Cloud AE - Sales Performance Management

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About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

The Sales Performance Management (SPM) product suite includes Sales Planning, Sales Programs, Maps and works in tandem with the newly acquired Spiff business. This role focuses exclusively on selling Salesforce’s industry leading SPM product suite. The SPM Account Executive will formulate and implement a scalable sales strategy driving growth by penetrating the current customer base.

This is an exciting opportunity to be a Trailblazer in our Emerging Business Organisation and pave your path to success in a large addressable market. You will advise customers on the SPM suite to evangelise solutions that will help them reach their business goals and blaze new trails within their organisations. This is accomplished by participating and leading client meetings or engaging other corporate resources as required. As part of our emerging business organisation, you will contribute to our business growth in a fast paced, collaborative and fun atmosphere, as a valued member of our Ohana.

Day to Day:

• Develop key customer stakeholder relationships and drive customer satisfaction at assigned accounts

• Accurately forecasting sales activity and revenue while creating satisfied and reference-able customers are key responsibilities within this position.

• Develop and drive the overall long-term strategy for the account, aligned to customer business objectives

• Coordinate internal Salesforce resources to meet customer business needs

• Perform account planning at assigned accounts, coordinating with Prime and Cloud sales resources to ensure strategic alignment

• Share Salesforce value proposition for existing and/or new customers

• Drive growth within an existing assigned account

Your Responsibilities:

• Manage a full-lifecycle sales process, prospecting customers via phone, email, referrals, LinkedIn, Salesforce relationships, partners, etc.

• Identify appropriate business contacts, qualify and drive leads through the sales pipeline

• Engage in technical discussions with potential clients through product demonstrations and presentations with Director, VP, and C-level prospects

• Account planning & developing compelling points of view to challenge status quo

• Manage accounts and contacts within Salesforce.com through the entire sales lifecycle

• Respond to customer inquiries and requests

• Establish and maintain long-term relationships to enhance future revenue opportunities

• Ability to match our sales process with customer buying processes

Desired Skills:

• Extensive experience in technology based sales within an enterprise patch

• B2B experience in the Software / SaaS environment preferred

• Proven track record of consistently delivering at and above quota

• Knowledge and experience working with Salesforce

• Excellent oral and written communications skills

• Ability to work in a fast paced, team environment

• Ability to multi-task, take initiative, prioritise, and manage time effectively

At Salesforce we encourage applications from Aboriginal and Torres Strait Islander peoples. Salesforce Australia is committed to walking together with the Traditional Custodians of this land, Australia’s First Nations peoples, as we forge a path to reconciliation. Please see our Reconciliation Action Plan for more information.

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