Territory Account Executive, Non-Profit: Growth Business

Salesforce•Washington, DC

4d•Remote

About The Position

Salesforce is seeking a Territory Account Executive for its Growth Business Segment, specifically focusing on the NGO sector. This role involves quarterbacking deals, serving as the primary customer contact, and selling the entire Customer 360 Platform. The Territory Account Executive will be responsible for identifying and acquiring new logos within their assigned territory, prospecting into all lines of business, and acting as a hunter to uncover opportunities and provide value-adding solutions. This role requires a visionary approach to help prospects with their digital transformation, mapping account strategies, aligning resources, and identifying the best-suited Salesforce products. After securing the initial deal, the Account Executive will focus on cross-selling and up-selling within accounts throughout the fiscal year. Responsibilities include utilizing collaborative selling techniques, partnering with internal resources to drive value and expertise, generating pipeline leading to revenue attainment, selling based on value and ROI, building credibility and trust, influencing buying decisions, and creating demand by identifying business problems and matching them to Salesforce solutions. A deep understanding of business operations and decision-making priorities at the C-level is essential.

Requirements

Degree or equivalent relevant experience required.
Experience will be evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)
3+ years of full cycle SaaS sales experience.
Strong business development skills with experience prospecting and bringing in new business.
Experience selling to the C-suite.
Ability to build and deliver presentations to customers.
Ability to orchestrate multiple internal resources and extended team members including: solutions engineers, cloud account executives, and product specific specialists.

Responsibilities

Quarterback each deal and serve as the main point of contact for customers.
Sell the entire Customer 360 Platform across a prospect account set.
Creatively break into net new logos in the assigned territory and introduce them to Salesforce.
Prospect into every line of business.
Uncover opportunity and connect it with a value-adding solution.
Help prospects craft their digital transformation.
Map account strategies, aligning resources and uncovering which products best serve the prospect’s needs.
Cross-sell/up-sell on accounts for the remainder of the fiscal year after bringing in the initial deal.
Utilize collaborative selling techniques and partner with internal resources to drive additional value and expertise.
Generate pipeline that leads to closed revenue and quota attainment.
Sell on value and return on investment vs. technical functionality.
Build credibility and trust while influencing buying decisions.
Create demand by uncovering business problems and matching them to our solution.
Have a deep understanding of the way businesses operate, and the priorities that drive decisions from the C-level.