Strategic Account Executive, Media and Telco - Salesforce Industries

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Job Category

Sales

Job Details

Within the Salesforce Industries, Media sales team we work with larger media service providers, to help them transition from legacy (on premise) to agile cloud solutions, replacing their font and mid-office systems.
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 computing. 
 
Domain expertise
The Account Executive should possess deep media industry knowledge in combination with exceptional customer management experience at the VP and C-level, being comfortable with selling solutions in the Advertising Sales, Subscriber Management, Media eCommerce domain.
An existing working relationship with the larger UK based companies like BBC, Relx, WPP would be a preferred. 
 
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 a selective group of accounts, 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.

RESPONSIBILITIES
 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 account's 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
 10+ years of experience selling to media organizations or working at such organization
 Enterprise Software Sales experience (preferred)
 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
ecosystem
 Strong knowledge of business processes, applications and app development
 Domain expertise in CRM and related applications

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