Services Sales - Account Partner Director

We are currently seeking Account Partner Directors to join our growing Professional Services sales team in Travel, Transportation and Hospitality. As a critical member of the Go-To-Market and Professional Services Team, you are responsible for building relationships with our license sales and extended functional teams (such as product, success managers, creative teams, legal, delivery and more) to understand, evaluate and strategically advise our internal teams and the customer on programs to execute on their vision and goals. You will be responsible as the deal originator, strategist and execution quarterback supported by our delivery organization.

Responsibilities

• Drive thoughtful, strategic and enterprise level strategy for our most ambitious customers
• Facilitate qualification, deal cycle participation, account reviews and value assessments
• Drive awareness within a micro-vertical to develop repeatable motions
• Enable smooth transition and partnership into our delivery team with effective margins, staffing plans, approach and Salesforce methodology
• Serve as a key SME, leader, and professional services consultant to our license sales teams
• Serve as the liaison between internal teams and the customer
• From Operating Model:
• The Account Partner (AP) is accountable for creating and executing a strategy that builds mind-share and broad adoption of Salesforce technologies on his/her assigned accounts.
• The AP ensures alignment with Sales and is responsible for developing relationships within his/her account(s) to accelerate value and improve customer outcomes, and help uncover new opportunities for Salesforce.
• The AP is accountable for bookings, revenue, margin, CSAT, and value delivered across his/her assigned account(s) and serves a key contact for customer negotiations and escalations

An Account Partner earns the right to be considered a trusted advisor to the customer by providing execution excellence, intimate knowledge of the business the customer is in, and able to clearly lay out the path the customer needs to take to achieve success. They independently identify and close opportunities with the primary goal of helping customers generate significant business value from their Salesforce investment. They are responsible for sourcing and closing Professional Service Business in a region, owning bookings, sales performances, forecasting, managing customer lifecycle, driving adoption through sales activities for new and existing customers, pipeline generation and delivering sales presentations to C-level clients.

• Individually responsible for the success of a specific territory and patch. Consistently demonstrates the ability to develop, manage and elevate Accounts to Tier 1 /2
• Accountable for a larger quota
• Utilizes a consultative selling approach across all client levels, particularly C-Suite stakeholders
• Demonstrate strong executive presence and confidence when sharing a strong point of view through effective storytelling
• Ability to move fast and drive results
• Influences leaders and orchestrates internal alignment to provide best solutions
• Flawlessly navigate across all our internal teams to create synergy and alignment in driving the deal to closure maximizing both license and services bookings.

Qualifications

• You have worked within a consulting landscape for a minimum of 8+ years
• You have been in a quota carrying selling role, selling Professional Services for a minimum of 5+ years
• You have experience driving a strategic motion, including value propositions, execution planning, teaming and outcomes based engagements
• You have served as a book-of-business owner or leader for 6+ years
• You have worked within a consulting services space either with a systems integrator or product organization
• You have experience delivering strategic initiatives and/or programs for a firm-based model or product company
• You have the ability to create assets from scratch including marketing, sales and strategy solutions
• You have the ability to maneuver and work with the C-Suite during a strategy cycle including workshopping
• You have experience working with global procurement leads to negotiate pricing and deal strategy
• You have experience working within one or more of the following industries - Business Services; Travel, Transportation & Hospitality.

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