Job Description:

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Job Category

Customer Success Group

Job Details

Tableau, a Salesforce Company, is seeking a Leader to join our Enterprise Business Unit team to drive Services revenue growth from net new prospects and existing clients, while directing a team of Account Partners (aka Services Sales Executives). This role requires an understanding of Enterprise Business Unit and Verticals (such as Healthcare, Life Sciences, Banking, Wealth Management, Insurance, Retail & Wholesale, Consumer Goods, Manufacturing), experience leading and developing successful sales professionals, and carrying out a sales strategy with operational difficulty and cadence. As the Regional Services Sales Director, you will be a revenue and team leader responsible for the Tableau Services sales function within an assigned territory. Your primary responsibility will be to lead all aspects of the sales function of the Services business, which involves collaborating with the Sales team to guide Tableau customers through discovery and adoption planning discussions, reinforcing the Services value proposition, and ultimately closing Services deals. The role is responsible for management and oversight of a sales team consisting of director level and individual contributor services sellers, and ensuring excellence in sales performance through customer focus, operational execution and a passion for driving success. This includes hiring, development, retention, and management of the regional Account Partner (Services Sales) team. This role will be an active participant on theGlobal Services Leadership team, reporting to Tableau's RVP of Services Sales, AMER, with close cross-functional partnerships across Solution Engineering, Sales, Customer Success, Renewals, Marketing and Support teams to evangelize the value proposition of Tableau's Professional Services and Education offerings to customers. The position requires strategic, sound judgement, innovative thinking, and the ability to drive execution through strong leadership, the ability to build relationships, and partnering with peers across the company.

What you'll be doing...

The Director, Strategic Services Account Partner is responsible for working with customers, the Tableau Analytics account team, and Salesforce Core licenses and services teams, in growing the audience and utilization of our Analytics platform. You will work directly with customers on strategically significant opportunities to uncover how analytics are applied in their organization, and develop a perspective on how customers may build data driven cultures by growing both the size of the analytics audience and the frequency of use. You should be comfortable leading executive conversations on business objectives and challenging the status quo to inspire change in organizations. This role requires a person who proactively coordinates inputs from different teams to achieve a common outcome for Tableau and Salesforce and most importantly our customers.

Sales Responsibilities:

This role augments the sales function of the Tableau services sales team by bringing expertise in the application of Analytics to achieve business outcomes, and leverages the portfolio of Salesforce products and resources to create full platform solutions to customers' business challenges. This role is designed to create work streams that deliver immediate defined value from a customer's investment in analytics, and through this more robust engagement dramatically overachieves the services engagement present in standard license and consulting transactions.

Leadership Responsibilities:

This role will be an active participant on the Global Services Leadership team, reporting to Tableau's RVP of Services Sales, AMER, with close cross-functional partnerships across Analytics Sales, Salesforce Core Licenses and Services Sales, Solution Engineering, Customer Success, Renewals, Marketing and Support teams to develop robust plans for customers the expand the vision of what is possible within a Data Driven Culture.

Some of the things you'll be doing will include...

• Collaborate with sales leaders and Account Partners on relevant license and services opportunities and set objectives for services packages based in customer business goals


• Proactively find opportunities with account teams to expand the use of the Analytics platform through outcomes based services plans


• Lead customer facing discovery sessions and goal setting, gain alignment between customer objectives and Analytics solutions


• Develop outcome based proposals for customers and internal constituents that help all parties envision change that will be realized through the Analytics platform


• Focus on customer utilization and implementation of differentiating features of the Salesforce Analytics platform to leverage customer investments more optimally


• Work cross functionally with counterparts on Salesforce core products on the role of Analytics in the implementation of the Customer 360


• Significantly increase the scope, duration, and role of services in customer Analytics purchases


• Consistently meet quarterly and annual quota responsibility


• Collaborate delivery and engagement teams to develop processes and procedures to ensure that Services are consistently delivered within customer expectations


• Provide regular reporting of pipeline and forecast using Tableau and other tools


• Responsible for hiring and developing direct reports as needed

Who you are

• 
  Experienced. 7+ years sales management experience, with knowledge of complex, multi-vendor selling cycles, and Solution Selling into IT and business stakeholders, with proven team management responsibilities including quota ownership for direct reports


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


• 
  Leader. Outstanding leadership skills: a strong recruiter and motivator of people. Resourceful, innovative and transformational. Passionate about building great teams. High EQ and ability to lead with positive influence


• 
  Go-Getter.Highly driven individual with an execution focus and a strong sense of urgency and a belief in Tableau's mission. Entrepreneurial attitude, 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 onboard to help us continue to build one of the best companies in the world!

For Colorado-based roles: Minimum annual salary of $139,815. You may also be offered incentive compensation, bonus, restricted stock units, and benefits. More details about our company benefits can be found at the following link: https://www.getsalesforcebenefits.com/

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