Director, Salesforce Connect Partner Seller

Job Title:

Job Description

The Partner seller is responsible for proactively maintaining relations with Enterprise Sellers and Account Executives in EMEA International and all EMEA Domestic regions and proactively engages with them to identify and pursue opportunities relating to Salesforce.

The Partner sellers lead and manage the opportunity from initial sales qualification to pursuit to close, utilizing enterprise solution selling, practice area expertise and the development of productive relationships with key buyers and decision-makers at new clients. This is a strategic, individual contributor role who bring to bear the best of sales at Concentrix within a high culture team environment that positively encourages growth and development.

Essential Functions/Key Responsibilities:

Strategic Partner Relations:

- Proactively maintains relations with Account Executive(s) for relevant EMEA International and Domestic accounts.

- Collaborates with the Salesforce Alliance/Partner marketing team to plan partner technology Account Executive and Solutions Engineer briefings, co-hosted customer/prospect workshops and events.

- Attends regional Partner and industry events per the annual plan including accountability for lead management leveraging Concentrix standard lead management process.

- Understand how Concentrix sales organization leader priorities, deal types and opportunities to proactively propose tech partner solutions.

- Registers deals and consumption with partners to ensure Concentrix receives revenue and consumption credit as well as any incentives.

Strategic Selling and Business Growth:

- Acts as a creator and driver who can originate, shape, and commercially enable complex sales opportunities and maintain both an active priority target list and deal funnel as a result.

- Proactively generates and builds new client relationships from qualification to close.

- Demonstrates a strong understanding of CX Operations and the tech-led solutions that innovate CX at B2B and B2C organizations.

- Acts as a proven storyteller who can build and maintain c-level relationships across multiple disciplines, lines of business, and strategic needs, with a targeted enterprise prospect, including but not limited to, IT, CX, Operations, HR, Finance and Procurement.

- Provides effective and clear leadership to virtual pursuit teams featuring SMEs from multiple practices and disciplines of the company. Acts as an advisor and coach internally to develop win strategy through to close plan.

- Articulates a compelling and differentiated value proposition to the prospect, that aligns to their business outcomes.

- Sustains urgency through creating compelling events through active listening, storytelling, and personal experiences.

- Supports and leads business negotiation for complex transactions and opportunities.

- Works closely with portfolio leaders and practice leaders to leverage relevant subject matter experts in support of the pursuit.

- Participates in account planning efforts for prioritized accounts.

- Engages the global leadership as appropriate and shepherds the deal through the solutioning and approval process.

- Provides discipline and rigor to the sales process as an expert on sales best practices.

- Successfully leads and aligns a complex network of stakeholders, including interaction with senior management levels at a client and/or within Concentrix, involving negotiating or influencing significant matters.

Knowledge and Expertise:

- Builds and demonstrates a very clear understanding of the target client's business and their strategic business objectives and revisits these objectives in line with the client's strategic reviews

- Builds and demonstrates a strong understanding and knowledge of BPO and Technical Services associated with their target client's industry sector.

- Develops and executes the sales strategy across all appropriate levels of the target client organization. Can develop the long-term growth strategy for Concentrix within the allocated accounts and in line with the sector and portfolio strategy.

- Leverages exceptional communication skills to speak at forums both internally and externally.

Collaboration and Coordination:

- Works closely with Portfolio Leads, Sector Leaders, and other internal teams to align sales strategies with overall business goals.

- Leverages internal resources and expertise to develop and propose high-value and profitable solutions to clients.

- Provides effective and timely transition of the client relationships to the appointed Account Executive for sold deals independently or in partnership with Enterprise Sellers

- Collaborates with Account Executives to understand the context of their respective accounts as well as with a broader sales and account management community by sharing insights, best practices, and assisting with sales-related tasks.

Reporting and Analytics:

- Monitors and reports on sales performance, tracking key metrics, and reports on progress to Sales Leaders.

- Gathers and shares client feedback and insights with internal teams to inform strategy and improve service offerings.

- Prepares and deliver regular reports and updates to Leaders on sales performance and metrics.

Professional Development:

- Stays updated on industry trends, emerging technologies, and best practices in sales management.

- Participates in training and development programs to enhance skills and knowledge.

- Actively seeks opportunities for professional growth and career advancement within the organization.

CONCENTRIX SALES COMPETENCIES:

PIPELINE MANAGEMENT & NEGOTIATION SKILLS

• effectively addresses the white spaces to build a sustainable pipeline and effectively manages it on all the stages of the sales process
• demonstrates a consultative selling approach to uncover Client's challenges and propose solutions
• negotiates a contract using a win-win approach
• proposes game-changing commercial innovations to drive the deal forward

COMMERCIAL FINANCE & ANALYTICAL ACUMEN

• able to analyze the financial drivers for the Client and optimizes revenue and margin (price negotiation, contractual clauses, etc)
• understands the financial model behind a solution and its implications for both Client and CNX

LEADERSHIP & COLLABORATION

• can lead a multi-functional team to build the best possible solution
• collaborates efficiently in a highly international and diverse environment internally and externally and builds meaningful connections

SECTOR & INDUSTRY EXPERTISE

• efficiently accumulates and develops sector knowledge
• knowledge on the industry trends and ability to see the 'next big thing'

TECHNOLOGICAL ACUMEN & DIGITAL LITERACY

• knowledge of the recent technologies and ability to implement them for the Client needs
• knowledge of the competitors' and partners' technology offers
• ability to present Technology driven proposal to the Client

Qualifications:

- Bachelor's degree in Business Administration, Marketing, or a related field with relevant experience, including responsabilities as a sales hunter and individual contributor

- Demonstrable experience of selling complex tech solutions. Knowledge of CX tech, especially Salesforce and BPO marketplace is an advantage.

- Experience interacting with and selling to senior leaders across multiple functions and lines of business, including but not limited to, CX, Operations, Technology, Finance, Sourcing, etc.

- Strong communication and interpersonal skills with the ability to build new client relationships of trust and become a trusted advisor.

- Excellent problem-solving and conflict-resolution abilities.

- Ability to analyze data and use insights to lead solution build processes and win strategy creation.

- Proficiency in using CRM systems (e.g., Salesforce) and other relevant tools.

- Self-starter and strong time management skills.

- Ability to work collaboratively within a team environment.

Location:

Language Requirements:

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