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Sales
Job Details
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Peran: Direktur Penjualan Regional untuk Bisnis Enterprise dan Komersial Tableau akan memimpin para Account Executive yang bertanggung jawab atas beberapa pelanggan paling strategis kami di Indonesia. Posisi ini bertugas merumuskan strategi untuk meningkatkan pendapatan, mengidentifikasi peluang di seluruh perusahaan, serta mengelola bisnis secara efektif baik pada tingkat strategis maupun operasional.
Beberapa hasil kerja yang diharapkan meliputi:
Tanggung jawab atas target penjualan di wilayah/sektor vertikal untuk mencapai dan melampaui sasaran penjualan sambil menerapkan prinsip-prinsip Budaya Kinerja Tinggi
Secara harian, menggerakkan dan mengelola bisnis penjualan dengan ritme penutupan transaksi yang kuat secara bulanan dan triwulanan; memiliki rekam jejak pencapaian kuota dan target pendapatan yang konsisten melebihi target.
Memposisikan bisnis untuk tumbuh secara sukses melampaui target saat ini, meningkatkan pendapatan bisnis secara signifikan dari tahun ke tahun.
Memanfaatkan sumber daya tingkat eksekutif (C-suite), berkoordinasi dengan eksekutif regional, eksekutif akun, dan tim kepemimpinan internal untuk mewakili visi tunggal bagi pelanggan.
Memelihara hubungan dengan pelanggan kunci, serta mengembangkan dan menerapkan strategi untuk memperluas basis pelanggan kami
Memberikan masukan, arahan, dan bimbingan kepada staf lain di wilayah tersebut, termasuk Manajemen Mitra, Pra-Penjualan, dan Pemasaran
Menguasai produk Tableau dan Data Cloud, melakukan presentasi dan demonstrasi produk, mempromosikan Tableau sebagai perusahaan dan produknya, menegosiasikan syarat dan kontrak, serta menutup kesepakatan
Keterlibatan dan negosiasi tingkat eksekutif (C-level), strategi akun, keahlian di bidang tertentu, penjualan kepada eksekutif, pengelolaan transaksi besar serta bisnis berulang, dan kepemimpinan tim. Kemampuan untuk melakukan penjualan kepada jajaran eksekutif (C-suite) serta memiliki karisma eksekutif tingkat tinggi.
Menyusun dan melaksanakan rencana serta strategi penjualan untuk akun komersial, termasuk rencana wilayah spesifik, rencana industri, dan rencana akun pada akun dan wilayah tertentu yang telah ditetapkan,
Menyediakan perkiraan penjualan yang terperinci dan akurat (dengan tingkat akurasi ±5%) serta laporan pipeline
Memastikan proses internal diikuti, termasuk kepatuhan tim dalam melacak informasi pelanggan dan transaksi di Salesforce CRM serta proses penjualan dan operasional lainnya. Menentukan proses baru untuk meningkatkan produktivitas secara keseluruhan.
Selalu mengikuti perkembangan persaingan, isu-isu kompetitif, dan produk pesaing
Berpartisipasi dalam kegiatan pembentukan tim dan pertumbuhan perusahaan, termasuk penetapan strategi, pelatihan penjualan, upaya pemasaran, dan layanan pelanggan
Melakukan perjalanan ke lokasi pelanggan di wilayah untuk mendukung upaya penjualan
Siapa Anda...
Pengalaman: 12+ tahun pengalaman penjualan perangkat lunak perusahaan di lapangan. Pengalaman memimpin tim dalam penjualan perangkat lunak perusahaan merupakan nilai tambah.
Bidang: Business Intelligence, Analitik, Data Warehousing, Pemodelan Prediktif, atau latar belakang/pengalaman serupa merupakan nilai tambah.
Kinerja: Secara konsisten melampaui target kuota penjualan dan pendapatan di wilayah geografis yang luas.
Ahli Siklus Penjualan: Anda memiliki keahlian di tingkat transaksional dan korporat. Memiliki rekam jejak yang terbukti dalam membangun basis pelanggan yang puas, setia, dan dapat direkomendasikan. Anda tahu cara “menutup kesepakatan”.
Pekerja Keras: Bersedia bekerja ekstra dengan etos kerja yang kuat; mandiri dan kreatif. Mampu bekerja secara mandiri dengan produk teknis dan aplikasi perkantoran.
