Esmb Account Executive

Job Category

Sales

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.

Our Enterprise Small Medium Business (ESBM) Account Executives engage with existing customers and new leads to sell the entire Salesforce Customer 360 platform. They build positive, trusted relationships with both key team members and decision-makers within their patch, and become natural at helping customers realize value from their Salesforce investments.

You will use your new business development skills to develop opportunities, through both warm leads and whitespace prospecting.

**Responsibilities**:

- **Lead a dedicated customer set **(region or vertical) in the SMB space being responsible for the full sales cycle. You coordinate several sales projects simultaneously and are fully responsible for your customer.
- **Own the entire sales process **to ensure delivery against key performance metrics, with a strong emphasis on new business, while growing existing accounts.
- **Use your solution selling expertise **to respond efficiently to customer needs and identify business potential to create a strategic, long-term partnership with your customers.
- **Strengthen client relationships **through regular engagement and face-to-face meetings
- **Prioritise and lead industry events **and user groups to generate market interest.
- **Work in partnership **with our team of Business Developers, Pre-sales, and Marketers for all sales leads and sales opportunities.
- **Building account strategy and territory plan **for the Malaysia market.

**Required Skills and Qualifications:
- **Demonstrated success **of quota carrying, technology solution-based direct sales experience in the Malaysia market.
- **Territory & Account Planning Strategies**: Create territory and account plans to achieve sales objectives by effectively identifying and qualifying prospects and opportunities.
- **Research and Discovery**: Uncovers a prospect’s current processes, business challenges, and strategic goals based on customer use cases and value hypotheses.
- **Solutioning**:Identifies compelling value propositions that address customer needs by demonstrating an understanding of technology solutions.
- **Customer Communication**: Interacting with customers in a clear, concise, and timely manner using a variety of communication methods (writing, speech, presentation) and tools (Whiteboarding, Slack, Google Slides, Zoom).
- **Resource Application**: Continuously runs toward results using the full capabilities of available resources and tools.
- **Team Selling**:Aligns with the full capacities of the account team and partners to support the deal and customer success.
- **Language**: Fluent in Bahasa Melayu to converse with clients in the Malaysia market

**Preferred Skills and Qualifications**:

- Excellent interpersonal and communications skills.
- Sales Methodology education.
- Ability to develop cases and service requirements, while crafting and leading strategic alliances.
- Ability to thrive in a fast-paced environment.
- Track record of consistently achieving or surpassing quota.
- Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)

Accommodations

Posting Statement

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.