Head of Sales Salesforce Services
Silverline Company Overview:
As part of Mphasis, Silverline tailors digital transformation solutions to meet your specific needs by leveraging insights acquired through 10+ years in the business. We’ve completed thousands of Salesforce engagements informed by real-world expertise gained across Media and Entertainment, Financial Services and Healthcare industries. From strategic planning and implementation to managed services, we guide clients through every phase of their journey, enabling continuous value with the Salesforce platform. We also offer CalendarAnything, a popular scheduling application on the AppExchange, as well as industry-proven accelerators
Silverline Value Proposition:
Silverline employees are a diverse group of global professionals who are passionate about creating rewarding experiences for our teams, our clients, and the world we live in. Silverline's culture of collaboration, inclusion, and career growth plays a vital role in our success. Come be a part of our team and join the fun!
Role Overview
Silverline is looking for a highly motivated, performance driven Head of Sales to generate business at new accounts, grow existing clients for our Salesforce practice as well as leading the team of Sales Directors
Primary Responsibilities:
● Formulating, nurturing, and driving relationships with Salesforce Account Executives and other key partners to build pipeline, collaboratively run deal cycles and close business with new clients
● Identifying and developing key client acquisition strategies for specific prospects and market segments working closely with our industry practice leaders
● Developing, strategizing, and executing pursuit and account plans in collaboration with the Silverline industry and services teams
● Creating a compelling vision and clearly communicating to and educating prospects and clients on the value of the Salesforce platform and our point of view on how it applies to their business needs
● Partnering with our Solution Architects and Subvertical Leads to transform the client’s needs into a defined solution and scope that clearly outline benefits, objectives and goals, and provides Client a roadmap for meeting their goals
● Building relationships and trust with Clients, Prospects, Salesforce and Silverline team members
● Handles objection with tact and thinks creatively to overcome obstacles
● Owning the entire sales process end to end including creating and managing approach/discussion documents, statements of work, and contracts
● Consistently adhere to and drive the fundamentals of Silverline’s sales and marketing processes, including maintaining data accuracy, timely and accurate forecasting, active pipeline management, generation of win stories, and support for CSAT surveys
● Forecast accurately and timely, build a pipeline and progress opportunities while aligning with project teams for staffing needs
● Form a strong relationship with the project team leaders that are instrumental to our client’s success
● Be a recognized role model for collaboration across Silverline and Salesforce
● Sales Team Portfolio Oversight and Management
● Ensure healthy cross-functional team culture
● Ensure alignment with Salesforce and other Silverline partners
● Develop deep rooted relationships with our clients
Required Experience & Qualifications:
● 10+ years experience in services sales and/or channel partner sales
● 5+ years of selling Salesforce solutions
● Proven track record of sales excellence
● Demonstrated success helping clients make sense of what they’re investing in, using a creative and innovative approach
● Have a passion for excellence and exceeding expectations
● Leading teams through complex solution sales
● Strong communication and persuasion skills
● Experience working with Salesforce required
● Familiarity with MEDDPIC, Miller Heiman , GAP Selling, or similar sales methodology
● Experience selling at the “C” level
● Organized and methodical; strong prioritization and negotiation skills
● Ability to travel as needed (approximately 30%)
● Thrives in a high energy and fast paced environment
● Have a sense of urgency with strong organizational and follow-up skills
● Experience driving a strategic motion, including value propositions, execution planning, teaming and outcomes based engagements
● Ability to provide relevant professional references upon request
EEO & Pay transparency Statement: Silverline provides equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, pregnancy, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law
Skills
PRIMARY COMPETENCY : Sales PRIMARY SKILL : Sales Operations PRIMARY SKILL PERCENTAGE : 0
Equal opportunity Employer:
Mphasis is an equal opportunity/affirmative action employer. We provide equal employment opportunities to applicants and existing associates and evaluate qualified candidates without regard to race, gender, national origin, ancestry, age, color, religious creed, marital status, genetic information, sexual orientation, gender identity, gender expression, sex (including pregnancy, breast feeding and related medical conditions), mental or physical disability, medical conditions military and veteran status or any other status or condition protected by applicable federal, state, or local laws, governmental regulations and executive orders.