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Senior Business Development Manager - Professional Services

Greater New York City Area, US - Computer Software, Information Technology and Services, Internet

Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. We are the fastest growing of the top 10 enterprise software companies, the World's Most Innovative Company according to Forbes, and one of Fortune's 100 Best Companies to Work For six years running. The growth, innovation, and Aloha spirit of Salesforce are driven by our incredible employees who thrive on delivering success for our customers while also finding time to give back through our 1/1/1 model, which leverages 1% of our time, equity, and product to improve communities around the world. Salesforce is a team sport, and we play to win. Join us!



Salesforce Services Business Development Manager ("BDM")

Business Development Managers (BDMs) play the critical role of driving revenue growth in Salesforce Services by prescriptively matching and positioning the right solutions for a customer. The BDM is a target driven services business development role, which involves face-to-face executive-level solution selling. BDMs ensure Customers For Life by providing thought leadership and transformational solution approaches..



The best BDM candidates can effectively create and run their own book of business within their region by proactively and adaptively applying strategic business development and relationship management acumen. Candidates must personally demonstrate prescriptive solution selling experience, including developing account strategies, providing strong leadership and hands-on participation in strategic engagements.



Strong sales and business development skills

• Build an opportunity pipeline and achieve monthly and quarterly bookings quota for their territory and accounts.


• Manage all phases of the business development cycle, including service demand generation, proposal development, scoping and estimating, and negotiating Master Services Agreements and Statements of Work (SOW's).


• Quickly grasp client business / technical requirements and develop solutions around those specific needs.


• Drive repeat business across a portfolio of accounts (customer satisfaction, up-sell, cross-sell, etc.).


• Strong relationship building, collaboration, and communication skills


• Build long-lasting client relationships with CxO/Executives, Business Leaders, and IT Leaders to ensure additional business and drive deeper, strategic interactions between the client and Salesforce.


• Collaborate effectively with account and partner teams; leverage subject matter experts for pre- and post-sales strategy.


• Network within the industry, market, and accounts to bring new client opportunities to the Salesforce Services account teams.


• Add industry specific and technology solution expertise to the sales process.

Account leadership

• Proactively mitigate and manage escalations within anchor accounts; communicate effectively and appropriately with internal and external leaders and executives.


• Develop and maintain healthy, active executive level relationships with key customers to ensure open and transparent communications while developing a trusted advisor status.


• Provide coaching and guidance to project team members on both the customer team and the Salesforce Services team.

Personal brand

• Proactively approach the market segment through active participation in industry and community organizations.


• Strong personal brand and contributor within the industry, including speaker at industry events and author/contributor to industry relevant content.

Job Requirements

• 5+ years of enterprise services sales experience with a proven record of exceeding quota.


• Experience growing accounts with large projects pursuits ($3M+).


• Demonstrate ability to connect relationally with both technical and business executives.


• Excellent executive presence with strong written and verbal communication skills.


• Excellent analytical & problem solving skills.


• Ability to lead and manage teams through influence while also functioning as an individual contributor / team member.


• Experience negotiating large contracts, working through conflicts and facilitating joint legal conversations.


• Enterprise transformation experience, including a track record of selling targeted engagements that will underpin Salesforce's strategy


• Ability to travel approximately 50% depending on account portfolio and territory.


• Salesforce.com, CRM experience preferred.


• BA/BS or equivalent; MBA is a plus.

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



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Posted April 02, 2015 at 12:05AM from LinkedIn http://ift.tt/1alagwv

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