Account Partner Director - Travel, Transportation and Hospitality

Salesforce•Illinois - Remote, MA

1d•$182,715 - $244,465•Hybrid

About The Position

Salesforce is seeking Account Partner Directors to join their Professional Services sales team, focusing on the Travel, Transportation, and Hospitality sector. This role is crucial for building relationships with internal license sales teams and extended functional groups to strategically advise on programs that align with customer visions and goals. The Account Partner Director will be responsible for originating, strategizing, and executing deals, supported by the delivery organization. The role involves driving enterprise-level strategy for key customers, facilitating deal cycles, and enabling smooth transitions to the delivery team while ensuring effective margins and adherence to Salesforce methodology. The Account Partner acts as a Subject Matter Expert (SME) and consultant to license sales teams, serving as a liaison between internal teams and customers. The core responsibility is to create and execute strategies that foster the adoption of Salesforce technologies, align with sales objectives, and accelerate customer value and outcomes. This includes identifying new opportunities, managing bookings, revenue, margin, and customer satisfaction (CSAT). The Account Partner is expected to be a trusted advisor, demonstrating execution excellence, deep business knowledge, and a clear path to customer success. They will independently identify and close opportunities to help customers achieve significant business value from their Salesforce investment, focusing on sourcing and closing Professional Services business, managing sales performance, forecasting, customer lifecycle, driving adoption, and delivering sales presentations to C-level clients. The role requires ownership of a specific territory and patch, consistently elevating accounts to Tier 1/2 status, and managing a larger quota. A consultative selling approach, strong executive presence, effective storytelling, and the ability to influence leaders and orchestrate internal alignment are essential. The role demands navigating internal teams to create synergy and drive deals to closure, maximizing both license and services bookings.

Requirements

Worked within a consulting landscape for a minimum of 8+ years
Experience driving a strategic motion, including value propositions, execution planning, teaming and outcomes based engagements
Served as a book-of-business owner or leader for 6+ years
Worked within a consulting services space either with a systems integrator or product organization
Experience delivering strategic initiatives and/or programs for a firm-based model or product company
Ability to create assets from scratch including marketing, sales and strategy solutions
Ability to maneuver and work with the C-Suite during a strategy cycle including workshopping
Experience working with global procurement leads to negotiate pricing and deal strategy
Experience working within one or more of the following industries - Business Services; Travel, Transportation & Hospitality.

Responsibilities

Drive thoughtful, strategic and enterprise level strategy for our most ambitious customers
Facilitate qualification, deal cycle participation, account reviews and value assessments
Drive awareness within a micro-vertical to develop repeatable motions
Enable smooth transition and partnership into our delivery team with effective margins, staffing plans, approach and Salesforce methodology
Serve as a key SME, leader, and professional services consultant to our license sales teams
Serve as the liaison between internal teams and the customer
Create and execute a strategy that builds mind-share and broad adoption of Salesforce technologies on his/her assigned accounts.
Ensure alignment with Sales and is responsible for developing relationships within his/her account(s) to accelerate value and improve customer outcomes, and help uncover new opportunities for Salesforce.
Accountable for bookings, revenue, margin, CSAT, and value delivered across his/her assigned account(s) and serves a key contact for customer negotiations and escalations
Independently identify and close opportunities with the primary goal of helping customers generate significant business value from their Salesforce investment.
Responsible for sourcing and closing Professional Service Business in a region, owning bookings, sales performances, forecasting, managing customer lifecycle, driving adoption through sales activities for new and existing customers, pipeline generation and delivering sales presentations to C-level clients.
Individually responsible for the success of a specific territory and patch.
Consistently demonstrates the ability to develop, manage and elevate Accounts to Tier 1 /2
Accountable for a larger quota
Utilizes a consultative selling approach across all client levels, particularly C-Suite stakeholders
Demonstrate strong executive presence and confidence when sharing a strong point of view through effective storytelling
Ability to move fast and drive results
Influences leaders and orchestrates internal alignment to provide best solutions
Flawlessly navigate across all our internal teams to create synergy and alignment in driving the deal to closure maximizing both license and services bookings.