Account Partner

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Job Category
Customer Success

Job Details

About Salesforce

We're Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too - driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good - you've come to the right place.

Account Partner - Service Sales

Location: Germany, office flex

About Salesforce:

We're Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too - driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good- you've come to the right place.

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?

Role Description:

The Account Partner (AP) is a consultative and strategic sales professional. The Snr. AP will sell the full portfolio of CSG Professional Service's offerings to new and existing customers. The Snr. AP is responsible for earning the right to be an advisor to the customer, with the primary goal of helping customers quickly generate significant business value from their Salesforce investment.

The AP must be a strategic problem solver with strong commercial skills and have the ability to craft visions and services propositions that drive customer value through clearly defined outcomes. This team member will be expected to understand and lead our customers throughout their Customer 360 lifecycle partnered with our colleagues in license sales and Customer Success.

The primary measurement of success for this role will be annual sales bookings (aka closed business) with agreed goals, targets and quotas.

Responsibilities:

• Account planning including the formulation of a clearly defined roadmap or the precursor activities to define such a roadmap
• Pipeline generation through self-origination and collaborating across Salesforce with License Sales, Delivery and Customer Success to develop trusted Professional Services propositions for customers 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 ground breaking solutions with the goal of generating significant success and business value from a customer's investment in the Salesforce Platform
• Develop and run 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 realise closed bookings aligned (or in excess) of assigned sales goals / quotas
• Be a recognised role model for collaboration, understanding and overall business results
• As an Account Partner, you:
• Have a professional sales 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 realisation of that value through a structured programme
• 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
• Recognise the importance of timing to close deals and are able to balance driving the closing cycle while being sensitive to the customer's needs while fundamentally building trust in the relationship
• Preferred Qualifications & Skills:
• 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.)
• Extensive 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 GSI type environment
• Demonstrated ability to develop and maintain executive (including C-level relationships) where you are recognised as a trusted advisor
• Experience growing accounts with large and complex pursuits ($M+)
• Highly collaborative, excels in a matrix organisational model (aligning with other business functions)
• Committed team player with strong interpersonal skills who shares and support colleagues
• Ability to thrive in a fast-paced, sometimes unpredictable environment
• Qualities:
• PASSION: Passionate about Customer Success and driving business value through our platform
• BEGINNERS MIND: Always learning, approaches each interaction with open mind, great listener and hands-on
• PRESENCE: Strong point of view and executive presence. Assured, but not arrogant, great storyteller
• URGENCY: Ability to move fast and drive business value and results for customers and Salesforce
• TRUST: Build trust through predictability of actions and a genuine interest and accountability for the customer's outcome
• ADAPTABLE: Excels in high levels of uncertainty and change