Director, EMEA OSP Sales

2 days ago

London, United Kingdom Salesforce Full time

Job Category: Sales

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.

Director, EMEA, OSP Sales

Our headcount demand is always changing as we grow; some of the locations listed here may or may not have an immediate opening at the time of your application.

Role Description

The EMEA OSP (Outsource Service Providers) Director role will lead the sales team and be accountable for creating an organization recognized for its strong Salesforce culture, commitment to Salesforce values, and ability to maintain agreed year-on-year growth targets. The Director will lead the existing (and TBH) EMEA Sales ADs and drive net new growth for the OSP business across the EMEA organization for Salesforce. The role will report to the RVP (Regional Vice President) International OSP.

Key Impacts

  • Create, develop and scale OSP specific solutions with a focus on industry requirements & geo/whitespace penetration.
  • Define and execute the end-to-end vision for this exciting growth channel for Salesforce working with core sales, marketing, enablement, alliances, partners, and customers.
  • Represent and evangelize OSP within Salesforce as well as with global partners, strategic customers, Dreamforce and industry forums.
  • Build and expand a team recognized for its ability to embody the Salesforce culture and values of Trust, Customer Success, Innovation & Equality, and Sustainability.
  • Achieve an agreed-upon ambitious target for annual growth in revenue and bookings.
  • Reach operational and strategic objectives to expand the OSP blueprint to new Countries.
  • Forge and maintain key strategic internal & external relationships.
  • Ensure the framework is in place in the sales organization to support and drive continued growth.

Core Responsibilities

  • Building the vision, targets and EMEA go-to-market strategy and lead the execution for OSP - including definition and documentation of the OSP program playbook, including account types, comp structure, engagement models etc.
  • Providing strategic direction and focus for OSP sales & shared services teams, for both long and short term results.
  • Translating business objectives into specific goals for the given area.
  • Leading sales team to help drive and close strategic/complex deals.
  • Providing detailed and accurate sales forecasts.
  • Identifying and handling new business opportunities and routes to market.
  • Defining a team culture focused on diversity, equality and inclusion.
  • Driving a culture of strong execution orientation developing new accounts, expanding existing ones and fostering continuous process improvements and innovation initiatives.
  • Engaging functionally across the business (Marketing, Sales Strategy, Finance, Employee Success, Recruiting) to build trust and alignment.

Minimum Requirements:

  • 10+ years in software and/or applications sales (ideally in a CRM, ERP and/or B2B software company), selling primarily to the CxO level.
  • Strategic commercial & enterprise sales experience and revenue achievement selling multiple enterprise software offerings.
  • Strong track record of recruiting, developing and retaining a successful enterprise sales organization.
  • Strategic sales experience and revenue achievement selling multiple enterprise software offerings, while building satisfied and loyal customers.
  • Proven success working within a highly matrixed organization and establishing strong relationships across all functions to achieve results.
  • Strong operational and analytical abilities.
  • Ability to work in (virtual) teams working together to solve problems with colleagues, partners and customers.
  • Willing and able to travel occasionally 50%.

Preferred, but not required:

  • 1st line leadership experience leading teams in strategic sales.
  • Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.).
  • Salesforce Certifications.
  • Experience selling cloud based enterprise applications is strongly preferred.
  • Consultative sales skills and ability to construct and articulate strong business case and ROI, strategic account planning and execution skills.
  • Sustainability domain expertise with specific knowledge of sustainability and environmental regulation.
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