Senior Account Partner, Public Sector, UKI

Salesforce, Inc.; Greater London; On-site; GBP 50,000 - 90,000; Full time

Job description

Description
Salesforce Professional Services focuses on delivering high value and innovative engagements for our most strategic customers, inspiring them to transform on our platform and helping them to articulate clear plans for change. We rely on our team’s expertise to engage with executive-level customers to agree on specific business goals and deliver incredible business outcomes.

Our approach considers people, process, and technology — and a successful engagement includes recommendations to the business to support deeper, more relevant use of the Salesforce platform.

Role Description
We are currently seeking a dynamic, motivated and collaborative sales executive to join a team of Professional Services Account Partners (APs) operating in the rapidly growing Public Sector territory within the UK&I region.

Our mission is to empower public sector organisations to deliver exceptional services, drive operational excellence and build stronger connections within their communities.

The AP is a consultative sales professional with responsibility for selling the full portfolio of Salesforce advisory and implementation offerings to help new and existing customers leverage the full potential of our technology.

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, enabling them to successfully transform using the Salesforce platform, working alongside colleagues in license sales and Customer Success.

Do you want to help public sector organisations to create positive, lasting impacts on the lives of the people they serve ? Would you like to work at the forefront of Digital Innovation at one of the most exciting technology 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) and bid margin 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

• Embrace our core company values of trust, innovation, equality, sustainability and growth

Preferred Requirements

• Prior experience of selling to Public Sector organisations.

• 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 and 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