At a Glance
- Tasks: Lead strategic sales for Salesforce's Professional Services in the Energy & Utilities sector.
- Company: Join Salesforce, a leader in CRM and digital innovation, transforming customer success.
- Benefits: Enjoy perks like remote work options, well-being reimbursement, and generous parental leave.
- Why this job: Be at the forefront of digital transformation, helping clients maximise their Salesforce investment.
- Qualifications: Sales experience with consultative skills; ability to engage C-level executives is essential.
- Other info: Ideal for those passionate about driving change in a fast-paced environment.
The predicted salary is between 43200 - 72000 £ per year.
Salesforce Professional Services focuses on delivering strategic engagements that define transformational opportunities and articulate clear plans for execution of change programs. We rely on our team’s expertise and specialisms to engage with executive-level customers to agree on specific business goals and actions to ignite the full value of Salesforce.
Our approach considers people, process, and technology — and a successful engagement includes recommendations to the business for change to support deeper, more relevant use of the Salesforce platform.
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?
The Professional Services Account Partner (AP) is a consultative and strategic sales professional. The AP sells the full portfolio of Professional Service’s offerings to new and existing customers. 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 throughout their Customer 360 lifecycle partnered with our colleagues in license sales and Customer Success.
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 sales bookings (aka closed business) and bid margin aligned with agreed goals, targets, and quotas.
To be successful in the role you:
- 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 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 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.
Preferred Requirements
- 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 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+).
- Experience in the UKI Energy Retail industry.
- Highly collaborative 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.
Benefits & Perks:
Check out our benefits site, which explains our various benefits, including well-being reimbursement, generous parental leave, adoption assistance, fertility benefits, and more.
Contact Detail:
Salesforce, Inc.. Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Senior Account Partner/Account Partner Director, Services Sales, Energy & Utilities UKI (London)
✨Tip Number 1
Familiarise yourself with Salesforce's Professional Services offerings and how they align with the Energy & Utilities sector. Understanding the specific challenges and opportunities in this industry will help you engage more effectively with potential clients.
✨Tip Number 2
Network with professionals in the Energy & Utilities space, especially those who have experience with Salesforce. Attend industry events or webinars to build relationships and gain insights that can enhance your consultative selling approach.
✨Tip Number 3
Prepare to demonstrate your ability to create tailored account plans. Think about how you would approach a specific client in the Energy sector and outline a strategic roadmap that aligns with their business goals and desired outcomes.
✨Tip Number 4
Showcase your experience in building C-level relationships. Be ready to discuss examples where you've successfully positioned yourself as a trusted advisor, highlighting how you’ve helped clients achieve significant value from their investments.
We think you need these skills to ace Senior Account Partner/Account Partner Director, Services Sales, Energy & Utilities UKI (London)
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in consultative sales and project delivery, particularly in the Energy & Utilities sector. Use specific examples that demonstrate your ability to meet or exceed sales quotas.
Craft a Compelling Cover Letter: In your cover letter, express your passion for customer success and digital innovation. Clearly articulate how your skills align with the role's requirements, especially your experience in developing executive-level relationships and driving business value.
Showcase Your Strategic Thinking: Provide examples of how you've successfully driven account planning and developed tailored strategies for clients. Highlight your ability to create compelling visions and communicate solutions effectively to C-level executives.
Highlight Collaborative Experience: Emphasise your experience working in collaborative environments, especially in matrix organisational models. Mention any successful partnerships with other business functions that led to significant outcomes for clients.
How to prepare for a job interview at Salesforce, Inc..
✨Understand the Salesforce Ecosystem
Familiarise yourself with Salesforce's offerings and how they relate to the Energy & Utilities sector. Be prepared to discuss how you can leverage these tools to drive customer success and create value for clients.
✨Showcase Your Consultative Selling Skills
Prepare examples of how you've successfully engaged with C-level executives in previous roles. Highlight your ability to understand their business challenges and articulate tailored solutions that align with their strategic goals.
✨Demonstrate Industry Knowledge
Research current trends and challenges within the UKI Energy Retail industry. Be ready to discuss how these factors influence customer decisions and how you can position Salesforce as a solution to their needs.
✨Prepare for Scenario-Based Questions
Anticipate questions that assess your problem-solving abilities and strategic thinking. Think of specific scenarios where you've had to develop account plans or navigate complex sales cycles, and be ready to share those experiences.