Services Sales - Account Partner Director

Salesforce•Seattle, WA

8d•Hybrid

About The Position

Salesforce is seeking an Account Partner 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 internal license sales teams and extended functional groups. The Account Partner will advise internal teams and customers on programs to achieve their vision and goals, acting as the deal originator, strategist, and execution quarterback, supported by the delivery organization.

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
Experience working 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 develop 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.
Earn the right to be considered a trusted advisor to the customer by providing execution excellence, intimate knowledge of the business the customer is in, and able to clearly lay out the path the customer needs to take to achieve success.
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.