Services Sales - Account Partner Director/Senior Director

Salesforce•Irvine, IL

7d•Remote

About The Position

Salesforce is seeking an Account Partner Senior Director to join its Professional Services sales team, focusing on the Technology, Media, and Telecommunications sector. This role is a critical part of the Go-To-Market and Professional Services Team, responsible for building relationships with license sales teams and other functional groups to advise internal teams and customers on programs that align with their vision and goals. The Account Partner will act as the deal originator, strategist, and execution lead, supported by the delivery organization. The role involves creating and executing strategies to drive adoption of Salesforce technologies, ensuring alignment with sales, and accelerating customer value and outcomes. The Account Partner is accountable for bookings, revenue, margin, CSAT, and value delivered, serving as a key contact for customer negotiations and escalations. Earning the title of trusted advisor requires execution excellence, deep business knowledge, and the ability to guide customers to success. This role involves independently identifying and closing opportunities to help customers derive significant business value from their Salesforce investment, sourcing and closing Professional Services business, owning sales performance, forecasting, managing the customer lifecycle, driving adoption, and delivering sales presentations to C-level clients. The position is individually responsible for the success of a specific territory and patch, with a focus on developing and elevating accounts to Tier 1/2 status and managing a larger quota. A consultative selling approach, strong executive presence, and the ability to influence leaders and orchestrate internal alignment are essential.

Requirements

Minimum of 8+ years of experience within a consulting landscape.
Minimum of 5+ years in a quota-carrying selling role, selling Professional Services.
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.

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.