Account Executive, Strategic Outsourcing Sales

Description

The OSP (Outsource Service Providers) Strategic & Business Development Executive role will manage a defined territory comprised of current OSP customers, prospective OSP targets, a focused set of Industries, and have responsibility for a geographic remit. This quota-carrying Account Executive will be accountable for consistently achieving year-on-year growth targets through the closure of net-new, accretive revenue opportunities. This role will report to the Global OSP Sales RVP (Regional Vice President).

Key Impacts:

• Work with existing and new OSPs to create and scale OSP-specific solutions with a focus on industry requirements & market penetration
• Drive flawless collaboration across core sales, marketing, enablement, alliances, partners, and OSP customers
• Represent and evangelise OSP within Salesforce as well as with the AD's territory-defined global partners & strategic customers
• Lead with an innovator's mindset and embody the Salesforce culture and values of Trust, Customer Success, Innovation & Equality, and Sustainability
• Achieve an agreed-upon ambitious target for annual growth in revenue and bookings
• Initiate, grow and maintain key strategic internal & external relationships

Core Responsibilities to include but not limited to:

• Providing detailed and accurate sales forecasts
• Identifying and handling new business opportunities to grow the territory on a monthly business
• Daily execution developing new accounts, expanding existing ones and fostering growth through marketing initiatives internally and externally
• Engaging functionally across the business (Marketing, Sales Strategy, Finance, Employee Success, Recruiting) to build trust and alignment
• Drives continuous improvement to the OSP channel and GTM strategy by building a solution and customer feedback loop, sharing customer win/loss analysis and success stories with & across the OSP team and with supporting functions
• Builds strong customer success stories and credentials, working closely with our OSP business development function and the wider ecosystem
• Work within a strong operational framework for all activities, accurately reporting and managing targets, taking ownership for delivering against commitments
• Maintains strategic customer relationships, partnering with OSP Customer and End-Client AEs to build and deliver the customer engagement strategy and plan

Minimum Requirements:

• 10+ years in software and/or applications sales (ideally in a CRM, ERP and/or B2B software company), selling primarily to the CxO level
• Strategic commercial & enterprise sales experience and revenue achievement selling multiple enterprise software offerings
• Strategic sales experience and revenue achievement selling multiple enterprise software offerings, while building satisfied and loyal customers
• Proven success working within a highly matrixed organization and establishing strong relationships across all functions to achieve results
• Strong operational and analytical abilities
• Ability to work in (virtual) teams working together to solve problems with colleagues, partners and customers
• Willing and able to travel occasionally 50%

Preferred, but not required:

• 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.)
• Salesforce Certifications
• Experience selling cloud based enterprise applications is strongly preferred
• Consultative sales skills and ability to construct and articulate strong business case and ROI, strategic account planning and execution skills
• Sustainability domain expertise with specific knowledge of sustainability and environmental regulation