The OSP (Outsource Service Providers) Strategic & Business Development Executive role will manage a defined territory comprised of current OSP customers and prospective OSP targets within a focused Industry/Sector, having 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:
* Providing detailed and accurate sales forecasts.
* Identifying and handling new business opportunities to grow the territory on a monthly basis.
* 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.
* Driving 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.
* Building strong customer success stories and credentials, working closely with our OSP business development function and the wider ecosystem.
* Working within a strong operational framework for all activities, accurately reporting and managing targets, taking ownership for delivering against commitments.
* Maintaining 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.
* 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, up to 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.
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