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Job Information

Salesforce.com, Inc Outsourcing Account Executive in Helena, Montana

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category

Sales

Job Details

PURPOSE AND OBJECTIVES

Salesforce is seeking to unlock the Outsourced Service Provider (“OSP”) market by expanding the scope of our relationships with Strategic Consulting and Strategic Integrator Partners to include outsourcing arrangements. Frequently referred to as BPOs, these companies frequently identify new and innovative market opportunities or use cases to fit unmet market needs or gaps. The OSP (BPO) model can be a successful strategy, and Salesforce is interested in capitalizing on the market demand to expand the use of our solutions beyond our standard and typical use cases.

Sitting within Sales, this new organization will be tasked with driving the development of the new OSP strategy, establishing the framework for this new sales motion, identifying the preliminary use cases to deploy (working in conjunction with OSPs), and establishing and negotiating the commercial terms to put these new solutions into the market.

EXPECTATIONS AND TASKS

The OSP AE, Outsourced Service Provider Account Executive, will be responsible for building an outsourcing business with both strategic and foundational outsourcers to drive outsourcing sales. The AEs responsibility will be to develop and drive the execution of outsourced arrangements, representing revenue opportunities that Salesforce otherwise would not have access to under our current direct and channels sales models. Additionally, this AE will seek to convey the differentiated value proposition of Salesforce relative to our competitors, in order to win outsourcing opportunities. Key to the position is effective collaboration with multiple cross-functional stakeholders, including OSP account team, marketing, legal, operations, and direct sales.

MAJOR RESPONSIBILITIES INCLUDE:

  • Unlock new TAM through OSPs to expand the use cases of the Salesforce platform via the outsourcing model. Outsourcers should deliver solutions that are:

  • 1) Accretive to what we can offer on our own

  • 2) Addresses a market gap that we don’t meet today

  • 3) Transparent in nature (we know their end clients) with clearly defined and ring-fenced offerings

  • Coordinate with OSP Account team including development of relevant solutions and commercial terms, as well as influence pricing, quoting, provisioning, support, and renewal processes.

  • The AE will carry a quota tied to a specific set of OSPs for the development and sale of new outsourced solutions. The AE may also be incented in other areas, such as the number of new OSP offerings developed and contracted within the defined set of OSPs.

  • Maintain pipeline and other key sales metrics for their outsourcers that communicate the effectiveness of identified programs and investments.

WORK EXPERIENCE

  • Strong executive selling and business development skills; proven ability to understand different partner GTM and Organizational models.

  • Understanding of the OSP / BPO landscape, including sales experience establishing and managing these types of relationships

  • Proven ability to build, lead and execute sales in a cross-functional environment

  • Executive presence to lead and manage senior relationships internally and within OSPs.

  • Strong tolerance for and experience dealing with ambiguity; this group will be building a channel from scratch, and deliver results

  • Demonstrated analytical, organizational, and project management skills, using relevant information to make timely and critical decisions that affect cross-functional teams

  • Demonstrable proof of producing measurable results of influenced revenue or channel sales through global strategic system integrators

  • Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization.

  • Experience in channel sales or channel management roles focused on Global Strategic Partners

YOUR IMPACT

The outsourcing account you will lead here at Salesforce will directly impact the growth of our overall organization. You will be masterful in client engagement and impact how your customers do business in an ever-changing environment. You will lead within the team to develop in their careers, and inspire our team to do the best work of their life.

For Colorado-based roles: Minimum annual salary of $83,250 . You may also be offered incentive compensation, bonus, and benefits. More details about our company benefits can be found at the following link: https://www.getsalesforcebenefits.com/ .

Accommodations

If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form. (http://cloud.mail.salesforce.com/accommodations-request-form)

Posting Statement

At Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at Salesforce and explore our benefits.

Salesforce.com and Salesforce.org are Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Salesforce.com and Salesforce.org do not accept unsolicited headhunter and agency resumes. Salesforce.com and Salesforce.org will not pay any third-party agency or company that does not have a signed agreement with Salesforce.com (http://salesfore.com/) or Salesforce.org .

Salesforce welcomes all.

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.

Founded in 1999, Salesforce is the global leader in Customer Relationship Management (CRM). Companies of every size and industry are using Salesforce to transform their businesses, across sales, service, marketing, commerce, and more by connecting with customers in a whole new way. We harness technologies that can revolutionize companies, careers, and, hopefully, our world.

Salesforce is built on a set of four core values: Trust, Customer Success, Innovation, and Equality. By making technology more accessible, we're helping create a future with greater opportunity and equality for all. This has taken our company to great heights, including being ranked by Fortune as one of the “Most Admired Companies in the World” and one of the “100 Best Companies to Work For” eleven years in a row, and named “Innovator of the Decade” and one of the “World’s Most Innovative Companies” eight years in a row by Forbes.

There are those who choose to work with the best and brightest. And then, there are those who want to do more than just a job. They are the ones improving lives, not only their careers. Having an impact now instead of later. Doing something that’s so much bigger than themselves, an industry, and their company.

We believe everyone can be a Trailblazer. Join Salesforce and discover a future of new opportunities.

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