Named Account Executive, Federal Civilian

an Account Executive: Capital Hill

Day to Day

• Our Prime Named Enterprise Account Executives engage with existing customers and new leads to sell the entire Salesforce portfolio. They build positive, trusted relationships with both key team members and c-suite decision makers within their patch, and become naturals at helping customers realize value from their Salesforce investments. You will drive the analytics discussion and identify use cases within your accounts.

• You will use your skills to develop opportunities, through both warm leads and whitespace prospecting.

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

• Assist with the development and execution of overall long-term strategy for the account, aligned to customer business objectives

• Coordinate internal resources including product support, customer success, and sales engineering to meet customer business needs

• Assist with account planning at assigned accounts, coordinating with other sales resources (Salesforce Core AE's, Prime AE's, Cloud AE's, etc.) to ensure strategic alignment

• Manage complex sales-cycles and present to C-level executives the value proposition of Salesforce platform

• Define and complete territory / account sales plans for assigned territory and then meet and exceed sales goals (quotas) through prospecting, qualifying, managing and closing sales opportunities.

• Develop and manage sales pipeline, prospect and assess sales and move a large number of transactions simultaneously through the sales pipeline.

Required Experience

• 7-10+ years of quota carrying software or technology sales and account management experience; ideally focused on selling to Federal Civilian agencies.

• Work well within a team of various partners within a matrixed environment (client directors, solution engineers, executives, etc.)

• Results-oriented individual with a strong focus on execution, urgency, and commitment to Salesforce's mission. Passionate about insights-driven decision-making and skilled in applying mission objectives and value selling within the account/territory.

• A mix of business curiosity combined with a technical ability to truly address customer data challenges and earn trust

• Solution selling mentality: develop a plan and solution, articulate value, and navigate complexities of our customers to drive revenue

• Education: Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)

Preferred Experience

• Experience selling in the software industry or technical sales experience (ex: Server, Cloud and SaaS)

• Experience with analytics, data, databases, predictive modeling, or business intelligence preferred.

• Must have experience in transformational mission-selling, account leadership in analytics, and a strong interest in applying federal AI priorities and setting vision for the assigned territory.

Accommodations

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