Job Category: Sales
Job Details: Within the Salesforce Industries, Energy & Utilities team we work with large and medium sized Energy and Utility Companies, to help them transition from legacy to agile SaaS/Cloud business solutions, replacing their front and mid-office systems.
We are looking for highly talented and passionate professionals that have been working in the industry for 10+ years and who can effectively drive understanding of why Industry Cloud solutions are differentiated from and superior to other technology approaches.
The future of software is cloud computing.
Domain Expertise The Account Executive should possess deep Energy and Utility industry knowledge in combination with exceptional customer management experience at the VP and C-level, being comfortable with selling solutions in the Energy industry.
An existing working relationship with the larger Energy and Utility Companies would be preferred.
Working closely with the entire account team to drive the customer relationship and alignment at all levels in order to execute the overall account strategy is key to your success.
The Account Executive, Energy and Utilities will formulate and execute an Industry Cloud sales strategy within a selective group of accounts, drive revenue growth by driving demand in the current customer base and develop new customers in the enterprise space.
The mindset should be one of a hunter profile.
Effective partnering with other Salesforce sales teams as well as GSIs (Accenture, Deloitte, IBM etc.)
and other partners and ISVs is critical to the role.
Key to this role is your ability to articulate value, inspire and sell the Industry Cloud future in a Cloud Computing world.
Responsibilities Refine sales messaging, prospecting, qualifying, and closing techniques Create new opportunities from prospecting efforts and leveraging your network Close business from new and established relationships Manage complex sales cycles, utilizing internal and external resources as appropriate Identify and grow sales opportunities within assigned territory Be willing to travel as required Keep current with industry trends and engage customers addressing their business challenges Develop and execute Industry Cloud sales plans and cycles Understand your target accounts business strategy and define an architecture and solution to support it with the capabilities of the Industry Cloud Work with product management to translate key functionality and benefits into core business value messages Required Qualifications 5+ years of experience selling to Energy and Utility organizations or working at such an organization in the past Enterprise Software Sales experience (preferred) Proven ability in managing complex sales cycles from start to finish with a track record of consistent successful revenue attainment Ability to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment Excellent verbal, written, interpersonal and presentation skills Highly self-motivated and able to work with little direct supervision Proven consultative sales solution skills, including the ability to articulate a clear, concise return on investment value statement Understanding of the impact of mobility and digital strategy Experience managing the sales cycle from business champion to C-level executives Fluency in Spanish and English Preferred Qualifications Experience and knowledge of Salesforce Industries competitive landscape and technical ecosystem Knowledge of Salesforce or competitive SaaS products and platform features, capabilities, and best use Accommodations Posting Statement At Salesforce we believe that the business of business is to improve the state of our world.
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