Descripción
The OSP (Outsource Service Providers) Strategic & Business Development Executive role will manage a defined territory comprised of current OSP customers, prospective OSP targets, within a focused Industry/Sector, and have responsibility for a geographic remit. This quota-carrying Account Executive will be accountable for consistently achieving year-on-year growth targets through the closure of net-new, accretive revenue opportunities. This role will report to the Director, EMEA OSP Sales.
Key Impacts:
- Work with existing and new OSPs to build and scale OSP-specific solutions with a focus on industry requirements & market penetration
- Drive flawless 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 ambitious target for annual growth in revenue and bookings
- Initiate, grow and maintain key strategic internal & external relationships
Core Responsibilities to include but not limited to:
- Providing detailed and accurate sales forecasts
- Identifying and handling new business opportunities to grow the territory on a monthly business
- 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
- Drives 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
- Builds 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
- Maintains strategic customer relationships, partnering with OSP Customer and End-Client AEs to build and deliver the customer engagement strategy and plan
Minimum Requirements:
- 10+ years in software and/or applications sales (ideally in a CRM, ERP and/or B2B software company), selling primarily to the CxOs level
- Strategic commercial & enterprise sales experience and revenue achievement selling multiple enterprise software offerings
- Strategic sales experience and revenue achievement selling multiple enterprise software offerings, while building satisfied and dedicated customers
- Proven success working within a highly matrixed organization and establishing positive relationships across all functions to achieve results
- Strong operational and analytical abilities
- Ability to work in (virtual) teams working together to solve problems with colleagues, partners and customers
- Willing and able to travel occasionally 50%
Preferred, but not required:
- Degree or equivalent relevant experience required. Experience will be evaluated based on the strengths for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)
- 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
