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Account Executive

Salesforce - Sydney, NSW

Source: uWorkin


Salesforce is looking for talented, hardworking individuals with great energy, leadership, and initiative to drive awareness for the fastest growing product at Salesforce, the Salesforce Platform. The Account Manager, App Cloud role focuses on the custom enterprise business application development and collaboration platform.

The Account Executive, Platform Cloud will formulate and execute an App Cloud sales strategy within an assigned region, drive revenue growth by driving demand in the current customer base, and develop new customers in the enterprise space. You will work in partnership with the existing Account owners in the regions and will carry quota for the Platform Cloud product sales in their region. Effective partnering with Enterprise Sales AE's is critical to the role.

Key to this role is your ability to articulate value, inspire and sell the Connected Customer Company future in a Cloud Computing world. As a trusted advisor and coach, you are the person with the expertise in Enterprise, Business and Technology Architecture that can match customer needs to the capabilities of the Salesforce Platform including Force.com, Heroku, Chatter, Communities, Site.com, and Identity. You will articulate the business value of the solution through executive-level time to value, ROI and TCO presentations.

In addition to the excellent sales skills the Enterprise Account Manager, Platform Cloud should possess application development, implementation or IT expertise in combination with exceptional customer management experience at the C-level. 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.


- Consistent over-achievement of sales goals.

- Develop & execute Platform sales plans & cycles.

- Understand a company's business strategy and define an architecture and solution to support that strategy with the capabilities of the Salesforce Platform.

- Discover, qualify, strategise, solution, negotiate & close.

- Generate business in new customers and within the installed base.

- Must be able to forecast sales activity and revenue achievement while creating satisfied customers that can be referenced in future sales cycles.

- Work within an account team matrix, leading decision makers & influencers towards identifying their Customer Company vision by evangelizing the capabilities of Salesforce in the areas of platform, mobile & collaboration (Force.com, Site.com, Database.com, Chatter, Communities & Heroku).

- Work with product management to distill key functionality and benefits into core business value messages.

Required Skills:

- Minimum 10 years of solution selling in software

- Extensive experience selling to large enterprise customers

- Domain expertise in App development

- Expertise in mobility and digital strategy

- Demonstrated ability to sell large-scale and complex systems to key accounts.

- Expertise and experience dealing with large, complicated, political accounts at the most senior IT and business levels

- Executive-level communication and interpersonal skills

- Ability to prioritize, multi-task, and perform effectively under pressure

- Working knowledge of the software development process and of software design methodologies (coding experience is not required, but is useful)

- Proven ability to work well as part of an extended sales team

- Extensive background in technology and platform solutions such as application development, database, business intelligence, integration, internet

- Experience developing and presenting business value, time to money, ROI, TCO

Desired Skills:

- Knowledge of Salesforce product and platform features, capabilities, and best use.

- Expertise in IT, Enterprise Architecture, Business Architecture, Technical Architecture.

- Experience and knowledge of Salesforce's competitive landscape and technical ecosystem.

- Experience with project portfolio planning and prioritization.

- Strong knowledge of business processes, applications and app development.

- Familiarity with the database, application, mobile and collaboration technologies used in Cloud Computing (e.g. knowledge of database concepts and SQL, multi-tenancy).

- Salesforce product certifications are a plus (Administrator, Advanced Administrator, Developer, Architect)