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Job Category

Customer Success

Job Details

About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

The Salesforce Professional Services business is growing at an unprecedented rate. In order to evolve and meet our customers’ increased needs and expectations, we are creating new ways of working rooted in deep industry expertise and relevance, specifically Financial Services, Healthcare, Life Sciences, and Canada markets. As VP, AMER REG Services Commercial Officer you are accountable for the predictable delivery of bookings aligned to revenue / margin outcomes and ensuring, across AMER Services Regulated Industries, we are selling in an integrated and consistent fashion to create sustainable growth.

Ultimately, you are responsible for demand generation and bookings for AMER REG Services. This includes aligning revenue streams, connecting revenue processes across operating units, and optimizing sales operations and win-rates to ensure consistent qualification and pursuit to support go-to-market teams to achieve our revenue targets.

At the high level, you lead the revenue-generating processes across AMER REG Services. This includes folding marketing, sales, and customer success into one seamless revenue machine to create a complete view of the customer lifecycle from bringing in new leads to closing deals and renewing customer contracts. You focus on the strategy and methodologies rather than the day-to-day deals. At the more tactical level, you will monitor the revenue pipeline and leads, adjusting as necessary to create sustainable growth, identify new sales channels, uncover untapped markets, take advantage of other unknown revenue opportunities, and scale operations to maximize revenue.

This role will also partner the REG OU Sector Leads to ensure we are collectively thinking ahead to ensure that revenue continues to exist and persist beyond the quarter. There is a wider lens around bringing the voice of the customer into the organization to ensure there is an agile, resilient, and unshakeable long-term growth mindset.

Leadership Qualities:
Strategic Thinker: Ability to translate details into bigger picture implications driving the business forward, challenging the status quo. Understands industry, market, and organizational dynamics with the intellectual horse-power to handle growing complexity and ambiguity. Aligns the right resources to the task at hand; foresees and plans around obstacles.
Talent Management: Has a passion for building great teams - proven ability to develop others who have significantly contributed to company success with a history of making good hiring decisions and developing a strong bench of successors. Champions talent beyond own organization
Innovate for Growth: Always thinking about how to make improvements; able to implement changes that map to business strategy. Stays abreast of cutting edge technology trends.
Focus on Customer Success: Builds and maintains relationships with customers; shapes solutions that have a significant positive impact on their business.
Builds Trust and Credibility: Makes decisions based on the organization’s values - actions are consistent with the company’s core values. Ability to set clear vision - role models a growth mindset and shares mistakes widely for others to benefit and embraces a learning mentality.
Lead & Adapt to Change: Thrives in a changing, dynamic environment - Relishes leading even when times are tough and models the attributes of a GREAT leader.
Courageous Communicator: Must be able to take an unpopular stand if necessary for the betterment of our business. Must encourage a transparent and healthy debate while seeking the best alternative. This leader is looked to for direction in a crisis, faces adversity head on, and is energized by tough challenges.

Responsibilities:

Revenue growth, maintaining full visibility over revenue generation, and managing revenue that is at risk for AMER Services.Manage the financial commitments of the AMER REG Services organization, against financial and business metrics.Drive demand generation strategy for the AMER REG Services market.Partner with Corporate and Services Marketing to drive a qualified pipeline.Overall responsibility for accuracy of bookings forecast.Partner with AMER CRO & REG Sector Leads to drive a qualified, hygienic pipeline.Dive deep into data analysis with revenue, pipelines, and forecasts.Establish a go-to-market strategy and define revenue goals/metrics.Assess new/future revenue streams, with a long-term vision.Incorporates the voice of the customer into the sales lifecycle.Definition, development, and enablement of sales excellence in alignment with the growth strategy.Strong collaboration internally with stakeholders in CSG, License Sales, and Product to drive understanding and sales of an integrated portfolio across AMER Services.Recognized spokesperson and trusted advisor with customers and analysts (listening, public speaking, writing, and negotiating).

Required Skills & Experience:

10+ years experience in a sales leadership position with proven quota attainment and exceptional results building, managing success, bookings, revenue and margin while growing an annual business portfolio of $200M+Inspirational leadership style and hands-on approach.5+ years at Salesforce with quota attainment responsibility.Proven track record of consistently meeting or exceeding financial targets and prioritizing deals aligned to strategic intent (focusing on transformational, not transactional opportunities).Strong interpersonal and communication skills.A senior leader able to operate effectively with C-level executivesStrong business acumen and analytical skills with the ability to think strategically as well as the ability to handle detailsDemonstrated experience leading sales, marketing, and delivery teams.Action oriented and results driven.Strong organizational and management skills to influence across the organization without direct hierarchical ownership of teams.Exceptional relationship-building skills demonstrated by the ability to grow and nurture relationships with internal stakeholders.High energy and passion for the job.

Preferred Skills & Experience:

10+ years of experience in a sales/account management roleExperience in Financial Services and/or Healthcare & Life SciencesCRM, software/hardware services experienceExperience in web-based, cloud computingMBA—or equivalent advanced degree

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Posting Statement

At Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at www.equality.com and explore our company benefits at www.salesforcebenefits.com.

Salesforce is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Salesforce does not accept unsolicited headhunter and agency resumes. Salesforce will not pay any third-party agency or company that does not have a signed agreement with Salesforce.

Salesforce welcomes all.

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.

For New York-based roles, the base salary hiring range for this position is $278,395 to $372,385.For Washington-based roles, the base salary hiring range for this position is $278,395 to $372,385.

For California-based roles, the base salary hiring range for this position is $278,395 to $372,385.

For Illinois based roles, the base salary hiring range for this position is $278,395 to $372,385.

Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, benefits. More details about our company benefits can be found at the following link: https://www.salesforcebenefits.com.