Account Executive, Commercial Accounts, Media and Telco - Salesforce Industries

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Job CategorySales

Within the Salesforce Industries Communications sales team we work with telecom operators and services providers, to help them transition from legacy (on premise) to agile cloud solutions, replacing their Front End (BSS) systems. Terms like CPQ, CLM, Order Management, Enterprise Product Catalog, Call center, Guided Selling, Guided Service, should be familiar to you.

We are looking for highly talented and passionate professionals that have been working in the industry for 10+ years and who can effectively drive understanding of why Industry Cloud solutions are differentiated from and superior to other technology approaches. The future of software is cloud computing.

Domain expertise
The Account Executive should possess deep telecom industry knowledge in combination with exceptional customer management experience at the VP/C-level. An existing working relationship with the midsized operators in the UK would be a prerequisite.

Working closely with the entire account team to drive the customer relationship and alignment at all levels in order to execute the overall account strategy is key to your success.

The Account Executive, Communications will formulate and execute an Industry Cloud sales strategy within their Nordics, drive revenue growth by driving demand in the current customer base and develop new customers in the enterprise space. The mindset should be one of a hunter profile.
You’ll be selling direct to end customers and will liaise with our partner ecosystem and the wider
salesforce selling teams. Key to this role is your ability to articulate value, inspire and sell the Industry Cloud future in a Cloud Computing world.

RESPONSIBILITIES 
Refine sales messaging, prospecting, qualifying, and closing techniques 
Create new opportunities from prospecting efforts and leveraging your network 
Close business from new and established relationships 
Manage complex sales cycles, utilizing internal and external resources as appropriate 
Identify and grow sales opportunities within assigned territory 
Be willing to travel as required 
Keep current with industry trends and engage customers addressing their business challenges 
Develop & execute Industry Cloud sales plans & cycles. 
Understand your target account's business strategy and define an architecture and solution to support it with the capabilities of the Industry Cloud. 
Work with product management to translate key functionality and benefits into core business value messages

REQUIRED QUALIFICATIONS 
5+ years of experience selling to communications organizations or working at such organization 
Midmarket or Enterprise Software Sales experience (preferred) 

Proven ability in managing complex sales cycles from start to finish with a track record of consistent successful revenue attainment 
Ability to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment 
Excellent verbal, written, interpersonal and presentation skills 
Highly self-motivated and able to work with little direct supervision 
Proven consultative sales solution skills, including the ability to articulate a clear, concise return on investment value statement. 

Understanding of the impact of mobility and digital strategy. 
Experience managing the sales cycle from business champion to C-level executives

PREFERRED QUALIFICATIONS 
Knowledge of Salesforce products and platform features, capabilities, and best use 
Experience and knowledge of Salesforce Industries competitive landscape and technical
ecosystem 
Strong knowledge of business processes, applications and app development 
Domain expertise in CRM and related applications

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