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Area Vice President Commercial Sales, EMEA South
Salesforce
Milano, , Italy
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Location preference Paris, France or Milan, Italy or Madrid, Spain
The Area Vice President (AVP) will lead the Commercial Business (CBU) Sales organisation for the EMEA South region (France, Italy, Spain, Portugal). This leader will be accountable for creating an organisation recognised for it's strong Salesforce #Ohana culture, commitment to Salesforce values, and the ability to maintain or even improve the region's 30%+ year-on-year growth results. This leader will embody, live and build the organisation around the Salesforce values:
• Trust
• Customer Success
• Innovation
• Giving Back
• Fun
• Equality
• Wellness
• Transparency
Key outcomes for the new leader:
• Maintain and improve the 30%+ Year-on-year growth of the EMEA South CBU business
• Build an organisation recognised for its ability to embody the Salesforce #Ohana culture and values + achieve results (growth)
• Ensure the framework is in place for the sales organisation to support and drive continued high retention of Salesforce customers
• Hire, coach and develop top talent - our next generation of Salesforce leaders
Core Responsibilities
• Position the business to grow successfully beyond its current targets, increasing the revenue of the business year on year. Operating in a high-growth environment, this will likely be achieved by:
• Defining a clear and compelling vision and setting priorities
• Translating business objectives into specific goals for the given area
• Driving a culture of strong execution orientation developing new mid-sized enterprise customers, expanding existing ones and ensuring high retention rates of existing customers
• Managing the commercial business sales teams to help drive and close strategic deals in their respective regions and verticals
• Provide strategic direction and focus to the sales team whilst identifying new opportunities in industry verticals and driving expansion into them
• Engaging cross functionally throughout the EMEA business (Sales Engineering, Co-Primes, Marketing, Sales Strategy, Finance, Employee Success, Recruiting) to build trust and alignment
• Utilising C-suite level resources, aligned with regional executives, account executives and internal leadership teams to help represent a single vision for the customers.
• Continue growing and managing a team of high performers, as well as ensure there are sufficient resources in place to support business growth objectives
Experience / Required Skills
• A leader with a proven track record in building and leading large, complex, matrixed sales organisations recognised for both their culture and results
• Day-to-day, driving and managing a sales business with a strong cadence of deal closure on a monthly and quarterly basis; track record of consistent over-achievement of quota and revenue goals.
• Strategic sales experience and revenue achievement selling multiple S/W offerings, while building satisfied, loyal and referenceable customers - Customer success orientation.
• Significant experience in enterprise software and/or applications sales (ideally in a CRM, ERP or B2B company); ability to 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, data analysis skills; operations management experience.
• C-level engagement and negotiation, account strategy, domain expertise, executive selling, large deal management and team leadership.
• Undergraduate degree preferred or equivalent experience
• Excellent communication, interpersonal and people leadership skills
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