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Job Category
Sales
Job Details
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Kami mencari Account Executive Bisnis Kecil yang memiliki motivasi tinggi dan berorientasi pada hasil untuk bergabung dengan tim penjualan kami yang dinamis. Peran ini akan sangat penting dalam mendorong pertumbuhan dengan mengakuisisi akun logo baru dan memperluas jejak kami di segmen Bisnis Kecil (SB) (1-20 karyawan). Aspek utama dari peran ini adalah melibatkan eksekutif tingkat C dan pemilik bisnis, memahami tujuan strategis mereka, dan mengartikulasikan nilai bisnis dari rangkaian solusi Salesforce. Kandidat yang ideal adalah komunikator yang kuat, mahir dalam membangun hubungan baik melalui telepon, dan memiliki pendekatan penjualan yang konsultatif.
Tanggung Jawab
- Prospek yang ditargetkan: Secara proaktif mengidentifikasi dan memprospek peluang logo baru di pasar SB melalui berbagai aktivitas outbound (panggilan telepon, kampanye email, penjualan sosial, dll.).
- Keterlibatan C-Level: Berinteraksi dengan para eksekutif tingkat C dan pemilik bisnis untuk memahami prioritas bisnis, tantangan, dan tujuan strategis mereka.
- Penjualan Berbasis Nilai: Mengartikulasikan nilai bisnis dan ROI dari rangkaian solusi Salesforce untuk memenuhi kebutuhan dan masalah pelanggan yang spesifik.
- Mengembangkan Sudut Pandang Pelanggan: Mengembangkan Sudut Pandang (POV) yang jelas dan menarik bagi setiap pelanggan, yang menunjukkan pemahaman tentang bisnis mereka dan bagaimana Salesforce dapat mendorong hasil yang positif.
- Analisis Kebutuhan: Mengungkap tantangan dan peluang bisnis secara efektif melalui pertanyaan yang mendalam dan mendengarkan secara aktif.
- Demonstrasi Tingkat Tinggi: Melakukan demo tingkat tinggi yang menarik dan disesuaikan dengan platform Salesforce, dengan fokus pada proposisi nilai yang relevan dengan bisnis pelanggan.
- Manajemen Pipeline: Menjaga pipeline penjualan yang kuat, meramalkan aktivitas penjualan secara akurat, dan mencapai atau melampaui target penjualan yang ditetapkan.
- Pertumbuhan Akun: Mengidentifikasi dan mengejar peluang untuk mengembangkan akun yang sudah ada di segmen SB dengan memperkenalkan solusi Salesforce tambahan.
- Kolaborasi: Bekerja sama dengan tim internal (misalnya, Manajemen Penjualan, Pemasaran, Insinyur Solusi) untuk memastikan pengalaman pelanggan yang mulus.
- Kemahiran CRM: Memanfaatkan CRM Salesforce secara efektif untuk mengelola prospek, melacak aktivitas, dan memelihara informasi pelanggan yang akurat.
- Pembelajaran Berkelanjutan: Tetap up-to-date dengan pembaruan produk Salesforce terbaru, tren industri, dan lanskap kompetitif.
Kualifikasi:
- 1-2 tahun pengalaman penjualan
- Rekam jejak keberhasilan yang terbukti dalam peran telesales atau penjualan internal, lebih disukai yang menjual solusi SaaS.
- Pengalaman menjual kepada eksekutif tingkat C dan pemilik bisnis.
- Menunjukkan kemampuan untuk memprospek dan memperoleh akun logo baru.
- Pemahaman yang kuat tentang pasar Usaha Kecil (SB) dan kebutuhannya yang unik.
- Keterampilan komunikasi, presentasi, dan interpersonal yang sangat baik, dengan kemampuan untuk membangun hubungan baik dengan cepat melalui telepon.
- Kemampuan untuk mengartikulasikan konsep teknis yang kompleks dan proposisi nilai bisnis dengan jelas dan ringkas.
- Ketajaman bisnis yang kuat dan kemampuan untuk memahami dan mendiskusikan tantangan bisnis.
- Pengalaman melakukan demonstrasi perangkat lunak tingkat tinggi.
- Memiliki motivasi diri, berorientasi pada hasil, dan mampu bekerja secara mandiri.
- Memiliki kemampuan organisasi dan manajemen waktu yang kuat.
- Kemahiran dalam menggunakan sistem CRM, lebih disukai Salesforce.
We are seeking a highly motivated and results-oriented Small business account executive to join our dynamic sales team. This role will be pivotal in driving growth by acquiring new logo accounts and expanding our footprint within the Small Business (SB) segment (1-20 employees). A key aspect of this role involves engaging with C-level executives and business owners, understanding their strategic objectives, and articulating the business value of the Salesforce suite of solutions. The ideal candidate will be a strong communicator, adept at building rapport over the phone, and possess a consultative sales approach.
Responsibilities:
- Targeted Prospecting: Proactively identify and prospect new logo opportunities within the SB market through various outbound activities (cold calling, email campaigns, social selling, etc.).
- C-Level Engagement: Engage with C-level executives and business owners to understand their business priorities, challenges, and strategic goals.
- Value-Based Selling: Articulate the business value and ROI of the Salesforce suite of solutions to address specific customer needs and pain points.
- Developing Customer POV: Develop a clear and compelling Point of View (POV) for each customer, demonstrating an understanding of their business and how Salesforce can drive positive outcomes.
- Needs Analysis: Effectively uncover business challenges and opportunities through insightful questioning and active listening.
- High-Level Demonstrations: Conduct engaging and tailored high-level demos of the Salesforce platform, focusing on the value proposition relevant to the customer's business.
- Pipeline Management: Maintain a robust sales pipeline, accurately forecasting sales activities and achieving or exceeding assigned sales targets.
- Account Growth: Identify and pursue opportunities to grow existing accounts within the SB segment by introducing additional Salesforce solutions.
- Collaboration: Work closely with internal teams (e.g., Sales Management, Marketing, Solution Engineers) to ensure a seamless customer experience.
- CRM Proficiency: Utilize Salesforce CRM effectively to manage leads, track activities, and maintain accurate customer information.
- Continuous Learning: Stay up-to-date on the latest Salesforce product updates, industry trends, and competitive landscape.
Qualifications:
- 1-2 years of sales experience
- Proven track record of success in a telesales or inside sales role, preferably selling SaaS solutions.
- Experience selling to C-level executives and business owners.
- Demonstrated ability to prospect and acquire new logo accounts.
- Strong understanding of the Small Business (SB) market and its unique needs.
- Excellent communication, presentation, and interpersonal skills, with the ability to build rapport quickly over the phone.
- Ability to articulate complex technical concepts and business value propositions clearly and concisely.
- Strong business acumen and the ability to understand and discuss business challenges.
- Experience conducting high-level software demonstrations.
- Self-motivated, results-oriented, and able to work independently.
- Strong organizational and time management skills.
- Proficiency in using CRM systems, preferably Salesforce.
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Posting Statement
Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that's inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications - without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.