Mar 24, 2019
Description: This individual will help establish trusted relationships with government executives to drive top-down agency-wide enterprise and strategic sales. Trust and credibility are immediately validated by developing and executing a practical digital transformation plan. Additionally, this individual will provide strategic coaching and assistance to Area Vice President (AVP), Regional Vice Presidents (RVP) and Account Executive (AE) based on domain intelligence, customer-centered thinking, human centered design, government IT legislation and policy, application portfolio rationalization, and best-practice cloud strategies. This involves collaborating with Sales and all other support functions to execute against the primary focus of creating and closing revenue to over-achieve on company quota objectives. Four major areas of responsibility include: Prospecting, Pipeline Generation, Closing, and Renewals / Adoption. Your Impact: The Digital Transformation Sales Executive is responsible for: Supporting the execution of programs seeding awareness and understanding of Salesforce solutions across teams and driving improvement/innovation back into the program. Program management and oversight of internal and customer facing programs. Help guide Salesforce partners, sales teams and customers through our digital transformation consulting methodology to 1) elevate the conversation to platforms and away from systems, and 2) provide journey maps, detailed deliverables, and trusted advisory services to overcome culture, business, technology, and political barriers to cloud migration. Triaging strategy requests and categorizing accounts systematically to ensure the correct resources and being leveraged against the highest priority Annual Contract Value (ACV) targets. This individual is creative and able to work independently. They possess the ability to be proactive in engaging with others. To provide vision and continual enhancements to the program; excellent communication skills, ability to work in a dynamic virtual environment and have a broad range of technical, business, and interpersonal skills. This individual will be in an enhanced role within the Government Digital Strategy organization and work with key stakeholders to incorporate on-going best practices into the sales process. Prospecting elements include: Development and execution of Quarterly Sales Plays with Federal AVP, Sales Engineering, Industries and Marketing Team; with emphasis on total organizational uptake in driving Salesforce Brand across the Federal Civilian (leveraging Salesforce unique solution differentiators). Gain market / Agency Account relevance and value by engaging net new Executive Federal Customers in their challenges while driving Salesforce digital innovations and service improvement across Agency missions. Consistently message to all levels of the organization (internally and externally) on Last Interaction and Next Steps as momentum is created to gain a Trusted Advisor position with Customers resulting in high value Salesforce solutions / pipeline. Emphasis will be on engaging Agency Executive owners on a weekly basis and leveraging speaking engagements as a means of efficiently driving prospecting goals. Target two net new customers per week / 25 net new per quarter / 100 net new per year. Pipeline Generation elements include: Engage all parts of the Salesforce go-to market sales team including Business Development Rep (BDR), Enterprise Corporate Sales (ECS), Account Executives, Sales Engineering, Marketing, Industries, Product Management, Sr Executives, and most importantly customers and prospects to help drive net new Pipeline (revenue) on a daily basis. Emphasis on meeting Pipeline Targets through weekly engagement and management of Pipe Progress / Conversion. Consistently manage and progress Pipeline Opportunities through the Success Selling Methodology as captured in Salesforce CRM. Work with AVP/RVP to target strategic new Accounts and expand revenue potential in Upside Federal Agencies and in partnership with Top Federal System Integrators. Supporting Agency to Agency Reference calls where needed. Drive strategic messaging for the sales team in alignment with Federal Civilian Agency specific initiatives supporting enterprise messaging / adoption. Emphasis on the incorporating the voice of the customer in support of the following Federal specific initiatives: FITARA, Category Management, Legacy IT Systems Modernization, Centers of Excellence and Agency-wide Application Governance / Agile Development, Cloud Strategy, Application Modernization/Strategy, Application/Portfolio Rationalization, Cloud Policy, CPIC, A&A/ATO/FedRAMP/RMF Closing elements include : Strong emphasis on meeting monthly revenue expectations by driving closure each week on the entire portfolio of the current quarter opportunities. Weekly review of remaining steps to close for all transactions for the quarter. Emphasis on speed of deal progression from Pipeline to Most Likely to Commit. Consistently engage Customers in the Mutual Close Plan exercises while mapping required Steps to Close and managing company resources to assist with this process. Emphasis will be on driving efficiency with company resources while maximizing closed Revenue. Create standard Investment Proposals to efficiently capture customer value and clear next steps for Agency procurement. Emphasis will be placed on specific language / relevance to the Federal Customer and repeatability across Agencies. Renewals / Adoption elements include : Drive Salesforce adoption and prevent attrition broadly across Federal Agency programs and the enterprise through deep Agency understanding mission and engagement of Sr Executive / Federal Government Official relationships. Emphasis will be placed on mapping sources of Agency funding and clear steps for Agency investment in both short term and long-term initiatives. Assist Salesforce Customer Support Group (CSG) team, Sales Engineering, Legal, and Compliance in support of Agency ATO processes. Emphasis on helping Salesforce remove security hurdles through understanding of Agency cyber policy, FedRamp and systems security acceptance. Support weekly interaction with CSG organization across Federal Civilian market to help drive Customer Success. Focus will be on effectiveness, helping Salesforce position Adoption Plans and Accelerators in support of solution uptake and customer value. Create "save-plans" with fellow Account Executives, CSG, and Sales Engineering to constructively help avoid Federal Agency Customer contract attrition. Required Skills and Experience: 10+ years of experience in a federal government consulting environment. Experience with consulting organizations and knowledge of their business model. Understanding and experience using technology to transform business processes. Works closely with other support functions from Industries, CSG, Marketing, BD, Alliances, and Solution Engineering to strategically deploy an orchestration of value-add services Help strategic executive customers understand, define, plan and execute on technology transformation programs. This includes supporting the discovery, evaluation, prioritization, migration, and operation of cloud transformation initiatives. Experience establishing new IT operating models poised for delivering better value-added services to customers and to evolve current processes and culture. Experience assessing application portfolios and mission capabilities Experience qualifying critical transformation variables to establish prioritization and alignment to most appropriate cloud migration pathway Experience documenting enterprise business case complete with functional & technical fit, financial impact, risk mitigation, strategic sourcing plans, compliance requirements (including security), and scalable agile execution. Effective and comfortable working in a virtual/home office setting Up to 50% travel required. Self-motivated Expertise in Salesforce, knowledge of PaaS/SaaS market positioning, knowledge of CRM, Contact Center, Sales Automation and related Customer Service trends and technologies are helpful.
Salesforce.com, Inc Reston, VA, USA Full time