Senior Account Executive - Platform (Cloud Sales)

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Job Description

Senior Account Executive - Platform (Cloud Sales)
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Job Details

Salesforce, the Intelligent 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 Company five 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.

Department Description:
Salesforce Platform is the core of our Customer Success Platform ecosystem, which not only powers Salesforce products, but also allows your own custom application development. Whether you're plugging in powerful and expansive third-party apps from the Salesforce AppExchange, or doing your own app development, it's not hard to see why we are the world's #1 enterprise cloud platform. Next to fast App development our customers use the Salesforce Platform to deploy Communities, IoT Business Applications and Identity & Security Solutions.

Role Description:
The Senior Enterprise Account Executive, Platform Sales will formulate and execute a Platform sales strategy within an assigned region, drive revenue growth by driving demand in the current customer base, and develop new customers in the enterprise space. You will work in partnership with the existing Core Account Executives in the regions, and will carry quota for the Platform product sales in their region. Effective partnering with Enterprise Sales AE's is critical to the position.

Key to this role is your ability to articulate value, inspire and sell the Connected Customer Company future in a Cloud Computing world. As a trusted advisor and coach, you are the person with the expertise in Enterprise, Business and Technology Architecture that can match customer needs to the capabilities of the Salesforce Platform including, Heroku, Salesforce IoT and Communities. You will articulate the business value of the solution through executive level time to value, ROI and TCO presentations.

Your Impact:
- Develop & execute App Cloud / Platform sales plans & cycles
- Understand a company's business strategy and define an architecture and solution to support that strategy with the capabilities of the Salesforce Platform.
- Discover, qualify, strategize, solution, negotiate & close
- Generate business within Enterprise Accounts (both installed base and new customers).
- Must be able to forecast sales activity and revenue achievement while creating satisfied customers that can be referenced in future sales cycles
- Work within an account team matrix, leading decision makers & influencers towards identifying their Customer Company vision by evangelizing the capabilities of salesforce in the areas of: platform, mobile & collaboration
- Work with product management to distill key functionality and benefits into core business value messages

Basic Requirements:

- Minimum 5 years of solution selling in cloud, software or consulting.
- Demonstrated ability to sell large scale and complex systems to Enterprise key accounts.
- Expertise and experience dealing with large, complicated, political accounts at the most senior IT and business levels
- Executive-level communication and interpersonal skills
- Ability to prioritize, multi-task, and perform effectively under pressure
- Working knowledge of the software development process and of software design methodologies
- Proven ability to work well as part of an extended sales team
- Ideally a background in technology and platform solutions such as application development, database, business intelligence
- Experience developing and presenting business value, time to money, ROI, TCO

Preferred Requirements:

- Expertise in IT, Enterprise Architecture, Business Architecture, Technical Architecture
- Experience with project portfolio planning and prioritization
- Familiarity with the database, application, mobile and collaboration technologies used in Cloud Computing (e.g. knowledge of database concepts and SQL, multi-tenancy)

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Dice Id : DI19757
Position Id : JR14769