AVP, Sales Financial Services

Head Of Financial Services Sales

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The Head Of Financial Services Sales will lead the business vertical for Germany, reporting directly to the SVP Sales. This leader will create an organization recognized for high-growth, long-term sustainable success and its commitment to Salesforce values: Trust, Customer Success, Innovation, Equality and Sustainability.

Key outcomes for the new leader:

• Maintain and improve the year-on-year growth % across the region and the FSI vertical
• Position Salesforce as the #1 platform for customers to achieve customer success, fostering the adoption of Salesforce
• Align and coordinate product, customer success, and services teams to deliver incredible success for our customers
• Build a sales organization recognized for its ability to attract and retain the most talented individuals in our FSI industry
• Drive long-term employee success with a focus on coaching, development, and building high-performance teams
• Use and scale best practices from across the regional organizations

Core responsibilities:

• Analyzing and understanding the total addressable market (TAM) for the FSI vertical
• Defining a clear and compelling growth strategy and revenue plan
• Translating business objectives into specific goals for the given area
• Driving a culture of strong execution and operational excellence
• Growing the business across new enterprise accounts, expanding existing ones and ensuring high retention rates on existing accounts
• Managing the Sales teams to help drive and close strategic/complex deals in the respective FSI verticals
• Prioritizing and helping direct reports to prioritize effectively
• Providing strategic direction and focus to the Sales teams
• Identifying new business opportunities in the industry verticals and driving expansion into them
• Identifying and managing new business channels, partnerships and routes to market
• Utilizing internal and external C-level resources to build a compelling, consistent vision for our customers
• Engaging functionally across the German business (Account Management Marketing, Solution Engineering, Customer Success, Sales Strategy, Finance, Employee Success, Recruiting) to fully utilize resources for the vertical
• Continue growing and managing a team of high performers, developing the next generation of talent at Salesforce, and building a balanced team

The candidate:

• A world-class sales leader with a proven track record, inspiring and motivating a complex, matrixed sales organization recognized for its culture, as well as its results.
• Strong analytical skills with a proven ability to break down the complex examples of inspiring new and existing customers to commit to a journey of transformation, utilizing technology as a platform.
• Many years experience in managing on a day-to-day basis a sales business with a strong cadence of deal closure on a monthly and quarterly basis; track record of consistent overachievement of quota and revenue goals.
• Many years of strategic sales experience and revenue achievement selling multiple enterprise software offerings, while building satisfied, loyal and reference-able customers.
• Significant experience in enterprise software sales (ideally in CRM, Marketing, Commerce or Service); ability to genuinely 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, and data analysis skills; operations management experience.
• C-level engagement and negotiation, account strategy, FSI domain expertise, executive selling, large deal management and team leadership.

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