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Strategic Account Executive - Communications and Media

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Job Details

Within the Salesforce Industries Media sales team we work with telecom and media service providers, to
help them transition from legacy (on premise) to agile cloud solutions, replacing their Front End (BSS)
We are looking for highly talented and passionate professionals that have been working in the industry
for 10+ years and who can effectively drive understanding of why Industry Cloud solutions are
differentiated from and superior to other technology approaches. The future of software is cloud
Domain expertise

The Account Executive should possess deep telecom and/or media industry knowledge in combination
with exceptional customer management experience at the C-level. An existing working relationship with
the largest operators in the German Media Market would be a prerequisite. 
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. 
The Account Executive, Media will formulate and execute an Industry Cloud sales strategy within
Germany, drive revenue growth by driving demand in the current customer base and develop new
customers in the enterprise space. The mindset should be one of a hunter profile.
Effective partnering with Accenture, Deloitte, IBM and other partners is critical to the role. Key to this role
is your ability to articulate value, inspire and sell the Industry Cloud future in a Cloud Computing world.


  • Refine sales messaging, prospecting, qualifying, and closing techniques
  • Create new opportunities from prospecting efforts and leveraging your network
  • Close business from new and established relationships
  • Manage complex sales cycles, utilizing internal and external resources as appropriate
  • Identify and grow sales opportunities within assigned territory
  • Be willing to travel as required
  • Keep current with industry trends and engage customers addressing their business challenges
  • Develop & execute Industry Cloud sales plans & cycles.
  • Understand your target accounts business strategy and define an architecture and solution to support it with the capabilities of the Industry Cloud.
  • Work with product management to translate key functionality and benefits into core business
  • value messages

Required Qualifications

  • Experience selling to communications & media organizations or working at such organization
  • Enterprise Software Sales experience (preferred)
  • Bachelors degree or equivalent experience
  • Proven ability in managing complex sales cycles from start to finish with a track record of
  • consistent successful revenue attainment 
  • Ability to maintain a high level of productivity, manage multiple competing priorities, and work
  • effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and
  • team-oriented environment
  • Excellent verbal, written, interpersonal and presentation skills
  • Highly self-motivated and able to work with little direct supervision
  • Proven consultative sales solution skills, including the ability to articulate a clear, concise return
  • on investment value statement.
  • Understanding of the impact of mobility and digital strategy.
  • Experience managing the sales cycle from business champion to C-level executives

Preferred Qualifications

Knowledge of Salesforce products and platform features, capabilities, and best use
Experience and knowledge of Salesforce Industries competitive landscape and technical
Strong knowledge of business processes, applications and app development
Domain expertise in CRM and related applications


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