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Job Category

Sales

Job Details

Salesforce is looking for an experienced, dynamic Senior Account Executive to manage some of its most Strategic Accounts in Growth Markets, Africa. This region is part of the Emerging Markets group and is seen as the growth engine for the EMEA business unit, in essence a dynamic start up within a larger organisation. Initially working remotely, the Senior Account Executive will be responsible for growing both a defined number of existing Enterprise accounts as well as building new revenue streams through targeted new logo aspirations. Experience of the region and knowledge of a defined vertical focus would be preferred but not essential.
This role is defined as a Core role within Salesforce, working together with other internal Cloud and Partner AEs to lead and take responsibility for the overall Account Management.
Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. We are the fastest growing of the top 10 enterprise software companies, the World’s Most Innovative Company according to Forbes, and one of Fortune’s 100 Best Companies to Work for seven years running. The growth, innovation, and Aloha spirit of Salesforce are driven by our incredible employees who thrive on delivering success for our customers while also finding time to give back through our 1/1/1 model, which leverages 1% of our time, equity, and product to improve communities around the world. Salesforce is a team sport, and we play to win. Join us!

Your mission:

- Assigned to Medium/ Large sized, complex, highly visible, Commercial Accounts primarily located in the Africa Growth Markets (excluding South Africa) - Manages the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales, while expanding existing accounts.
- Engages with prospect organisations to position Salesforce solutions through strategic value based selling, business case definition, ROI analysis, references and analyst data.
- Successfully interacts at the C-level.
- Strategically navigates organization.
- Drives significant coordination amongst groups such as Sales Engineers, Professional Services, Executives, Partners etc. to drive account strategy.
- Creates and drives strategic emphasis where none previously existed.
- Accurately forecasts and achieves revenue goals.

Required experience:

- Quota carrying Software or Technology sales and Account Management experience selling to Enterprise organisations across the EMEA region, with preference for the African market.
- Must have demonstrable experience selling Business Applications to Medium and Large organisations in their current role. - Proven leadership credentials to lead and manage an extensive virtual team, in support of overall Account vision, strategy and goals. - Focussed, vertical (industry specific) experience is an advantage as is knowledge of the Salesforce ecosystem.
- Demonstrable track record of success, achieving/exceeding quota in recent sales positions. A minimum of 5 years selling into Medium - Large accounts and no more than four career moves in the last 10 years.
- Preference given towards recent and successful experience in the software industry (Cloud experience would be a plus)
- Evidence of relationship building skills with an ability to grow and nurture relationships.
- Exhibits characteristics of self-starting, risk taking, and a drive to succeed.
- Must be proficient in both oral and written communication skills.
- Ability to map out and strategically define account plans for top tier accounts managed.
- Ability to sell both an application and deployment of a platform.
- Excellent at leveraging C-level and LOB relationships.
- Effectively optimizes internal and external networks.
- Collaborates cross functionally internally to actualize deal strategy.
- Ability to negotiate complex deals.

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