Associate Account Partner - Professional Services Sales
Melbourne, Australia
5d ago

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Job Category

Customer Success Group

Job Details

The Associate Account Partner (AP) is the sales executive involved in supporting the selling motion for the full portfolio of Salesforce Professional Services offerings.

You are responsible for earning the right to be a trusted advisor and support resource to the Account Partner, as well as the customer at times, with the primary goal of helping them achieve success in their business goals.

You will be expected to proactively prepare the key activities in support of the Account Partner for the client selling motion, including : industry references and use cases, relationship management with core sales and the product team personnel, client research, and presentation / proposal activities.

The primary measurement for this selling role will be YOY growth in overall services bookings.

Responsibilities :

  • Support the Account Partner to ensure Professional Services bookings and revenue targets are exceeded.
  • Collaborate with the Account Partner and Customers to develop client specific solutions, by utilising industry expertise and business acumen to understand customer's motivation, business drivers, strategic goals / objectives, and desired outcomes.
  • Engage SF resources in product, sales support, discovery, and other areas to assist the Account Partner in building a territory plan by client.
  • Lead and execute on professional services opportunities both in collaboration with Account Partners and also stand alone within your allocated accounts
  • Support the Account Partner in providing key data points (and associated research) to help build a compelling customer vision and clearly communicate our transformative solutions with the goal of maximising the customer's success on the SF Platform.
  • Build and maintain relationships within key SF team members (Product, Sales, Sales Ops, etc.) and Partners that will contribute to the development of solutions that are proposed to clients
  • Assist the Account Partner in the development and management of a territory plan, as well as a personalised account plan for each customer that aligns with their business goals.
  • Lead in the Sales Cadence process to ensure that regular sales forecasts are accurate / timely, and that pipeline coverage is sufficient for 3 quarters out.
  • Be recognised as the professional services leader who partners across Salesforce to achieve customer success. Closely partner and help enable the license sales team as well as business partners where relevant.
  • Minimum Qualifications :

  • 5+ years of consultative sales experience with a proven record of consistently exceeding quota.
  • Of which, 1-2+ years experience selling and / or delivering professional services
  • BA / BS or equivalent; MBA is a plus.
  • Demonstrated ability to develop and maintain C-suite relationships where you are recognised as a trusted advisor.
  • Experience growing accounts with large and complex pursuits ($M+).
  • Highly collaborative and excels in complex, matrixed environment.
  • Team player with strong interpersonal skills.
  • Ability to thrive in a fast-paced, unpredictable environment.
  • Accommodations - If you require assistance due to a disability applying for open positions please submit a request via this

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