Associate Account Partner (Public Sector)

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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.

We are currently seeking an Associate Account Partner to join our growing Professional Services sales team. Ideal candidates should be high-energy, driven professionals who are dynamic learners, knowledgeable of technology and have solid business-to-business sales and account management experience.

Salesforce.com offers a fast-paced, innovative environment where you will be empowered to uncover customer needs and position compelling service offerings to help customers unlock value and achieve success on the Salesforce Platform. Effective Associate Account Partners will generate pipeline by identifying opportunities within our customer base, work closely with license sales, articulate how our services can solve customer challenges and enable them to get the most out of their investment in our technology. You need to be a self-starter, take initiative, as well as be detail oriented. Our goal is to build an organization of smart, ambitious Associate Account Partners, committed to our mission and focused on customer success with a respectful, healthy environment and lifestyle. At Salesforce, integrity and reliability are as important as talent and effort.

Responsibilities:

• Identifying and creating new qualified opportunities within current customer base, progressing those deals through a sales cycle to closed won

• Engage with license sales team and customers using a consultative selling approach that positions Salesforce Services and the Associate Account Partner as a long-term trusted advisor

• Create compelling vision and clearly communicate our entry point services solutions with the goal of generating significant success and business value from a customer’s investment in the Salesforce Platform

• Create a positive impression with our customers by providing them with a world class experience

• Support Professional Services account team through execution of vision aligned to business strategy

• Collaborating with business development and core selling teams on account strategy

• Utilize industry expertise and business acumen to understand a customer’s motivation, business drivers, strategic goals and objectives, and desired business outcomes

• Meet or exceed quota

• Partner with the Customer Success ecosystem to ensure customers are optimizing their Salesforce investment.

• Consistently meet or exceed quota with experience closing deals with a 2 week to 3 month deal cycle.

Minimum Qualifications:

• 3+ years of sales experience (software and/or professional services is a plus)

• Experience with complex, escalated customer situations with the ability to navigate large organizations and gain executive level buy-in

• Demonstrate ability to develop and maintain external (Director, VP or C-level relationships) and internal relationships where you are recognized as a trusted advisor

• Ability to prioritize, multi-task, and perform effectively under pressure

• Great attention to detail, with strong analytical and problem solving skills

• Expertise facilitating meetings and presenting to an executive level audience in a concise, inspirational and convincing manner

• Strong track record of quickly learning new processes and products

Preferred  Qualifications:

• 3+ years of consultative sales experience including 2+ years of inside/field sales experience

• Knowledge of business processes (e.g. Sales, Marketing, Service, Support), and the ability to link business processes with product/technical solutions.

• Understanding of customer success principles, approaches and considerations

• Ability to travel

Desired Skills:

• Knowledge of Salesforce’s applications and value proposition

• Software and/or IT consulting sales experience preferred

• Knowledge of Salesforce product and platform features, capabilities, and best use

• Ability to prioritize, multi-task, and perform effectively under pressure

• Highly collaborative and consultative work style, ability to thrive in a high velocity, highly dynamic work environment

• Experience working with or knowledge of one of more of the following industries - Healthcare/Life Sciences, Retail and Consumer Good, Financial Services, Manufacturing, Utilities, Automotive, Public Sector, Communications, Media, Technology

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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.