Job Category: Sales
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.
Overview of the Role:
The South African Enterprise team sells the entire product portfolio into our most strategic customers. This position would be focused on Enterprise customers in the Comms and Media space. Salesforce is looking for a curious and energetic Enterprise Account Executive with in-depth knowledge of SaaS technology and value-based solution selling. In this role, you will be leading the Account Team at both existing and net-new Enterprise accounts, whereby you will be responsible for the upsell & cross-selling of additional Salesforce products into line of business and C-Suite.
Responsibilities:
In this role, you will work closely with current customers as a trusted digital advisor to deeply understand their outstanding company challenges and goals. You will collaborate with customers on the Salesforce Platform to evangelize solutions that will help them reach their business goals and blaze new trails within their organizations. You will contribute to our business as a valued member of our Ohana.
Required Qualifications:
Account Planning and Strategies: Establishes plans to achieve sales objectives by effectively identifying and qualifying opportunities to drive strategic growth across your portfolio.
Research and Discovery: Uncovers a prospect's current processes, business challenges, and strategic goals based on customer use cases and value hypotheses.
Solutioning: Identifies compelling value propositions that address customer needs by demonstrating an understanding of technology solutions.
Customer Communication: Interacting with customers in a clear, concise, and timely manner using a variety of communication methods (writing, speech, presentation) and tools (whiteboarding, Google Slides, Zoom).
Resource Application: Continuously runs toward results using the full capabilities of available resources and tools.
Team Selling: Aligns with the full capacities of the account team and partners to support the deal and customer success.
Key Functional Competencies:
Objection Handling
Business Foundations
Industry Foundations
Value Discovery
Point of View Development
Account Team Alignment
Executive Alignment
Forecast Management
Value Management and Business Case Development
Pipeline Management
Excellent interpersonal and communications skills.
Ability to develop cases and service requirements, while crafting and leading strategic alliances.
Salesforce is an Equal Employment Opportunity and Affirmative Action Employer.
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