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Job Category
Sales
Job Details
About Salesforce
Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we’re looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce’s core values at the heart of it all.
Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.
The Experience
Salesforce では、Account Executiveとしてチームに加わる優秀な人材を求めています。収益の増加を促進し、顧客との永続的な関係を育む上で、あなたの役割は極めて重要です。顧客エクスペリエンスに革命をもたらすという当社の取り組みは、当社のすべての活動の中心です。当社の主力イノベーションである Salesforce Data Cloud は、リアルタイム データの力を利用して Customer 360 を構築し、顧客との真にパーソナライズされたコミュニケーションによるロイヤリティを高めるエンゲージメントをあらゆる顧客接点で実現することを可能にします。
Specialist AEとは？
Salesforceの代表的な営業ポジションであるAccount Executiveは、アカウント攻略という視点で数字を最大化させるための営業スキルを学べる一方、製品のSpecialist AEでは担当するセグメントのビジネスをどうしたら成長させられるかという視点が求められるため、目の前の商談をCloseするための営業スキルを磨くことはもちろん、Generalistとしての視点でビジネスを進めていく経験ができます。Salesforceという大きな会社の中でこのような経験ができることは、これまでの営業職とは違った形で皆さんのキャリアアップに大きく貢献できるポジションとなっています。
Data Cloud AEの魅力とは？
Data Cloudはプロダクトライフサイクルにおいては今がまさに導入期のため、1つの製品で市場の導入期の立ち上げフェーズから、成長期、成熟期に向けて一貫した経験ができるという点では非常に魅力的なポジションになっております。また、成功の型が決まってないからこそ、ご自身のアイデアやプランを形にもしやすいという点でも魅力的かと思います。会社としての注目度も高く製品開発やMarketingへの投資も積極的に行われているため、もちろん責任重大なポジションではありますが、ここでの成功はみなさんのキャリア史にとって代えがたい経験となるはずです。
What You’ll Actually Be Doing
- Data Cloudの商談支援（シーンによっては商談自体をリードすることもあります）
- AE向けEnablementの企画および実行
- PipeGen、Progression目的のイベント企画および実行
- SWTTやプライベートセミナーでの登壇
- セリングに必要な事例やナレッジ、コンテンツなどのAsset作成および整備
- 担当セグメントのACV、Pipeline、PipeGenなどの数字把握および分析、課題解決のためのプランニングおよび実行
- 担当セグメントの3rd Line、2nd Line、1st Lineとのコミュニケーションおよび方針策定
Specialist AEも営業職であるためメインミッションはACVの獲得になりますが、担当セグメントの成長も同時に担っている点では商談対応以外にも様々な業務に関わっていくことになります。以下ではSpecialist AEの代表的な業務について紹介します。
CRMをより良くするための外部データ活用、また、AIに良質なアウトプットをさせるためのデータ活用というニーズは今後ますます増加することが予想されますが、導入期における現在のフェーズでは担当セグメントのあらゆるリソース (人・モノ・カネ・情報) をフル活用し、イノベーター、アーリーアダプターの開拓、リファレンスカスタマーの開拓などを能動的にアクションしていく必要があります。したがって本ポジションにおける求める人物像は以下となります。
You’re Our Person If…
- B2B/B2C向けのSaaSやクラウド領域における営業経験があること
- お客様にとってNice to Haveな製品を販売するために必要なプロセスを理解し説明できること（カタログセリングではなくソリューションセリングのプロセスを理解し説明できること）
- 分解思考で問題や課題に取り組み優先順位をつけて行動できること
- 目的達成のためにスタンスや行動を柔軟に変化していけること
- 担当セグメントのOwnerとして中長期のGrowth視点でリーダーシップを発揮できること
Even Better If…
- CDP、DWH、Data Lakeの販売経験
- プロダクトライフサイクルの導入期〜成熟期までを一貫して経験したことがある
The Experience
At Salesforce, we are looking for outstanding people to join our team as an Account Executive. Your role is critical to driving revenue growth and building lasting customer relationships. Our commitment to revolutionizing the customer experience is at the heart of everything we do. Our flagship innovation, Salesforce Data Cloud, harnesses the power of real-time data to build Customer 360 and enables loyalty-building engagement through truly personalized communication with customers at every touchpoint.
What is a Specialist AE?
The Account Executive, Salesforce’s flagship sales position, lets you learn sales skills to maximize results from an account-conquest perspective. A product Specialist AE, on the other hand, is expected to think about how to grow the business of the segment they cover. You will not only sharpen the sales skills needed to close the deals in front of you, but also gain experience driving the business with a Generalist’s perspective. Gaining this kind of experience within a large company like Salesforce makes this a position that can contribute greatly to your career advancement in a way that differs from previous sales roles.
What makes the Data Cloud AE role attractive?
Data Cloud is right now in the introduction stage of its product lifecycle, so this is a very attractive position in that, with a single product, you can gain consistent experience from the market’s introduction and launch phase through the growth and maturity phases. Also, because the formula for success has not yet been set, it is easier to turn your own ideas and plans into reality. The company’s attention on it is high, and investment in product development and Marketing is active. It is of course a position with significant responsibility, but success here should become an irreplaceable experience in your career history.
What You’ll Actually Be Doing
- Support Data Cloud deals (in some situations, you may lead the deal itself)
- Plan and execute Enablement for AEs
- Plan and execute events aimed at PipeGen and Progression
- Speak at SWTT and private seminars
- Create and maintain Assets such as case studies, knowledge, and content needed for selling
- Understand and analyze numbers such as ACV, Pipeline, and PipeGen for your segment, and plan and execute to solve issues
- Communicate and set direction with the 3rd Line, 2nd Line, and 1st Line of your segment
As a Specialist AE is also a sales role, the main mission is to win ACV, but because you are also responsible for the growth of your segment, you will be involved in a variety of tasks beyond handling deals. Below, we introduce the representative tasks of a Specialist AE.
The need to use external data to improve CRM, and to use data so that AI produces high-quality output, is expected to keep growing. In the current introduction stage, however, you need to make full use of every resource of your segment (people, goods, money, information) and proactively take action, such as developing innovators and early adopters and developing reference customers. The ideal candidate profile for this position is therefore as follows.
You’re Our Person If…
- Sales experience in the SaaS or cloud space for B2B/B2C
- Ability to understand and explain the process needed to sell products that are nice-to-have for customers (understanding and explaining the solution-selling process, not catalog selling)
- Ability to tackle problems and issues with decomposition thinking and act with prioritization
- Ability to flexibly change stance and actions to achieve objectives
- Ability to demonstrate leadership from a mid- to long-term growth perspective as the Owner of your segment
Even Better If…
- Experience selling CDP, DWH, and Data Lake
- Experience with the entire product lifecycle from introduction through maturity
Unleash Your Potential
When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.
Accommodations
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Posting Statement
Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.