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Account Partner Director

4 months ago

Manukau, Auckland, New Zealand Salesforce Full time
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.


Department Description


Salesforce Professional Services focuses on delivering strategic engagements that define transformational opportunities and articulate clear plans for execution of change programs.

We rely on our team's expertise and specialisms to engage with executive-level customers to agree on specific business goals and actions to ignite the full value of Salesforce.

Our approach considers people, process, and technology — and a successful engagement includes recommendations to the business for change to support deeper, more relevant use of the Salesforce platform.


Role Description
The Professional Services Account Partner Director is a consultative and strategic sales professional
. The AP Director sells the full portfolio of Professional Service's offerings to new and existing customers.

Account Partners must be strategic problem solvers with strong commercial skills and have the ability to craft visions and services propositions that drive customer value through clearly defined outcomes.

They will be expected to understand and lead our customers throughout their Customer 360 lifecycle partnered with our colleagues in license sales and Customer Success.

Are you passionate about Customer Success and would you like to work at the forefront of Digital Innovation at one of the most exciting CRM companies?

Your Impact


The AP Director is committed to earning the right to be an advisor to the customer, with the primary goal of helping customers quickly generate significant value from their Salesforce investment.

The primary measurement of success for this role will be annual sales bookings (aka closed business) and bid margin aligned with agreed goals, targets, and quotas.


To be successful in the role you:

  • Drive account planning including the formulation of a clearly defined roadmap or the precursor activities to define such a roadmap
  • Generate pipeline through selforigination and collaborating across Salesforce with License Sales, Delivery and Customer Success to develop trusted Professional Services propositions for clients and prospects
  • Use industry expertise and business acumen to understand a customer's motivation, business drivers/challenges, strategic goals and objectives, and desired business outcomes
  • Engage and present to customers, especially at C-Level
    , using a consultative selling approach that positions Salesforce and yourself as a longterm trusted advisor relationship
  • Create a compelling vision and clearly communicate our groundbreaking solutions with the goal of generating significant success and business value from an investment in the Salesforce Platform
  • Develop and lead a territory plan and a tailored account plan for each customer that aligns with their business goals, priorities, and timeframes
  • Forecast accurately and timely, build a pipeline, and progress opportunities to deliver Success Cloud YOY revenue growth
  • Develop mutually agreed and aligned close plans and drive the execution of these plans to realize closed bookings aligned (or in excess) of assigned sales goals/quotas
  • Be a recognized role model for collaboration, understanding, and overall business results

Basic Requirements

  • Have a professional sales background or blended consultative sales and project delivery background
  • Have experience working with a customer through a visioning process, assessing business value outcomes, and developing plans to support the realization of that value through a structured program
  • Present business value led pitches and effectively negotiate terms aligned with margin targets
  • Can exercise empowered judgment in methods, techniques, and evaluation criteria for obtaining results aligned with goals of the company and within associated guidance
  • Recognize the importance of timing to close deals and are able to balance driving the closing cycle while being responsive to the customer's needs and fundamentally building trust in the relationship

Preferred Requirements

  • Extensive years of consultative sales experience with a proven record of consistently meeting (or exceeding) quota
  • Experience selling and/or delivering Professional Services in a context similar to Salesforce or a Global System Integrator type environment
  • Demonstrated ability to develop and maintain executive (including Clevel relationships) where you are recognized as a truste