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Job Category
Sales

Job Details

PURPOSE AND OBJECTIVES
Salesforce is seeking to unlock the Outsourced Service Provider ("OSP") market by expanding the scope of our relationships with Strategic Consulting and Strategic Integrator Partners to include outsourcing arrangements. Frequently referred to as BPOs, these companies frequently identify new and innovative market opportunities or use cases to fit unmet market needs or gaps. The OSP (BPO) model can be a successful strategy, and Salesforce is interested in capitalizing on the market demand to expand the use of our solutions beyond our standard and typical use cases.

Sitting within Sales, this new organization will be tasked with driving the development of the new OSP strategy, establishing the framework for this new sales motion, identifying the preliminary use cases to deploy (working in conjunction with OSPs), and establishing and negotiating the commercial terms to put these new solutions into the market.

EXPECTATIONS AND TASKS
The OSP AE, Outsourced Service Provider Account Executive, will be responsible for building an outsourcing business with both strategic and foundational outsourcers to drive outsourcing sales. The AEs responsibility will be to develop and drive the execution of outsourced arrangements, representing revenue opportunities that Salesforce otherwise would not have access to under our current direct and channels sales models. Additionally, this AE will seek to convey the differentiated value proposition of Salesforce relative to our competitors, in order to win outsourcing opportunities. Key to the position is effective collaboration with multiple cross-functional stakeholders, including OSP account team, marketing, legal, operations, and direct sales.

MAJOR RESPONSIBILITIES INCLUDE:

• Unlock new TAM through OSPs to expand the use cases of the Salesforce platform via the outsourcing model. Outsourcers should deliver solutions that are:
  
  • 1) Accretive to what we can offer on our own
  • 2) Addresses a market gap that we don't meet today
  • 3) Transparent in nature (we know their end clients) with clearly defined and ring-fenced offerings
• Coordinate with OSP Account team including development of relevant solutions and commercial terms, as well as influence pricing, quoting, provisioning, support, and renewal processes.
• The AE will carry a quota tied to a specific set of OSPs for the development and sale of new outsourced solutions. The AE may also be incented in other areas, such as the number of new OSP offerings developed and contracted within the defined set of OSPs.
• Maintain pipeline and other key sales metrics for their outsourcers that communicate the effectiveness of identified programs and investments.

WORK EXPERIENCE

• Strong executive selling and business development skills; proven ability to understand different partner GTM and Organizational models.
• Understanding of the OSP / BPO landscape, including sales experience establishing and managing these types of relationships
• Proven ability to build, lead and execute sales in a cross-functional environment
• Executive presence to lead and manage senior relationships internally and within OSPs.
• Strong tolerance for and experience dealing with ambiguity; this group will be building a channel from scratch, and deliver results
• Demonstrated analytical, organizational, and project management skills, using relevant information to make timely and critical decisions that affect cross-functional teams
• Demonstrable proof of producing measurable results of influenced revenue or channel sales through global strategic system integrators
• Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization.
• Experience in channel sales or channel management roles focused on Global Strategic Partners

YOUR IMPACT

The outsourcing account you will lead here at Salesforce will directly impact the growth of our overall organization. You will be masterful in client engagement and impact how your customers do business in an ever-changing environment. You will lead within the team to develop in their careers, and inspire our team to do the best work of their life.

For Colorado-based roles: Minimum annual salary of $83,250. You may also be offered incentive compensation, bonus, and benefits. More details about our company benefits can be found at the following link: https://www.getsalesforcebenefits.com/.

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