Strategic & Business Development Executive 8 (Nordics)



Sales & Business Development
Multiple locations
Posted on Thursday, June 6, 2024

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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 OSP (Outsource Service Providers) Strategic & Business Development Executive role will manage a defined territory comprised of current OSP customers, prospective OSP targets, a focused set of Industries, and have responsibility for a geographic remit. This quota-carrying Account Executive will be accountable for consistently achieving year-on-year growth targets through the closure of net-new, accretive revenue opportunities. This role will report to the Global OSP Sales RVP (Regional Vice President).

Key Impacts:

  • Work with existing and new OSPs to create and scale OSP-specific solutions with a focus on industry requirements & market penetration
  • Drive flawless collaboration across core sales, marketing, enablement, alliances, partners, and OSP customers
  • Represent and evangelise OSP within Salesforce as well as with the AD's territory-defined global partners & strategic customers
  • Lead with an innovator's mindset and embody the Salesforce culture and values of Trust, Customer Success, Innovation & Equality, and Sustainability
  • Achieve an agreed-upon ambitious target for annual growth in revenue and bookings
  • Initiate, grow and maintain key strategic internal & external relationships

Core Responsibilities to include but not limited to:

  • Providing detailed and accurate sales forecasts
  • Identifying and handling new business opportunities to grow the territory on a monthly business
  • Daily execution developing new accounts, expanding existing ones and fostering growth through marketing initiatives internally and externally
  • Engaging functionally across the business (Marketing, Sales Strategy, Finance, Employee Success, Recruiting) to build trust and alignment
  • Drives continuous improvement to the OSP channel and GTM strategy by building a solution and customer feedback loop, sharing customer win/loss analysis and success stories with & across the OSP team and with supporting functions
  • Builds strong customer success stories and credentials, working closely with our OSP business development function and the wider ecosystem
  • Work within a strong operational framework for all activities, accurately reporting and managing targets, taking ownership for delivering against commitments
  • Maintains strategic customer relationships, partnering with OSP Customer and End-Client AEs to build and deliver the customer engagement strategy and plan

Minimum Requirements:

  • 10+ years in software and/or applications sales (ideally in a CRM, ERP and/or B2B software company), selling primarily to the CxO level
  • Strategic commercial & enterprise sales experience and revenue achievement selling multiple enterprise software offerings
  • Strategic sales experience and revenue achievement selling multiple enterprise software offerings, while building satisfied and loyal customers
  • Proven success working within a highly matrixed organization and establishing strong relationships across all functions to achieve results
  • Strong operational and analytical abilities
  • Ability to work in (virtual) teams working together to solve problems with colleagues, partners and customers
  • Willing and able to travel occasionally 50%

Preferred, but not required:

  • Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)
  • Salesforce Certifications
  • Experience selling cloud based enterprise applications is strongly preferred
  • Consultative sales skills and ability to construct and articulate strong business case and ROI, strategic account planning and execution skills
  • Sustainability domain expertise with specific knowledge of sustainability and environmental regulation


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