Director, Success Plan Sales Solution Engineering

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About Salesforce

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 Signature Success Plans Sales team is seeking a highly strategic, results-driven sales professional and team lead with a distinguished track record in driving significant revenue growth for specialized and emerging enterprise solutions. As a pivotal leader within our team, you will build, lead, and mentor a team of Signature Success Plans Solution Engineers, optimizing our Go-To-Market strategy and execution in collaboration with Salesforce License and Signature Success plans sales teams. This is a critical opportunity to directly influence the trajectory and success of one of Salesforce’s most strategic and rapidly expanding offerings: Signature Success Plans, which deliver Salesforce’s most proactive and personalized customer success experience.

As the Director, Signature Success Solution Engineering, your primary focus will be to lead and empower your team to drive impactful Signature Success revenue growth, cultivate advanced subject matter expertise, and significantly increase attach rates. You will guide your team in working hand-in-hand with field sales leadership and account teams in highly visible, customer-facing roles, ensuring they play an integral part in crafting and presenting compelling, executive-level use cases that demonstrate how Signature Success addresses complex customer business challenges and delivers tangible ROI.

You will be responsible for the overall performance of your team, ensuring their strategic inclusion and optimal positioning of Signature Success in enterprise-level sales opportunities and complex renewals. This leadership role holds you accountable for achieving Signature Success targets and achieving other key strategic objectives outlined in your V2MOM, all through the successful execution of your team.

Principal Responsibilities:

• Lead, manage, and grow a high-performing team of Success Plans Solution Engineers, providing mentorship, coaching, and professional development to foster their growth and success.

• Drive substantial Signature Success AOV coverage growth by partnering strategically with sales leadership and account teams to position, negotiate, and close high-value Signature Success plans.

• Develop and implement strategic plans to drive Signature Success revenue growth by optimizing team performance and sales collaboration.

• Serve as a senior subject matter expert and strategic advisor across Salesforce clouds with emphasis on CIO / Platform, guiding the team in architecting and leading the inclusion of Signature Success in complex enterprise sales opportunities and strategic renewals.

• Orchestrate the evangelization and adoption of Signature Success plans both internally across Salesforce and externally with key customers, partners, and industry forums, primarily through your team.

• Cultivate and manage high-impact collaborations with executive stakeholders across the organization, including success plan sellers, core account executives, specialist license sales, Marketing, CSG Regional Leaders, Technical Support, and Offer Management.

• Oversee and optimize team processes for qualification, solution fit assessments, pipeline progression, deal cycle participation, executive account reviews, and advanced value assessments.

• Champion product feedback and strategic recommendations to Offer Management based on deep, active field sales engagement and market insights from your team.

• Establish and enforce best practices for solution design, discovery, and value articulation within the Signature Success Solution Engineering team.

• Develop and execute Day in the Life and demo strategies tailored to multiple customer personas to showcase the value of Signature across varied use cases and business needs.

• Participate in strategic sales cycles when necessary, providing executive-level support and guidance to your team.

• Drive substantial Signature Success ACV growth by partnering strategically with sales leadership and account teams to position, negotiate, and close high-value Signature Success plans.

Required Experience:

• Degree or equivalent relevant experience required. Experience will be evaluated based on the Values & Behaviors for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)

• 10+ years of progressive customer facing experience in Technical Sales, Presales/Solution Consulting, Professional Services, or Technical Support, with a significant portion in a senior or leadership capacity.

• Demonstrated track record of strategic people leadership, consistently exceeding targets, driving significant revenue growth, and influencing executive-level stakeholders.

• Proven experience in mentoring, coaching, or leading a team of technical sales or solution professionals.

Required Skills:

• Advanced Salesforce product knowledge inclusive of Salesforce CRM, MuleSoft, Data Cloud, Tableau, or Agentforce, with the ability to articulate complex interdependencies and architectural considerations.

• Extensive background in enterprise technical sales, presales/solution consulting, or professional services, with a focus on strategic account management and complex deal closure.

• Exceptional ability to prioritize, manage multiple strategic initiatives, and perform effectively under high-pressure, fast-paced environments.

• Superior attention to detail, coupled with sophisticated analytical and complex problem-solving skills.

• Highly collaborative and consultative leadership style, with the ability to thrive and lead in a high-velocity, highly dynamic work environment.

• Deep and nuanced understanding of customer success principles, advanced solutioning approaches, and strategic considerations for enterprise customers.

• Extensive experience navigating and resolving complex, escalated customer situations within large organizations, with proven ability to gain executive-level buy-in and sponsorship.

• Profound knowledge of Salesforce features, capabilities, and advanced use cases across various industries.

• Ability to travel up to 25%.

Attributes:

• Critical thinking skills, positive attitude, and a proven ability to motivate and inspire others.

• Highly results-driven, tenacious, and fiercely driven to succeed and lead in a fast-paced, competitive environment.

• Ability to learn quickly, adapt strategically to change, and drive continuous improvement within the team.

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