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Services Sales Development Representative, Services Scaled GTM

Company: Salesforce.com, Inc.
Location: Seattle
Posted on: June 12, 2021

Job Description:

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category

Customer Success Group

Job Details

Tableau helps people see and understand data. Our analytics platform fuels exploration, allowing you to quickly answer questions with data and share insights across your organization. Global enterprises, early-stage startups, nonprofits, and governments all use Tableau's intuitive software to quickly transform their data into actionable insights. We are passionate about our product and our mission and we are loyal to each other and our company. We value work/life balance, efficiency, simplicity, freakishly friendly customer service, and making a difference in the world!

Job Details

The Services Sales Development Representative (SSDRs) is part of the Global Services Scaled GTM function whose mission is to help Tableau's customers achieve high adoption of our platform and return on their investment, by focussing on business development, driving market share and qualifying leads that build a pipeline of Tableau's Professional Services and Education (PS&E) offerings.

We are currently seeking a Services Sales Development Representative (SSDRs) to join our Services Scaled GTM function in the Americas. Ideal candidates should be high-energy, collaborative, driven professionals who are knowledgeable of professional services, technology and have solid business-to-business sales experience. A successful SSDR is a motivated self-starter, hungry for a challenge and can quickly pivot in an ever-changing environment. Your high energy, ability to prioritize and professional persistence will drive targeted prospecting activities into a set of assigned opportunities. Tableau offers a fast-paced, innovative environment where you will be empowered to uncover customer needs and position compelling service offerings to help customers unlock value and achieve success.

Services Sales Development Representative (SSDRs) will generate a pipeline by identifying opportunities within our customer base, working closely with license sales, articulating how our services can solve customer challenges, and enabling them to get the most out of their investment in our technology. You need to be a self-starter, take initiative, consistently meet or exceeded quota, targets and have experience closing deals less than $250K. Our goal is to build an organization of smart, ambitious Services Sales Development Representative, committed to our mission and focused on winning, but able to balance this with a respectful, healthy environment and lifestyle. At Tableau and Salesforce, integrity and reliability are as important as talent and effort.

Some of the things you'll be doing will include

  • Identifying and creating new business Qualified Leads (BQL) from the existing customer base, inbound leads/list of high-propensity to buy and target customers with Tableau PS&E offerings, to fill the top of the funnel with new BQL leads, priming those leads for Account Partners and/or progressing deals through a sales cycle to closed-won.

  • Analyze and access our Top and Focus CSM covered accounts, and jointly with Customer success leaders, prioritize target accounts, specific business development activities to generate pipelines and leads.

  • Collaborate and enable license sales teams and customers of Tableau PS&E proposition using a simple but consultative selling approach that positions Tableau Services and the Associate Account Partner as a long-term trusted advisor.

  • Create a positive and professional first impression with our internal customers, with the discovery, defining a compelling and clear vision and 'fit' for Tableau 'entry point' and 'packaged' services solutions and offers intending to generate pipelines, leads, significant success and business value from a customer's investment in Tableau.

  • Collaborate with the Account Partners, Customer Success and Services Product Teams to continuously develop a compelling proposition, client-specific solutions, by utilising industry expertise and business acumen to understand customer's motivation, business drivers, strategic goals/objectives, and desired outcomes.

  • Work with our experienced Account Partners and Account teams to develop and agree on systematic and creative programs and approach to drive and manage the pipeline including clear metrics with leading and lagging indicators lead priming such as lead ratings, lead follow up, lead handoffs, etc.

  • Forecast and achieve quarterly targets of booked, sourced and influenced opportunities and pipeline progression as well as maintain weekly metrics of qualified opportunities, worked leads and pipeline generation and sufficient coverage.

  • Overcome objections to generate quality opportunities for Tableau internal Professional Services Sales teams - Account/Senior Account Partners.

  • Maintain active engagement with new and existing leads through creative follow-up communications designed to increase Professional Services.

  • Collaborating with sales, sales ops, marketing, solution engineering, customer success and programme teams on presenting and developing accurate and regular KPIs and account forensics such as lead quality, conversion rates, services success attach rates, use cases, etc. to support continuous awareness, interest, evaluation, improvements and synergises to increase professional services pipeline and lead generation.

Who you are...

  • Experienced. 1+ year(s) in sales and/or business development, including both transactional and strategic selling (software and/or services) experience. Experience selling services preferred.

  • Customer-focused. Builds and maintains relationships with customers; shapes solutions that have a significant positive impact on their business.

  • Go-Getter. Highly driven individual with an execution focus and a strong sense of urgency and a belief in Tableau's mission. Entrepreneurial mindset, business acumen to build and grow a business from scratch is a plus. Track record of consistently delivering revenue numbers and goals while maintaining a focus on team development and growth.

  • Communicator. Excellent at influencing others, both externally and internally; ability to communicate effectively and build consensus across various functional groups to achieve goals. Encourage a transparent and healthy debate while seeking the best alternative.

  • A True Team Player. You're a leader and you know that to get the best results, you also have to be a great team player, building excellent rapport and collaboration with cross-functional teams.

  • Educated. BA/BS degree in business, accounting, finance, or quantitative degrees required.

  • You are a Recruiter! Tableau hires company builders and, in this role, you will be asked to be on the constant lookout for the best talent to bring on board to help us continue to build one of the best companies in the world!

For Colorado-based roles: Minimum annual salary of $66,755. You may also be entitled to receive incentive compensation and benefits.

Tableau is an Equal Opportunity Employer.

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Accommodations

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Posting Statement

At Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at Salesforce and explore our benefits.

Salesforce.com and Salesforce.org are Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Salesforce.com and Salesforce.org do not accept unsolicited headhunter and agency resumes. Salesforce.com and Salesforce.org will not pay any third-party agency or company that does not have a signed agreement with Salesfore.com or Salesforce.org.

Salesforce welcomes all.

Keywords: Salesforce.com, Inc., Seattle , Services Sales Development Representative, Services Scaled GTM, Other , Seattle, Washington

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