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Success Manager Group
The Customer Success Group (CSG) Regional Sales Director (RSD) for Professional Services is a proven, passionate, strategic sales leader . The RSD has proven track record of success in an Individual Contributor role selling service solutions and a demonstrated ability to perform in a player-coach role. The qualified RSD must accel at: 1) navigating and successfully aligning cross-functional Salesforce teams around strategic, multi-cloud opportunities; 2) inspiring, leading, and serving as a multiplier for a small team of individual contributors; 3) owning a business and exceeding both an individual quota and team quota. The successful candidate must be: 1) a strategic thinker and communicator with demonstrable storytelling capabilities; 2) resourceful and creative when developing deal structures, working across multiple large deals simultaneously; 3) expert at the "how", including the process of developing and closing opportunities, building compelling solutions supporting the opportunities, or nurturing the relationships to grow their business; and 4) a true leader capable of both inspiring and consistently coaching immediate reports and the extended team towards excellence
The primary measurement of success for this role will be:.
Show a path to and exceed books of $10-30M of Professional Services per year
Identify and close several $3-5M+ opportunities per year
Manage a team of 3-4 Individual Contributor Account Partners (APs) helping them to exceed their individual goals of approximately $7M each
Deliver against a personal quota of $2-4M by either owning a customer relationship, or working with the team of APs to "cover" the quota by helping them to exceed their number
Lead your team of 3-4 Account Partners and Associate Account Partners to:
Achieve CSG Professional Services growth and booking's targets, and ensure organizational health and customer satisfaction goals as a regional leader
Develop an industry Point-of-View and offerings which can be promoted by the scale team and viewed as compelling industry thought leadership by Salesforce, its customers, and partners
Utilize industry expertise and business acumen to understand a customer's motivation, business drivers, strategic goals and objectives, and desired business outcomes
Engage customers, especially C-Level , using a consultative selling approach that positions Salesforce and yourself as a long-term trusted advisor relationship
Create a compelling vision and clearly communicate our transformative solutions with the goal of generating significant success and business value from a customer's investment in the Salesforce Platform
Develop and manage a business plan for your team and prepare quarterly business review content as part of the larger regional business plan. Guide APs and AAPs through building their territory plan and a personalized account plan for each customer, which aligns with the collective business goals.
Forecast accurately and timely, build a pipeline and progress opportunities to deliver Success Cloud YOY revenue growth
Form a strong relationships with the License Sales leadership, the broader license organization
Develop regional Alliances/Partner organizations that are instrumental to success
Clearly and accurately communicate to your team and leadership a path to achieve the individual and team quota on a weekly, monthly, quarterly and yearly basis
Be a recognized role model for collaboration, leadership and overall business results
Create a team V2MOM with clear and compelling Equality and Inclusion Methods and Metrics; Work with team to develop the individual V2MOMs and review quarterly; work with team members to develop an individual development plan
10+ years of consultative sales experience with a proven record of consistently exceeding quota
Of which, 5+ years experience selling for a strategic consulting firm, cloud software services team (e.g. Oracle or Workday), or large scale system integrator
Demonstrated ability to develop and maintain C-level relationships where you are recognized as a trusted advisor
Experience growing accounts with large and complex pursuits ($3-5M+)
Highly collaborative and excels in a complex, matrixed environment
Team player with strong interpersonal skills
Ability to thrive in a fast-paced, unpredictable environment
BA/BS or equivalent
Delivering professional services at strategic consulting firm or systems integrator, especially a Salesforce Partner
Intimate knowledge of the inner-workings of Salesforce including successfully having worked at Salesforce in similar role either earlier in career or currently in different part of the organization (e.g. license Regional Sales Director or above)
Working in a specific industry prior to Salesforce including RCG, MFG, Health & Life Sciences, Financial Services, Communications/Media/Technology
MBA or other relevant advanced degree is a plus
Salesforce Product Certifications
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