Senior Account Partner

Leadout Capital; Greater London; Hybrid; GBP 90,000 - 130,000; Full time

Job summary

Leadout Capital in the United Kingdom is seeking a strategic Professional Services Account Partner to drive Salesforce advisory and implementation engagements. You will engage C-level stakeholders, shape value-led propositions, and guide customers through the Customer 360 lifecycle with our License Sales and Customer Success teams.

You will own account plans, generate pipeline, forecast accurately, and close bookings aligned with sales goals while acting as a trusted advisor across industries in

Qualifications

• Professional services background or blended consultative sales and project delivery background.
• Experience presenting business value led pitches to C-level executives.
• Proven ability to create and execute strategic account plans and drive revenue growth.

Responsibilities

• Drive account planning with a clearly defined roadmap and precursor activities.
• Generate pipeline through self-origination and collaboration across Salesforce ecosystem.
• Engage C-Level customers with a consultative selling approach and trusted-advisor positioning.
• Create compelling visions and communicate groundbreaking solutions to generate business value.
• Develop and lead territory and account plans aligned with customer goals and timelines.
• Forecast accurately, build a pipeline, and advance opportunities to exceed sales goals.

Skills

Consultative sales

Executive engagement

Account planning

Pipeline management

Quotas & revenue

Job description

Description

Salesforce Professional Services focuses on delivering strategic engagements that define transformational opportunities and articulate clear plans for execution of change programs. We rely on our team’s expertise and specialisms to engage with executive-level customers to agree on specific business goals and actions to ignite the full value of Salesforce. Our approach considers people, process, and technology — and a successful engagement includes recommendations to the business for change to support deeper, more relevant use of the Salesforce platform.

Role Description

You will be part of a team of Professional Services Executives (Account Partners) operating in the Product, Automotive, Consumer and Energy (PACE) territory within the UKI region. The Professional Services Account Partner (AP) is a consultative and strategic sales professional that sells the full portfolio of Salesforce advisory and implementation offerings to new and existing customers.
Account Partners must be strategic problem solvers with strong commercial skills and have the ability to craft visions and services propositions that drive customer value through clearly defined outcomes. They will be expected to understand and lead our customers throughout their Customer 360 lifecycle partnered with our colleagues in license sales and Customer Success.
Are you passionate about Customer Success and would you like to work at the forefront of Digital Innovation at one of the most exciting CRM companies?

Your Impact

The AP is committed to earning the right to be an advisor to the customer, with the primary goal of helping customers quickly generate significant value from their Salesforce investment.
The primary measurement of success for this role will be annual services bookings (aka closed business) aligned with agreed goals, targets and quotas.

To Be Successful In The Role You Will

• Drive account planning including the formulation of a clearly defined roadmap or the precursor activities to define such a roadmap
• Generate pipeline through self-origination and collaborating across Salesforce with License Sales, Delivery and Customer Success to develop trusted Professional Services propositions for clients and prospects
• Use industry expertise and business acumen to understand a customer's motivation, business drivers/challenges, strategic goals and objectives, and desired business outcomes
• Engage and present to customers, especially at C-Level, using a consultative selling approach that positions Salesforce and yourself as a long-term trusted advisor relationship
• Create a compelling vision and clearly communicate our groundbreaking solutions with the goal of generating significant success and business value from an investment in the Salesforce Platform
• Develop and lead a territory plan and a tailored account plan for each customer that aligns with their business goals, priorities, and timeframes
• Forecast accurately and timely, build a pipeline, and progress opportunities to deliver Success Cloud YOY revenue growth
• Develop mutually agreed and aligned close plans and drive the execution of these plans to realize closed bookings aligned (or in excess) of assigned sales goals/quotas
• Be a recognized role model for collaboration, understanding, and overall business results

Basic Requirements

• Have a professional services background or blended consultative sales and project delivery background
• Have experience working with a customer through a visioning process, assessing business value outcomes, and developing plans to support the realization of that value through a structured program
• Present business value led pitches and effectively negotiate terms aligned with margin targets
• Can exercise empowered judgment in methods, techniques, and evaluation criteria for obtaining results aligned with goals of the company and within associated guidance
• Recognize the importance of timing to close deals and are able to balance driving the closing cycle while being responsive to the customer’s needs and fundamentally building trust in the relationship
• Experience will be evaluated based on alignment to the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer work, etc.).

Preferred Requirements

• Years of consultative sales experience with a proven record of consistently meeting (or exceeding) quota
• Experience selling and/or delivering Professional Services in a context similar to Salesforce or a Global System Integrator type environment
• Demonstrated ability to develop and maintain executive (including C-level relationships) where you are recognized as a trusted advisor
• Experience growing accounts with large and complex pursuits ($M+)
• Highly collaborative excels in a matrix organizational model (aligning with other business functions)
• Committed team player with strong interpersonal skills who share and support colleagues
• Ability to thrive in a fast-paced sales environment