Territory Account Executive, Growth Business Unit, Nonprofit
About the position As a Territory Account Executive in the Growth Business Unit focused on the nonprofit sector, you will play a pivotal role in driving sales and fostering relationships with new clients. This position is designed for a dynamic individual who thrives in a fast-paced environment and is passionate about leveraging technology to create positive change in the nonprofit sector. You will be the primary point of contact for your customers, responsible for selling the entire Customer 360 Platform across a designated territory that consists of 100% white space accounts. Your mission will be to creatively penetrate these accounts, introducing them to Salesforce's innovative solutions and helping them navigate their digital transformation journey. In this role, you will employ a hunter mentality, actively seeking out new business opportunities and connecting them with value-adding solutions. You will engage with various lines of business within your assigned territory, mapping out account strategies that align Salesforce's resources with the specific needs of your prospects. After successfully closing initial deals, you will continue to nurture these accounts, focusing on cross-selling and upselling opportunities throughout the fiscal year. Your approach will be rooted in collaborative selling techniques, working closely with internal resources to drive additional value and expertise for your clients. Your success will be measured by your ability to generate a robust sales pipeline that leads to closed revenue and quota attainment. You will need to build credibility and trust with your prospects, influencing their buying decisions by demonstrating a deep understanding of their business operations and the priorities that drive decisions at the C-level. By uncovering their business challenges and matching them with Salesforce's solutions, you will create demand and drive meaningful change in the nonprofit sector.
Responsibilities
- Serve as the main point of contact for customers as a Core Account Executive.
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- Sell the entire Customer 360 Platform across a prospect account set consisting of 100% white space.
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- Prospect into every line of business within the assigned territory.
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- Utilize a hunter mentality to uncover new opportunities and connect them with value-adding solutions.
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- Help prospects craft their digital transformation strategies.
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- Map account strategies, aligning resources to meet the prospect's needs.
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- Cross-sell and up-sell on accounts for the remainder of the fiscal year after initial deals are closed.
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- Employ collaborative selling techniques and partner with internal resources to drive additional value.
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- Generate pipeline that leads to closed revenue and quota attainment.
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- Sell based on value and return on investment rather than just technical functionality.
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- Build credibility and trust while influencing buying decisions.
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- Create demand by uncovering business problems and matching them to Salesforce solutions.
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- Understand the operational priorities that drive decisions from the C-level.
Requirements
- Degree or equivalent relevant experience required.
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- 3+ years of full cycle SaaS sales experience preferred.
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- Strong business development skills with experience in prospecting and bringing in new business.
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- Experience selling to the C-suite is essential.
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- Ability to build and deliver presentations to customers effectively.
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- Capability to orchestrate multiple internal resources and extended team members, including solutions engineers and product specialists.
Nice-to-haves
- Experience in the nonprofit sector is a plus.
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- Familiarity with Salesforce products and services.
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- Previous experience in a fast-paced sales environment.
Benefits
- World-class enablement and on-demand training through Trailhead.
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- Exposure to executive thought leaders passionate about living company values.
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- Clear path to promotion with accelerated leadership development programs.
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- Weekly 1:1 coaching with leadership.
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- Fast Ramp mentorship program.
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- Week-long product bootcamp.
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