Account Executive - Outsource Service Providers

Job Category: Sales

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The Team - Outsourced Service Provider (OSP)

The Outsourced Service Provider (OSP) Program is a pivotal initiative aimed at leveraging the Salesforce platform to empower OSP Customers in delivering outsourced services at scale. This program's success hinges on strong relationships, technical expertise, and the ability to communicate the transformative potential of Salesforce's platform in an outsourced services model.

The OSP Program will extend Salesforce's ecosystem by enabling OSP Customers to build, deploy, and manage business processes or operational capabilities as a service on the Salesforce platform. These OSP Customers use Salesforce to offer scalable, technology-driven solutions, effectively becoming extensions of their clients' teams.

The Role

The Account Executive - OSP is responsible for a defined territory comprised of current OSP customers, prospective OSP targets, within a focused Industry/Sector, and has responsibility for our ASEAN market. This is a quota-carrying role accountable for consistently achieving year-on-year growth targets through the closure of net-new, incremental growth revenue opportunities.

Key Impacts:

• Work with existing and new OSPs to build and scale OSP-specific solutions with a focus on industry requirements & market penetration
• Drive collaboration across core sales, marketing, enablement, alliances, partners, and OSP customers
• Represent and evangelize OSP within Salesforce as well as with the AD's territory-defined global partners & strategic customers
• Lead with an innovator's attitude and embody the Salesforce culture and values of Trust, Customer Success, Innovation & Equality, and Sustainability
• Achieve an agreed-upon target for annual growth in revenue and bookings
• Initiate, grow and maintain key strategic internal & external relationships

Responsibilities:

• Providing detailed and accurate sales forecasts
• A strong focus on identifying and handling new business opportunities to grow the territory
• Daily execution developing new accounts, expanding existing ones and fostering growth through marketing initiatives internally and externally
• Engaging functionally across the business (Marketing, Sales Strategy, Finance, Employee Success, Recruiting) to build trust and alignment
• Drive continuous improvement to the OSP channel and GTM strategy by building a solution and customer feedback loop, sharing customer win/loss analysis and success stories with & across the OSP team and with supporting functions
• Build strong customer success stories and credentials, working closely with our OSP business development function and the wider ecosystem
• Work within a strong operational framework for all activities, accurately reporting and managing targets, taking ownership for delivering against commitments
• Maintain strategic customer relationships, partnering with OSP Customer and End-Client AEs to build and deliver the customer engagement strategy and plan

Requirements:

• Experience selling Salesforce solutions & deep understanding of the Salesforce ecosystem
• Software and/or applications sales experience (ideally in a CRM, ERP and/or B2B software company), selling primarily to the CxO level
• Strategic commercial & enterprise sales experience and revenue achievement selling multiple enterprise software offerings, while building satisfied & loyal customers
• Proven success working within a highly matrixed organization and establishing strong relationships across all functions to achieve results
• Strong operational and analytical skills
• Ability to work in (virtual) teams working together to solve problems with colleagues, partners and customers
• Willing and able to travel occasionally 25-50%

Preferred but not essential:

• Salesforce Certifications
• Experience selling cloud-based enterprise applications is strongly preferred
• Consultative sales skills and ability to construct and articulate strong business case and ROI, strategic account planning and execution skills
• Knowledge of BPO, BPaaS, MSP in a Professional Services or Commercial Sales capacity

Why Join Us?

Join this first in region role and be part of the continued success of our OSP customers. With substantial growth & opportunity, this role will allow you to own & implement the local strategy, partner closely with our ANZ/ASEAN leadership team to shape our GTM.

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We provide other world-leading benefits to all our employees, including:

• Health, Life, Trauma and Income Insurance
• Monthly Wellness Allowance
• Flexible Time Off & Leave Policies
• Parental Benefits

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