Senior Sales Manager, Salesforce
2 weeks ago
About Xebia
With over 20 years of experience, our global network of passionate technologists and pioneering craftsmen deliver cutting-edge technology and game-changing consulting to companies on the brink of transformation. Since 2001, we have grown from a Java company into a full-service digital consulting company with 4500+ professionals working on a worldwide ambition.
We are organized in complementary chapters – teams with a tremendous amount of knowledge and experience within a particular field, such as Agile, DevOps, Data and AI, Cloud, Software Technology, Functional Programming, Low Code, and Microsoft.
Role:
Sr. Sales Manager, Salesforce
Location:
West Coast of the US
About the Opportunity
We are seeking a highly motivated Senior Sales Manager with a proven track record in selling Salesforce based end to end solutions in the services industry to join our team. As the Senior Sales Manager, you will be responsible for developing new business opportunities and driving revenue growth within Xebia’s Salesforce practice.
Xebia is actively looking for sellers who have 12+ years of experience with ambitions to develop 3x to 5x sales funnel in the North American region and converting that into revenue by opening net new, greenfield logos as well as mine the existing install base of Xebia for cross-sell opportunities.
Responsibilities
We are looking for an exceptional Sales leader (individual contributor) with the following responsibilities:
Acquire new enterprise customers in the Salesforce CRM and platform space across North America and growing existing accounts with Salesforce-based business
Experience in working with partner ecosystem driving business together via co-sell and sourced revenue
Working on partner activities such as lunch and learns to sales organizations on both the partner side and Xebia side, co-marketing activities such as blogs, webinars, conferences, customer round tables, joint pipeline review, new pipeline creation
Use knowledge of the CRM industry (SFDC), technology, processes, and consultative sales skills to assess and educate clients on the value of our business and implementation expertise
Build long-term relationships with key contacts at target customers
Maximize existing relationships by engaging clients as their primary touchpoint
Utilize strategic client hunting practices, industry/market analysis, internal communication, external promotions, and constant in-depth client analysis to uncover revenue opportunities.
Develop and perform strategic prospecting activities to generate pipeline and grow territoryBuild, Manage and accurately forecast a strong Sales Pipeline and revenue
Customer profiling, account planning against set revenue/margin targets by services line at the account level.
Anchor client meetings and pursue opportunities generated with the help of pre-sales, delivery, and external partners.
Build in-depth knowledge of clients' business priorities, challenges, and initiatives that can be translated into opportunities.
Willingness to work with a geographically distributed team structure in an extremely fast-paced and challenging environment.
Understand and respond to client’s business issues by developing a go-forward roadmap
Has experience in driving and managing large deals.
Continuously learn about Xebia’s offerings, successes, and business ecosystem to share and bring insights to clients.
Using CRM effectively to track opportunities and sales forecasts in a weekly, monthly, quarterly and annual planning rhythm for your region with high levels of predictability, quality and accuracy
Qualifications
12+ years of experience in software services selling to enterprise accounts, 3+ years experience in selling SFDC based end to end solutions to business and technology stakeholders, understanding of BFSI, Retail, Travel & Hospitality verticals is a plus
Demonstrable experience in working with SalesforceDemonstrable experience in achieving annual revenue targets, primarily on net new logos and opening Salesforce business in existing accounts base
Highly referenceable previous/current customers
Experience with the global delivery model, particularly in outsourcing and transformation
Ability to manage in a complex matrix environment and should be strong and focused on Customer Service Excellence
Excellent Relationship Building Skills
Excellent communication skills, both oral and written
Large deal sales experience with the global delivery model, particularly in outsourcing and transformation.
Technology background in IT consulting/services or Software Engineering services company understands details of the SFDC technology stack including how the landscape has evolved
Proven ability to land and expand in the acquired customer base, with methodical Account planning, mapping with an approach to build and nurture client relationships.
Strong solution-selling background
Legitimate and proven self-starter. Highly motivated to jump in and get things done
Excellent leadership and communication skills are required. High comfort level working with all levels of an organization, including C-suite
Knowledge of Data/AI and integration is preferred
Benefits
Medical, Dental and Vision Insurance (Subsidized)
Health Savings Account
Flexible Spending Accounts (Healthcare and Dependent Care)
Short-Term and Long-Term Disability
Life and AD&D Insurance
Assistance Program
Unlimited access to LinkedIn learning solutions
Matched 401(k) Retirement Savings Plan
Xebia is committed to creating an inclusive and diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
Please feel free to share your preferred pronouns with us during the application process.
All persons hired will be required to verify identity and eligibility to work in the United States, and to complete any required employment eligibility forms
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