• In this pivotal role, you will be responsible for driving the adoption of Salesforce solutions within Finance and Administration Agencies across the state of California

You will leverage your deep understanding of the public sector landscape, strong relationship-building skills, and proven sales acumen to identify opportunities, navigate complex procurements, and ultimately help these agencies achieve their missions through the power of the Salesforce platform

• Develop and execute a comprehensive sales strategy to penetrate and expand Salesforce's footprint within Finance and Administration Agencies agencies in the state of California
• Identify key stakeholders and decision-makers within target agencies, building and nurturing strong, long-term relationships at all levels

Understand the unique challenges and priorities of state government, and articulate the value proposition of Salesforce solutions in addressing their specific needs (e.g., constituent engagement, case management, grants management, digital transformation)

• Conduct compelling presentations and product demonstrations that clearly showcase the benefits of Salesforce to government audiences
• Manage the full sales cycle, from initial contact and qualification through proposal development, negotiation, and contract closure
• Collaborate effectively with internal teams, including Sales Engineering, Solution Architects, Marketing, and Legal, to ensure successful customer engagements
• Navigate complex government procurement processes, including RFPs and contract vehicles
• Maintain accurate and up-to-date records of all sales activities and customer interactions within Salesforce
• Stay abreast of industry trends, competitive landscape, and evolving government regulations within the assigned territory
• Achieve and exceed assigned sales quotas and performance objectives

Represent Salesforce at industry events and conferences

• Bachelor's degree from an accredited university
• Minimum of 5+ years of successful enterprise sales experience, with a proven track record of selling software solutions (preferably SaaS) to government entities
• Deep understanding of the State Government landscape in California, including key agencies, procurement processes, and political dynamics
• Strong existing network and relationships within California State Government is a significant plus
• Excellent communication, presentation, and interpersonal skills, with the ability to effectively articulate complex technical solutions to both technical and non-technical audiences
• Proven ability to manage complex sales cycles and navigate lengthy procurement processes
• Strong negotiation and closing skills
• Self-motivated, results-oriented, and able to work independently
• Excellent organizational and time management skills
• Proficiency in using CRM systems, preferably Salesforce
• Ability to travel within the assigned territory as needed
• Experience selling CRM or enterprise software solutions to the public sector
• Familiarity with government-specific compliance and security requirements

Existing relationships with key influencers and decision-makers within Utah State Government

The base pay range for this role is $155,700 to $208,300