Cloud Account Executive
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This Cloud Account Executive role focuses on the enterprise and commercial business territories, a fast paced & high energy business.
The successful individual will formulate and execute a territory plan to drive revenue growth in the current customer base, and develop new customers in region. You will work in partnership with the Account owners in your assigned territory and will carry quota for specific Platform product sales. Effective partnering with and scaling through Core AE's is critical to your success in the role. To do this, you must position, articulate value, inspire and ultimately sell two key go-to-market Salesforce Platform messages; “Secure your Compliant Enterprise” (Trusted Services) and “Build & Extend your Customer360” (Developer Services) .
As a trusted advisor and coach, the Cloud Account Executive is the person with the expertise in technology, that can match customer needs to the capabilities of the Salesforce Platform including Trusted Services (Shield, Datamask, Privacy Center, Security Center, Salesforce Backup) and Developer Services (Connect / API / Events, Heroku, Identity, Mobile, Data Cloud, Sandboxes) . You will articulate the business value of the solution by mapping to established customer needs, and delivering executive-level time to value, ROI and TCO presentations.
Consistent over-achievement of sales goals (PipeGen and ACV)
Develop & execute a Sales territory plan
Understand a company's business strategy and define an architecture and solution to support that strategy with the capabilities of the Salesforce Platform
Discover, qualify, strategise, solution, negotiate & close opportunities
Generate business in new customers and within the installed base
Plan and execute scalable “Create & Close” Sales plays within your territory; by effectively enabling and motivating Core AEs and Core Sales leaders to identify, qualify and close (with assistance as required) Platform opportunities
Log sales activities, update opportunities and forecast ACV delivery
Build strong customer relationships and create customer advocates that can be referenced in future sales cycles
Work within an account team matrix, leading decision makers & influencers by evangelising the capabilities of the Salesforce Platform
Work with product management to distill key functionality and benefits into core business value messages.
Minimum 3 years of solution selling in software
Ability to prioritise, multi-task, and perform effectively under pressure
You must be comfortable and capable of engaging IT / Technology stakeholders and engage all relevant roles; from a Developer, an Architect to a C-suite Exec or Business Founder.
Territory Planning; collaboration with extended team to analyse territory & develop strategies to target accounts (Experienced level)
Prospecting; build PoV’s to establish interest & attention from prospects and customer decision makers (Advanced Level)
Product capabilities; demonstrate relevant Salesforce product technical knowledge to recommend a solution that fits into a customers existing architecture (Advanced level)
Org62 App Rigor; consistently uses Accounts, Opportunities, Chatter, Slack, Quip and other tools to log activities, generate quotes and collaborate with extended team (Expert level)
Internal & External tools; uses reports, dashboards and analytics tools (eg. AE Home) to understand territory, accounts and potential opportunities (Advanced level)
Team Selling; identifies interests of internal & external decision makers and influencers to plan engagements & communications effectively, whilst collaborating x-functionally with the extended account team to position Customer360 solutions (Experienced level)
Value Selling; build impactful PoVs (including business value, ROI/TCO models), execute Sales Plays at scale and evaluate results of solutions to demonstrate how customer needs are addressed (Experienced Level)
Customer communication; uses appropriate communication methods for the right moments (storytelling, Art of the Possible demos etc) aligned to customer needs to position value, and builds trust by listening to objections to truly understand & uncover challenges and motivations (Advanced Level)
Research & Discovery; applies knowledge of economic, financial and industry/market trends to establish credibility, and asks questions to uncover needs and build trust (Experienced Level)
Knowledge of Salesforce product and Platform features, capabilities and use cases
Expertise in IT, Business Architecture, Technical Architecture
Experience and knowledge of Salesforce's competitive landscape and technical ecosystem
Strong knowledge of business processes, business applications and app development (including Application Lifecycle Management)
Familiarity with database, application, mobile and collaboration technologies used in Cloud Computing (e.g. knowledge of database concepts, multi-tenancy, networking/event driven networks)
Extensive background in technology and platform solutions such as application development, database, business intelligence, collaboration & integration
Salesforce product certifications are a plus (Administrator, Advanced Administrator, Developer, Architect)
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