Job Category: Customer Success Group
Job Details: The CSG Professional Services Associate Account Partner (AAP) is a consultative and strategic sales professional. The AAP will sell the full portfolio of CSG Professional Service's offerings to new and existing customers, mainly in Communications, Energy & Utilities industries. The AAP is responsible for earning the right to be an advisor to the customer, with the primary goal of helping customers quickly generate significant business value from their Salesforce investment. The AAP must be a strategic problem solver with strong commercial skills and have the ability to craft visions and services propositions that drive customer value through clearly defined outcomes.
This team member will be expected to understand and lead our customers throughout their Customer 360 lifecycle, partnered with our colleagues in license sales and Customer Success. The primary measurement of success for this role will be annual sales bookings (aka closed business) and bid margin aligned with agreed goals, targets, and quotas.
Responsibilities:
Account planning including the formulation of a clearly defined roadmap or the precursor activities to define such a roadmap.Pipeline generation through self-origination and collaborating across Salesforce with License Sales, Delivery, and Customer Success to develop trusted Professional Services propositions for customers and prospects.Use industry expertise and business acumen to understand a customer's motivation, business drivers/challenges, strategic goals and objectives, and desired business outcomes.Engage and present to customers, especially at C-Level, using a consultative selling approach that positions Salesforce and yourself as a long-term trusted advisor.Create a compelling vision and clearly communicate our groundbreaking solutions with the goal of generating significant success and business value from a customer's investment in the Salesforce Platform.Develop and run a territory plan and a tailored account plan for each customer that aligns with their business goals, priorities, and timeframes.Forecast accurately and timely, build a pipeline, and progress opportunities to deliver Success Cloud YOY revenue growth.Develop mutually agreed and aligned close plans and drive the execution of these plans to realize closed bookings aligned (or in excess) of assigned sales goals/quotas.Be a recognized role model for collaboration, understanding, and overall business results.As an Associate Account Partner, you: Have a professional sales background or blended consultative sales and project delivery background.Have experience working with a customer through a visioning process, assessing business value outcomes, and developing plans to support the realization of that value through a structured program.Present business value-led pitches and effectively negotiate terms aligned with margin targets.Can exercise empowered judgment in methods, techniques, and evaluation criteria for obtaining results aligned with goals of the company and within associated guidance.Recognize the importance of timing to close deals and are able to balance driving the closing cycle while being sensitive to the customer's needs while fundamentally building trust in the relationship.Preferred Qualifications & Skills:
Extensive years of consultative sales experience with a proven record of consistently meeting (or exceeding) quota.Experience selling and/or delivering professional services in a context similar to Salesforce or a GSI type environment.Industry experience selling services, products, and/or solutions in the Communications, Media & Technology or Energy & Utilities industries.Demonstrated ability to develop and maintain executive (including C-level) relationships where you are recognized as a trusted advisor.Experience growing accounts with large and complex pursuits ($M+).Highly collaborative, excels in a matrix organizational model (aligning with other business functions).Committed team player with strong interpersonal skills who shares and supports colleagues.Ability to thrive in a fast-paced, sometimes unpredictable environment.Qualities:
PASSION: Passionate about Customer Success and driving business value through our platform.BEGINNER'S MIND: Always learning, approaches each interaction with an open mind, great listener, and hands-on.PRESENCE: Strong point of view and executive presence. Assured, but not arrogant, great storyteller.URGENCY: Ability to move fast and drive business value and results for customers and Salesforce.TRUST: Build trust through predictability of actions and a genuine interest and accountability for the customer's outcome.ADAPTABLE: Excels in high levels of uncertainty and change.About Salesforce: Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers.
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