Enterprise Account Executive – Defence Partner Sales

Overview of the Role

The OSP (Outsource Service Providers) Account Executive manages a defined territory of current and prospective OSP customers within the Defence sector across the UK and Ireland. This quota‑carrying role sits within the Channels & Offerings function of UKI Ecosystems, reporting to the Channels & Offerings Regional Vice President, and offers the opportunity to lead Salesforce’s Agentic AI revolution while driving meaningful year‑on‑year revenue growth.

Responsibilities

• Partner with existing and new OSPs to design, build and scale industry‑specific solutions with a focus on Agentic AI and market penetration, driving flawless collaboration across sales, marketing, enablement, alliances, partners and customers
• Identify and develop new business opportunities across the territory, growing existing accounts and executing marketing initiatives to accelerate Salesforce’s market‑leading position in Agentic AI and Digital Labour across front, middle and back office
• Build and maintain strategic customer relationships, partnering with OSP Customer and End‑Client Account Executives to deliver the customer engagement strategy, and create compelling customer success stories with the OSP business development function and wider ecosystem
• Operate within a robust operational framework, providing accurate sales forecasts, managing targets and reporting, and driving continuous improvement to the OSP channel and go‑to‑market strategy through win/loss analysis and customer feedback

Required Qualifications

• Extensive sales experience, ideally combining software sales (B2B SaaS) and services sales (BPO, Managed Services or Consulting), with a track record of revenue achievement across multiple enterprise software offerings
• Proven experience working within a matrixed organisation, building effective relationships across functions including Marketing, Sales Strategy, Finance and Recruiting to achieve results
• Advanced strategic, operational and analytical capabilities with experience managing complex enterprise sales cycles
• Ability to collaborate effectively in virtual and in‑person teams to solve problems with colleagues, partners and customers

Preferred Qualifications

• Direct experience with Salesforce and the Salesforce Ecosystem, including Salesforce Certifications
• Consultative or challenger sales skills, with the ability to construct and present a clear business case, return on investment analysis and strategic account plan
• Knowledge of BPO, BPaaS or Managed Service Provider models in a professional services or commercial sales capacity
• Comfortable managing a varied and fast‑paced workload with a high degree of autonomy

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