Pemimpin yang Menginspirasi & Pembangun Budaya: Anda memimpin dengan semangat, keaslian, kerendahan hati, kecerdasan emosional, dan integritas. Anda adalah pembangun tim dan budaya yang merangkul dan mencontohkan nilai-nilai budaya inti Tableau serta memiliki kesuksesan yang terbukti dalam bekerja di dalam organisasi matriks. Anda unggul dalam mengembangkan dan membina hubungan yang kuat di seluruh fungsi.
Anda adalah seorang Perekrut! Tableau merekrut pembangun perusahaan; karyawan diharapkan untuk terus mencari talenta terbaik untuk direkrut, membantu Tableau terus membangun salah satu perusahaan terbaik di dunia.
About Salesforce and Tableau: We are 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.Tableau (a Salesforce company) is a clear market leader in the Gartner Magic Quadrant for BI & Analytics. We build software that helps people see and understand data. Not only do we build world-class products, Tableau is also one of the world’s fastest growing marketable skills in the job market! And, if that isn’t enough, we are now also part of Salesforce, one of the largest software groups in the world. Tableau is as much a philosophy as an amazing suite of tools. We enable people to transform data into something visual and understandable, enabling people to make important decisions based on those insights. If you are passionate about technology, but also care deeply about doing something meaningful, Tableau is the place for you.
Role: The Regional Sales Director for Tableau’s Enterprise and Commercial Business will lead Account Executives responsible for some of our most strategic customers in Indonesia. The position is responsible for defining strategies for growing revenue, identifying enterprise-wide opportunities, and successfully managing at both the strategic and operational level.
Some of the deliverables include:
- Quota responsibility for the region/vertical to meet and exceed sales goals while executing on lines of High Performance Culture
- Day-to-day, driving and managing a sales business with a strong cadence of deal closure on a monthly and quarterly basis; track record of consistent over-achievement of quota and revenue goals.
- Position the business to grow successfully beyond its current targets, increasing the revenue of the business significantly year on year.
- Utilise C-suite level resources, aligned with regional executives, account executives and internal leadership teams to help represent a single vision for the customers.
- Maintain key customer relationships, and develop and implement strategies for expanding our customer base
- Provide input, direction, and guidance to other staff in the region including Partner Management, Pre-Sales and Marketing
- Master Tableau’s products and Data Cloud, conduct presentations and demonstrations with the product, evangelize Tableau as a company and its products, negotiating terms and contracts, and close deals
- C-level engagement and negotiation, account strategy, domain expertise, executive selling, large deal management as well as run rate business, and team leadership. Ability to sell to C-suite and possessing high-level executive presence.
- Define and execute sales plans and strategies for commercial accounts, including specific territory plans, industry plans, account plans in defined named accounts and territories,
- Provide detailed and accurate sales forecasting (+- 5% accuracy) and pipeline reports
- Ensure internal processes are followed, including team’s adherence to tracking customer and transactional information in Salesforce CRM and other sales and operational processes. Define new processes to increase overall productivity.
- Keep abreast of competition, competitive issues and products
- Participate in team building and company growth activities including strategy setting, sales training, marketing efforts and customer care
- Travel to customer locations in territory to support sales efforts
Who you are...
- Experienced: 12+ years of field Enterprise software sales experience. Team leadership experience in Enterprise software sales is a plus.
- Domain: Business Intelligence, Analytics, Data Warehousing, Predictive Modelling or similar background/experience is a plus.
- Performer: Consistent overachievement of sales quota and revenue goals in a large geographic territory.
- Sales Cycle Expert: You have expertise at the transactional and Enterprise levels. Proven track record of building satisfied, loyal, and referenceable customers. You know how to “drive a deal”.
- Go-Getter: Willing to go the extra mile with a strong work ethic; self-directed and resourceful. Ability to work autonomously with technical products and office applications.
- Inspirational Leader & Culture Builder.: You lead with passion, authenticity, humility, emotional intelligence and integrity. You are a team and culture builder who embraces and exemplifies Tableau’s core cultural values and possesses proven success working within a matrixed organization. You excel at developing and cultivating strong relationships across all functions.
- You are a Recruiter! Tableau hires company builders; employees are expected to be on the constant lookout for the best talent to bring onboard, helping Tableau continue to build one of the best companies in the world.
*LI-Y #LI-JAK
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.
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