Key Account Director

Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. The company was founded on three disruptive ideas—a new technology model in cloud computing, a pay-as-you-go business model and a new integrated corporate philanthropy model. These founding principles have taken our company to great heights, including being named one of Forbes World’s Most Innovative Companies six years in a row and one of Fortune 100 Best Companies to Work For eight years in a row. We are the fastest growing of the top 10 enterprise software companies, and this level of growth equals incredible opportunities to grow a career at Salesforce. Together, with our whole Ohana (Hawaiian for "family") made up of our employees, customers, partners and communities, we are working to improve the state of the world.

 

The Key Account Director at Salesforce serves as a critical interface to our most valued existing and targeted growth customer segment. This role offers an incredible career expansion path and senior opportunity with one of the most innovative and highly respected companies on the planet. In the role of Key Account Director you will have leadership mastery in the areas of;

 

Motivate and Champion

You will be an exceptional orchestrator and communicator within Salesforce and for our Customers where you effectively lead and collaborate with talented professionals across Pre-Sales, Technical Architecture, Sales Engineering, Specialist Cloud Sales, Post-Sales Success and Services, plus multiple cross-company stakeholders and partnerships. Your ability to be an influential and inspirational communicator is key.

 

Get the Job Done

Your role is to unlock the full potential of Salesforce’s unique advantages and multi-cloud capabilities to transform our Customer’s business so that they can be successful in empowering their own employees and partners with the capabilities to delight and service their customers. Your ability to think creatively and to be recognized as an advisory and innovation partner whilst developing sustainable relationships at the most Senior levels of the Customer organization are key. You will be able to balance shorter term tactical achievements against a solid strategic plan, with the flexibility to pivot and adapt.

 

Win As A Team

You will have a proven track record winning as a team, where you seek and embrace different points of view and experiences to unlock the collective potential of the Ohana. You will be a motivational leader who encourages others to follow you and who persists in periods of challenge and setback with the team by your side. You will leverage the full capabilities of our Salesforce Success Cloud to drive customer knowledge, cloud solution adoption and license utilisation, effective change management practices to mitigate the risk and actively manage any attrition threats to our business.

 

Sales Leadership

You will articulate how you have designed, built and lead a multi-year strategic key account plan for Customer success. Your ability to lead an extended virtual team on a weekly basis through effective structured governance, using methods and tools to effectively communicate and drive collaborative and coordinated actions with agreed accountabilities will be critical. You will build strong coalition and support from internal and external senior leadership across multiple business units to in order to focus and support your plan. You will demonstrate how you work closely with ISV and global services consulting and services integration partners to formulate joint pursuit and win plans in order to drive support for your strategies. You will develop and demonstrate ongoing industry specific and cross industry knowledge of business and regulatory forces, trends and disruptions that impact and shape your Customer’s business performance. You will have developed product solution, competitive knowledge and technical acumen in order to communicate and present your ideas in a manner that earns credibility and fosters ongoing joint business agenda development at the CIO and Senior Management levels in your Customer's organization.

 

Driving Results

You will demonstrate consistent focus and ability to drive business outcomes and results for our Customer and Salesforce through repeatable achievement of annual, quarterly and monthly revenue targets through disciplined pipeline generation, opportunity management and forecasting processes utlising best in class methods and tools. You will develop and design larger and longer term multi-cloud deals that present the opportunity to drive a larger long-term share of Customer spend, where we are constantly delivering thought provoking submissions that ensure we are exceptionally well placed to compete and win.

 

Profile and Experience

The Key Account Director is a highly experienced Sales professional with an outstanding track record demonstrating:

  • A growth mindset;
  • A consistent successful record of large and complex account management with virtual teams;
  • A consistent level of overachievement of sales over multi-year periods;
  • Proven ability to develop and foster professional business relationships at Senior Leadership Team levels in customer organisations;
  • An exceptional communicator with the proven ability to present their ideas and content successfully at senior levels;
  • Demonstrated personal integrity, trust and proven professionalism;
  • Strong collaboration and leadership with team members;
  • Ability to travel overseas on a regular basis to create and facilitate inspirational Executive briefings on topics or themes aligned with our Customer’s strategy;
  • A leading evangelist in educating and inspiring our Customers to attend numerous Salesforce Marketing events during the course of the year including the major events such as World Tour and Dreamforce as well as developing your own customized and personalized target Marketing program as part of your Account Plan.

 

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