experience preferred.
Adaptability with open mindset, driven, customer focused and a team player
Have experienced in leading and orchestrating a virtual team across a matrix organization to deliver outcomes for the customer
