Salesforce

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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.

The 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 within Public Sector. The AP Director 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 Public Sector 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 an Account Partner Director you:

• Are internally and externally recognised as business contributor, industry or product specialist.
• Have high level of knowledge of 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:

• Extensive consultative sales experience with a proven record of consistently exceeding quota
• Significant 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 in Public Sector customers ($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

At Salesforce we encourage applications from Aboriginal and Torres Strait Islander peoples. Salesforce Australia is committed to walking together with the Traditional Custodians of this land, Australia’s First Nations peoples, as we forge a path to reconciliation. Please see our Reconciliation Action Plan for more information

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Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.