Enterprise Account Executive - Manufacturing, Automotive & Energy

at  Salesforce

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.
Job Category
Sales
Job Details

REQUIRED SKILLS AND QUALIFICATIONS:

• Demonstrated Success of quota carrying, technology solution-based direct sales experience.
• Account Planning Strategies : Create account plans to retain and grow ACV (Actual Contract Value) with existing accounts with a focus on upsell, and cross-sell.
• Research and Discovery : Uncover customers’ current processes, business objectives, and strategic goals based on customer discovery, 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, Slack, 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.

PREFERRED SKILLS AND QUALIFICATIONS:

• Excellent interpersonal and communications skills.
• Sales Methodology education.
• Ability to develop cases and service requirements, while crafting and leading strategic alliances.
• Ability to thrive in a fast-paced environment.
• Track record of consistently achieving or surpassing quota.
• Ability to work with multiple internal teams, govern, inspire, and leverage resources to align with account objectives.
• Experience will be evaluated based on alignment with the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer work, etc.).

• Develop key customer stakeholder relationships and drive customer satisfaction at assigned accounts
• Develop and drive the overall long-term strategy for the account, aligned with customer business objectives
• Lead the end-to-end sales process through the engagement of appropriate resources such as Sales Engineers, Professional Services, Executives, Partners, etc.
• Territory identification and research, to formalize a go-to-market territory strategy and create a qualified target account list within 30 days.
• Share Salesforce value proposition for existing and/or new customers
• Drive growth within an existing assigned account