Role: Sales Director
Industry Opportunities:
• TMT - North America
• Public Sector - Canada
What is the Role?
Telus Digital, Salesforce Practice is searching for a driven and seasoned sales professional who possesses the grit and energy to help us grow and scale. The Sales Director is responsible for leading the sales cycle, customer and solution implementation lifecycle. They are accountable for identifying and driving new opportunities with new and existing customers to meet revenue quota/targets.
They are an experienced sales executive and have experience selling Salesforce services (product Sales will not be considered). They are strategic thinkers who uncover the desired experiences and develop the right engagement that will meet their needs. They possess technical acumen, analytical and critical thinking skills. They work closely with pre-sales, delivery experts and industry experts in order to effectively shape a deal.
Responsibilities:
Our Sales Director must create, develop and maintain a strong partnership with their Salesforce counterparts. They must generate leads sourced through partnerships with Salesforce, cross-sell within Telus or direct via strategic sales motions. You will work with prospects and existing customers to identify, nurture and develop opportunities. You will own the opportunity strategy and adhere to our sales processes including timely maintenance of pipeline and forecasts. You will be responsible for working closely with the Telus Digital presales and industry teams to bring the right points of views, solutions and proposals forward to customers ensuring timelines are being met.
• Develop and execute an account and sales plan to grow business for Telus Digital's services.
• Own a quota of $4M+ and be able to sell cross-cloud Salesforce services to meet/exceed quota across Enterprise, Commercial and growth business.
• Perform business development duties, including but not limited to market and territory analysis, new business opportunity identification, marketing campaign and pre-sales leadership, pursuit and solution proposal leadership, contract negotiation and execution, post-sale customer success engagement, existing customer retention and growth, facilitation of long-term relationships with both customers and partners, with strong emphasis on nurturing Salesforce field sales relationships
• Execute daily pipeline management in Salesforce and provide weekly forecast, pipeline, and activity reports, as directed
• Collaborate closely and effectively with Telus Digital leadership, marketing, business development, and consulting colleagues
• Develop Statement of Work including defining business challenges and summarize recommended solutions in collaboration with Pre-sales and Delivery leadership. Knowing how Salesforce, AI, and unification of data all work together to draft a solution vision is expected
• Create a portfolio of new logos and existing customer expansion
• Maintain an in-depth knowledge of Telus Digital's credentials and Salesforce solutions and roadmap
• Transition the deal to the delivery team with the appropriate knowledge sharing sessions when fully executed
• Stay engaged with the Customer during the delivery to assess any new opportunities or contract extensions
• Successfully communicate Telus Digital's and Salesforce credentials, in the context of effective discovery regarding prospect/customer requirements, leading to proposed solutions
• Drives business development with the proper information, tools, and subject matter expertise to sell engagements within their solutions and offerings, partnering with industry sellers
• Builds and develops relationships with Salesforce executives, field sales teams, and owns account planning, including key pursuits
Qualifications:
• 3+ years of Salesforce consulting and systems integration sales experience
• 3+ years selling technology services sales
• Documented and sustained track record of sales success
• Must be authorized to work for any U.S. employer or Canadian employer
• Approximately 30 percent travel
• Experience partnering with C-level executives as a trusted advisor
• Experience with end-to-end implementation of Salesforce solutions
• Salesforce ecosystem experience highly desired
• Solid judgment and problem-solving skills
• Ability to manage multiple projects or priorities
• Strong influence, communication, and negotiation skills
• Strong experience collaborating with business process owners, program/project management leaders, and technical teams to develop solution proposals
• Experience with large scale technology projects
• Experience working with technical and creative project teams
• Proficient in G-Suite and Microsoft Office apps and other collaboration and project management tools (e.g. - MS Teams, Quip, Slack, Smartsheet, Lucidchart, etc.)
