Description
PubSec AE
The Prime Named AE for Public Sector will be responsible for driving the sales journey, leading a group of product specialists and other teams to help drive complex, strategic transactions. Our flagship innovation harnesses the power of real-time data to enable governments to create awe-inspiring citizen interactions at scale.
• Leverage your extensive public sector experience to navigate and manage complex sales cycles within government and public sector organizations, ensuring compliance with regulatory requirements and procurement processes.
• Develop and execute strategies specifically tailored to the unique needs and challenges of public sector clients, including government agencies, educational institutions, and non-profit organizations.
• Build and maintain strong relationships with key stakeholders in the public sector, understanding their goals and how Salesforce solutions can help achieve them.
• Set and execute an aggressive customer acquisition strategy to generate strong annual growth in revenue and bookings.
• Set proper expectations, and forecast your business accurately.
• Manage overall sales process, setting appropriate metrics for sales funnel management.
• Hold yourself and the account team accountable to quota attainment. Meet and exceed pipeline generation and sales goals.
• Establish trusted relationships with key corporate teams including industry marketing, product development, field and industry marketing, strategic operations, product management, and recruiting.
• Implement an effective operating model, and ensure internal processes are followed. Drive adoption and utilization of our sales methodology and our sales and marketing systems and tools.
• Align and coordinate product, customer success, and services teams to deliver incredible success for our customers.
• Keep abreast of competition, competitive issues, and products.
Who you are...
• 10+ years of experience as an Account Executive / Sales manager and leadership experience.
• Demonstrated extensive experience working with public sector clients, understanding their unique needs and challenges, and successfully navigating government procurement processes.
• Consistent overachievement of quota and revenue goals.
• Proven track record of building satisfied, loyal, and referenceable customers.
• Proven success working within a highly matrixed organization.
• Experience leading comprehensive pipeline generation strategy and execution.
• Strong operational and analytical abilities.
• Sales experience and revenue achievement selling complex software offerings primarily at the C-level.
• Strong track record of recruiting, developing, and retaining a high-performing sales organization.
• Ability to develop and implement strategies that address the specific requirements and constraints of public sector entities.
What's in it for you:
• World-Class Training & Development in the areas of professional growth and product knowledge.
• Constant learning and knowledge with some of the best complex selling professionals in the industry.
• Environment for an entrepreneurial-minded person with a lot of energy, ideas, and courage for their implementation.
• Freedom to design your own go-to-market strategy.
• Working with a professional team (marketing, sales program, solution engineering, business development).
• Regular customer meetings face to face in-country.
• Chance to work in a dynamic, fun, and challenging environment where we will make sure you reach your full potential
PubSec Solutions Mgr
As a Director, Solution Engineering you will work closely with the Sales Leaders and the Sales team to drive growth, and take a strategic view to get us to the next stage of our journey.
The successful candidate will be a key member of the Leadership Team. You will have a breadth and depth of experience managing teams, to drive transformational change and build engagement at CXO level.
You will have exceptional leadership, communication, strategic, analytical, and consulting skills. Additionally, you will have a track record of success in the following areas:
- Internal and external stakeholder management
- C level relationships and the ability to translate these into revenue
- Transformational thinker and leader… taking the business to the next level through disruptive thinking and innovation
- People and organisational leadership
Responsibilities:
- Manage and grow the Solution engineering team for Public Sector, ensuring we continue to hire and retain top talent in the market
- Partner with Sales leadership to support enterprise deals, as well as sign new logos.
- Focus on innovation- ensure the team is constantly innovating in their approach to solution selling
- Build and nurture C-level relationships across key accounts to solidify our partnership and commitment to the customer
- Drive deep Customer Engagement through influencing the customers broader IT strategy
- Work closely with the Sales organization to develop and execute growth plans to drive our strategic vision for Public Sector.
- Hire world class talent and manage performance to ensure career growth opportunities and effective succession planning
- Embody Salesforce values and provide exemplary leadership
Experience/Skills Required:
- Strong knowledge and experience in pre-sales or Solutions for Public Sector
- Passion for technology and innovation, and a proven “forward thinker”
- Sales orientated, broad-based pre-sales, sales leadership or consulting experience with a track record of growing a foot print in a region
- Deep relationships with C-level executives at Leading companies, and track record of selling solutions at the C-level
- Demonstrated success in building a pre-sales, sales or consulting organization with a will to win and continuous improvement
- Track record of consistently delivering revenue numbers, producing accurate forecasts, while maintaining a focus on team development and growth
- Ability to evaluate and develop the existing teams and reshape it as necessary while mentoring and inspiring the team
- Strong understanding of Cloud Computing and the business benefit
- Excellent communication and presentation skills
- Ability to quickly grasp and distinctly explain technological and business concepts
- Strong understanding of business processes and their implementation into enterprise applications