Posted almost 5 years ago

The Area Vice President (AVP) will lead the Emerging, Small and Medium Businesses (ESMB) within the Commercial Business sales organization for Salesforce. The role reports directly to the Head of ECS and ESMB and will be based in Dublin but others may be considered.

This leader will create an organisation recognised for high-growth, long-term sustainable success and its commitment to Salesforce values:

• Trust
• Customer Success
• Innovation
• Equality

Key outcomes for the new leader

• Maintain and improve the year-on-year growth % across our ESMB business
• Position Salesforce as the #1 platform for commercial customers to achieve customer success.
• Align and coordinate product, customer success, and services teams to deliver incredible success for our customers.
• Build a sales organisation recognised for its ability to attract and retain the most talented individuals in our industry
• Drive long-term employee success with a focus on coaching, development, and building high-performance teams
• Use and scale best practice from across the wider EMEA Salesforce business.
  

Core Responsibilities

Position the business to grow successfully beyond its current targets, increasing the revenue of the business significantly year on year. Operating in a high-growth environment, this will likely be achieved by:

Developing partner and reselling ecosystems, creating effective and motivated indirect sales channel, identifying and managing new business channels, partnerships and routes to market

Profile

Strong sales, people and cultural leader, with high intellectual and emotional intelligence.

Executive presence, with natural credibility and high in emotional intelligence, experienced in designing and executing on strategic vision.

Experienced developing fast paced, small and mid market businesses, with a background developing and growing enterprise software sales organisations

Customer orientated, with high levels of engagement, and market focus.

Track record of attracting top talent, growing and managing a team of high performers, developing the next generation of talent at Salesforce, and building a balanced team

Solid operational skills (Execution focus, sales orientation) with track record translating business objectives into specific goals

Provide strategic direction and focus to the sales team, driving a culture of strong execution, orientation towards developing new business, expanding existing ones and ensuring high retention rates on existing accounts

Utilising internal and external C level resources to build a compelling, consistent vision for our customers

Engaging functionally across the EMEA business (Account Management Marketing, Sales Strategy, Finance, Employee Success, Recruiting) to fully utilise resources for the Commercial Business

THE CANDIDATE

• A leader with a proven track record in building, inspiring and motivating a complex, matrixed sales organisation recognised for its culture, as well as its results.
• Experience working and building start up, small and mid-market businesses.
• Examples of inspiring new and existing customers to commit to a journey of transformation, utilising technology as a platform.
• Day-to-day, driving and managing a sales business with a strong cadence of deal closure on a monthly and quarterly basis; track record of consistent over-achievement of quota and revenue goals
• Strategic sales experience and revenue achievement selling multiple enterprise S/W offerings, while building satisfied, loyal and referenceable customers
• Significant experience in enterprise software sales (ideally in CRM, Service or Commerce); ability to genuinely sell to C-suite and possessing high-level executive presence
• Consultative sales skills and ability to construct and articulate strong business case and ROI, strategic account planning and execution skills
• Excellent operational/analytical skills - reporting, forecasting, data analysis skills; operations management experience
• C-level engagement and negotiation, account strategy, domain expertise, executive selling, large deal management and team leadership
• Bachelor’s degree or Master’s degree preferred

Salesforce.com and Salesforce.org are Equal Employment Opportunity and Affirmative Action Employers. 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. Headhunters and recruitment agencies may not submit resumes/CVs through this Web site or directly to managers. Salesforce.com and Salesforce.org do not accept unsolicited headhunter and agency resumes. Salesforce.com and Salesforce.org will not pay fees to any third-party agency or company that does not have a signed agreement with Salesforce.com or Salesforce.org.