Account Executive, Alliances

Summary

Join Sprout Social's Revenue Partnerships team as an Account Executive, Alliance Integrations! Strategically manage and expand a portfolio of enterprise accounts, focusing on driving adoption and revenue growth through Sprout Social's Salesforce Service Cloud integration. Cultivate strong relationships to identify and close expansion and upsell opportunities. Exceed sales targets by proactively identifying and developing complex sales opportunities. Build influential relationships across assigned accounts, engaging with executive leadership and key end-users. Collaborate with account teams to ensure comprehensive account growth and drive outbound pipeline generation. Independently manage the full sales cycle, leveraging expertise in Salesforce integration use cases and technical specifications. Maintain accurate forecasting and actively leverage your network to generate new business opportunities. Analyze account data to identify key trends and communicate them effectively. Champion high levels of partner and customer satisfaction. Strategically identify key Salesforce partners for collaboration.

Requirements

• 4 years of closing experience in SaaS sales
• 2+ years working within the Salesforce Partner ecosystem as or with an ISV partner, with System Implementation partners, or both
• Understanding and familiarity with Salesforce Service Cloud
• Proven success selling/cross-selling to large enterprise organizations (5,000+ global employees)
• Track record of achieving quota and activity goals
• Experience working closely with cross-functional teams and individuals
• Ability to manage a large number of prospective accounts and identify problems, opportunities and consultatively provide solutions for each of them

Responsibilities

• Proactively identify, develop, and close complex sales opportunities for the Salesforce Service Cloud integration within your existing enterprise customer base
• Take ownership of your sales performance, consistently exceeding activity targets for prospecting and meetings to build a robust and predictable pipeline that ensures consistent quota attainment
• Establish deep and influential relationships across your assigned accounts through effective multi-threading, engaging with executive leadership (VP-level and above) as well as key end-users.  Engagement will include both key customer and Salesforce relationships to create a cohesive and effective co-selling motion
• Expertly identify new and strategic Service Cloud integration opportunities and collaborate closely with core account teams to ensure comprehensive account growth
• Drive outbound pipeline generation through strategic networking, targeted cold outreach, and proactive prospecting within current Sprout Social customers and new, aligned target accounts
• Independently manage the full sales cycle for Salesforce integration opportunities, encompassing lead generation, sophisticated deal strategy, value-based pricing and packaging, and effective deal closure
• Serve as a subject matter expert, empowering and enabling the broader account team with comprehensive knowledge of Salesforce integration use cases and technical specifications
• Maintain meticulous and accurate account and opportunity forecasting within CRM
• Actively leverage your professional network to generate new business opportunities through our Salesforce partnership
• Analyze account data to identify key trends and insights, effectively communicating these both internally and externally to drive strategic action
• Champion and ensure the highest levels of partner and customer satisfaction throughout the engagement lifecycle
• Strategically identify key Salesforce partners for collaboration, working with the Alliances & Channels team to enable them to effectively promote Sprout Social to their relevant customer base

Preferred Qualifications

• Experience building relationships, presenting and selling to senior level decision makers across multiple functions
• Experience working with internal partners and cross-functional stakeholders to increase deal momentum and exceed both prospects and customers expectations
• Experience working in a “co-selling” environment
• Ability to handle customer conversations at all levels, including negotiations, and excellent verbal, written, and presentation skills
• Self-directed and proactive approach to work - adept at working in highly-dynamic environments

Benefits

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program and  employee-led diversity, equity and inclusion initiatives
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful, convenient and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting
• Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter
• In the United States, we have two geographic pay zones. This role’s expected On Target Earnings (“OTE”) for new hires in each zone are: Zone 1 (New York, California, Washington): $176,000 (min), $220,000 (mid), $242,000 (max) USD annually Zone 2 (All other US states): $160,000 (min), $200,000 (mid), $220,000 (max) USD annually
• OTE is governed by an incentive plan. It is the sum of a fixed base salary plus incentives at target performance. Incentive compensation will vary based on performance. The incentive plan is uncapped
• The listed ranges represent the full earning potential in this position. Starting salaries for well-qualified new hires are typically around the midpoint of the range. These ranges were determined by a market-based compensation approach; we used data from trusted third-party compensation sources to set equitable, consistent, and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed
• OTE is only one element of an employee's total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan
• Employees (and their dependents) are covered by medical, dental, vision, basic life, accidental death, and dismemberment insurance, and Modern Health (a wellness benefit)
• Employees are able to enroll in Sprout’s company’s 401k plan, in which Sprout will match 50% of your contributions up to 6% with a maximum contribution
• Sprout offers “Flexible Paid Time Off” and ten paid holidays