Account Executive, Alliance Integrations (Salesforce)

Description

Sprout Social is looking to hire an Account Executive, Alliance Integrations to the Revenue Partnerships team.

About Alliance Integrations

Sprout Social and Salesforce have closely partnered since 2022 and we are proud to be Salesforce’s preferred social media management solution.  Together, we’ve contemplated and delivered how to bring the best of Sprout into the flow of work in Salesforce. With Sprout’s Service Cloud integration, customer and social data come together to:

• Break down organizational silos
• Give the full omni-channel C360 view of a customer
• Centralize insights to support fast decision making
• And build loyalty while moving at the speed of social

Our Agentforce integration empowers human agents to be more efficient and empathetic with their customers -- with instant access to the full picture of a customer's interactions across all channels.  These integrations are a competitive differentiator for Sprout and represent a significant opportunity to deliver tremendous value to our customers as well as growth to our business.   Sprout will continue to invest in powerful integrations to Salesforce as well as those to new alliance and channel partners. 

Why join Sprout’s Alliances & Channels team?

Sprout’s alliance partnerships are essential to running and scaling the business. Joining our Alliances & Channels team is an opportunity to accelerate your career.  We’re a winning team selling the leading social media management platform for businesses.   You’ll be at the forefront of amplifying our brand in the marketplace, with high visibility and impact to our growth. As part of this team, you’ll work alongside some of the sharpest minds in the industry and with some of the biggest brands in the world ​​including DoorDash, General Mills, Trello, Make-a-wish Foundation, Edelman, and Blue Cross Blue Shield. And the real kicker? You get to design your own career and follow the path that’s best for you. Wherever you want to go, we’re committed to helping you get there.

What you’ll do

As a seasoned Account Executive specializing in Alliance Integrations, you will strategically manage and expand an assigned portfolio of enterprise accounts, with an initial focus on driving adoption and revenue growth through Sprout Social’s Salesforce Service Cloud integration. You will cultivate and leverage strong, multi-level relationships within these accounts to identify and close significant expansion and upsell opportunities, directly contributing to and exceeding established sales targets.

Your key responsibilities will include:

• 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.

What you’ll bring

Sprout Social is looking for a highly driven and tech-savvy Account Executive with strong business acumen to join our expanding Large Enterprise sales team. Ideally, you will be equally driven by a customer-centric mentality as well as a desire to find and close new business.

You are an experienced Account Executive, looking to join a global team of subject matter experts and trusted advisors.  You also have experience in alliances and partnerships, understanding how to align and co-sell for the benefit of the customer.  In this role, you’ll be tasked with prospecting and growing a pipeline of sales targets while building and maintaining external relationships with key decision makers from the customer and partner ecosystem alike. You have experience working within an account team and collaborating to help increase revenue through cross-sell, upsell and renewal opportunities. 

The minimum qualifications for this role include:

• 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.

Preferred qualifications for this role include:

• 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.

How you’ll grow

Within 1 Month, you will…

• Complete Sprout Social’s new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization.
• Partner with your leader to understand the strategic vision for the Salesforce partnership.
• Partner with your leadership team to define key success metrics for your role and how you will measure against them.
• Dive right into our platform to learn about what makes our platform unique, how our solution impacts business objectives and why customers love our solutions.
• Learn Sprout’s go-to-market messaging, key differentiators, develop and personalize value propositions specific to Sprout’s Salesforce partnership and Service Cloud integration. 
• Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field.
• Acclimate yourself with the day-to-day responsibilities of the Sales Team to learn sales strategy and effective Sprout positioning by shadowing team members, listening to recorded customer calls on Gong, and working closely with our dedicated Business Operations Manager.

Within 3 months, you’ll start hitting your stride by:

• Prioritizing your book of business, identify key stakeholders using Sprout account teams and Salesforce AEs and resources, and begin building relationships with key strategic stakeholders.
• Understanding the language of all your customers and where we can expand our offerings by expansion into new business units or increasing utilization of our platform with existing customers.
• Owning your numbers - consistently meet and exceed your activity goals to build a fruitful pipeline that will provide consistent quota attainment after ramp.
• Conducting active research leveraging all available tools and data sources to understand your customers’ brand, culture, KPIs, partners, and success metrics so you can add value throughout your interactions and become a trusted advisor.
• Gaining a solid understanding of your customer’s internal transitions and mitigate the risk of customer churn.
• Learning the technical ins and outs of our Service Cloud integration and how it enhances the agent workflow in Service Cloud. 
• Ensuring seamless handoffs to appropriate team members on opportunities where the integration is not in play.

Within 6 months, you’ll be making a clear impact by:

• Building solid relationships at the VP and/or C-Level with existing customers within your “book of business". 
• Building strong internal relationships with your peers, customer success, professional services, solutions engineering, our legal partners and others who will take part in your deal cycles. You will have a deep understanding of each team’s partnership expectations and service level agreement.
• Building 4X your monthly quota target of sourced integration pipeline.
• Becoming an expert in positioning our integration to a Customer Service / Customer Care buyer, including the business value story and speaking eloquently about our success stories and case studies.
• Becoming an expert in the technical nuances of the Service Cloud integration and how it helps customers realize their full potential and accomplish their goals.
• Consistently achieve your monthly and quarterly revenue targets.

Within 12 months, you’ll make this role your own by:

• Consistently meet and exceed monthly activity, pipeline and new business metrics.
• Obtaining and acting upon team, peer, partner and leadership feedback
• Step up as a peer leader to share best practices across the organization and help others grow from your experiences.
• Focus on retention of all clients and identify opportunities for upsell and expansion for continued growth through account management activity, and reporting.

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

• 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. We have outlined the various components to an employee’s full compensation package here to help you to understand our total rewards package.

Sprout Social is proud to be an Equal Opportunity Employer. We do not discriminate based on identity- race, color, religion, national origin or ancestry, sex (including sexual identity), age, physical or mental disability, pregnancy, veteran or military status, unfavorable discharge from military service, genetic information, sexual orientation, marital status, order of protection status, citizenship status, arrest record or expunged or sealed convictions, or any other legally recognized protected basis under federal, state, or local law. Because Sprout Social is a federal contractor, we affirmatively recruit individuals with a disability and protected veterans. Learn more about our commitment to diversity, equity and inclusion in our latest DEI Report.

If you need a reasonable accommodation for any part of the employment process, please contact us by email at accommodations@sproutsocial.com and let us know the nature of your request and your contact information. We'll do all we can to ensure you're set up for success during our interview process while upholding your privacy, including requests for accommodation. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

For more information about our commitment to equal employment opportunity, please click here (1) Equal Opportunity Employment Poster and (2) Sprout Social's Affirmative Action Statement. 

When you apply for employment with Sprout Social, we will process your job applicant data, including your employment and education history, transcript, writing samples, and references as necessary to consider your job application for open positions. Your personal data will be shared with Greenhouse Software, Inc., and Crosschq, Inc., cloud services providers located in the United States of America and engaged by Sprout Social to help manage its recruitment and hiring process on Controller’s behalf. Accordingly, if you are located outside of the United States, by clicking “Submit Application” on this site, you consent to the transfer of your personal data to the United States. For more information about our privacy practices please visit our Privacy Policy. California residents have additional rights and should review the Additional Disclosures for California Residents section in our Privacy Policy.

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law. 

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