Description
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 Head of Financial Services Sales will lead the business vertical for Germany, reporting directly to the SVP Sales.
This leader will create an organization recognized for high-growth, long-term sustainable success and its commitment to Salesforce values: Trust, Customer Success, Innovation, Equality and Sustainability.
Key outcomes for the new leader
Maintain and improve the year-on-year growth % across the region and the FSI vertical
Position Salesforce as the #1 platform for customers to achieve customer success, fostering the adoption of Salesforce
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 FSI industry
Drive long-term employee success with a focus on coaching, development, and building high-performance teams
Use and scale best practices from across the regional organisations
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:
Analyzing and understanding the total addressable market (TAM) for the FSI vertical
Defining a clear and compelling growth strategy and revenue plan
Translating business objectives into specific goals for the given area
Driving a culture of strong execution and operational excellence
Growing the business across new enterprise accounts, expanding existing ones and ensuring high retention rates on existing accounts
Managing the Sales teams to help drive and close strategic/complex deals in the respective FSI verticals
Prioritising and helping direct reports to prioritise effectively
Providing strategic direction and focus to the Sales teams
Identifying new business opportunities in the industry verticals and driving expansion into them
Identifying and managing new business channels, partnerships and routes to market
Utilising internal and external C-level resources to build a compelling, consistent vision for our customers
Engaging functionally across the German business (Account Management Marketing, Solution Engineering, Customer Success, Sales Strategy, Finance, Employee Success, Recruiting) to fully utilise resources for the vertical
Continue growing and managing a team of high performers, developing the next generation of talent at Salesforce, and building a balanced team
The candidate
A world-class sales leader with a proven track record, inspiring and motivating a complex, matrixed sales organisation recognised for its culture, as well as its results.
Strong analytical skills with a proven ability to break down the complex examples of inspiring new and existing customers to commit to a journey of transformation, utilising technology as a platform.
Many years experience in managing on a day-to-day basis a sales business with a strong cadence of deal closure on a monthly and quarterly basis; track record of consistent overachievement of quota and revenue goals
Many years of strategic sales experience and revenue achievement selling multiple enterprise software offerings, while building satisfied, loyal and reference-able customers
Significant experience in enterprise software sales (ideally in CRM, Marketing, Commerce or Service); 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, and data analysis skills; operations management experience
C-level engagement and negotiation, account strategy, FSI domain expertise, executive selling, large deal management and team leadership
Posting Statement
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