Salesforce Business Development Executive

A Salesforce Business Development Executive (BDE) at Kenway Consulting has a key role focused on driving growth within our Salesforce practice. The BDE is primarily tasked with nurturing existing and developing new relationships with contacts in the ecosystem, as well as adding new Salesforce-focused logos to Kenway’s client portfolio. In addition, the BDE collaborates with our Salesforce Practice Leadership and Client Delivery (CD) Vertical Directors to define and execute strategies to grow enterprise clients within the Salesforce domain. By leveraging the expertise of Salesforce offerings and an understanding of industry trends, the BDE will optimize our business development efforts, ensuring the alignment of messaging and strategies across all client and prospect engagements. BDEs are expected to collaborate cross-organizationally to stay informed about emerging trends and insights, ultimately driving overall growth.

Core Traits We Are Seeking:

• Entrepreneurship, you have a passion for helping clients, peers, the organization and yourself with a continuous hunger to learn. Tenacity, you enjoy driving through ambiguity, bringing clarity and consensus, and driving key decisions.
• Communication, you are clear, concise, and articulate when using written and verbal channels. You are adept at communicating quickly and effectively, whether the message is good or bad.
• Aptitude, you climb steep learning curves quickly and can nimbly transition from project to project without skipping a beat.
• Integrity, you are comfortable doing what is right for the project even when doing so may not be well received across all stakeholders.
• Growth Mindset, you proactively develop core skills independently and with the help of others.

Responsibilities:

• General
• Be purposeful about planning and balancing time between client, prospect, and other to strike the optimal balance of capitalizing on Kenway’s best opportunities for short term growth and long-term pipeline replenishment.
• In all business development environments, the expectation of BDEs is to be an expert in Challenger methodology and a leader / coach of the Challenger methodology.
• Proactively provide feedback when sales meetings can be improved
• Proactively prepare and provide agenda for meetings attended
• Collaborate with CD Vertical Director to ensure targeting (prospect and client) goals and means are regularly revisited and discussed at industry vertical meetings
• Collaborate with CD Vertical Director to optimize the effectiveness and efficiency of industry vertical and enterprise client account meetings

• Salesforce Prospecting
• Develop and master a personal elevator pitch that naturally shares Kenway’s unique value proposition and coach others to do the same
• Build Kenway’s brand as both a Salesforce Partner and a well-rounded technology consulting firm whose expertise extends beyond the Salesforce ecosystem.
• Understand Kenway’s complementary practices, learning when and how to speak about and incorporate their expertise.
• Collaborate with Salesforce AEs to help identify opportunities that fit well with Kenway’s value proposition.
• Nurture and expand Kenway’s network by maintaining a strong, visible presence within the Salesforce ecosystem and other target markets, while actively and consistently engaging with Salesforce sellers, success managers, clients, and partners.
• Utilize referrals and warm introductions effectively within the Salesforce community and coach others to do the same
• Stay updated on Kenway’s Salesforce Marketing content and practice thought leadership, leveraging it in social media (e.g., LinkedIn) and personal business development interactions, and coach others to do the same
• Engage Salesforce Practice Leadership and junior Kenway resources in business development interactions to maximize help for prospects and develop Kenway employees
• Own the process of setting personal growth targets, both based on existing relationships/network and in alignment with Salesforce practice goals

• Account Growth
• Gain in-depth knowledge of the inner workings of our Salesforce clients to enable you to be ‘on the inside’
• Ensure Kenway’s Salesforce Marketing content and Practice thought leadership is shared meaningfully in client networking and opportunity pursuits
• Ensure messaging and insights from new logo prospecting are shared and leveraged within client networking and business development enablement forums
• Ensure that targeting within enterprise clients is accounted for in Kenway’s vertical account planning for the Salesforce practice
• Bring “hunting” and “Challenger” skills to enterprise clients to assist CD Vertical Directors with target pursuits
• Collaborate with CEO, COO, CFO, and BD Lead in the annual revenue forecasting process for “blue sky” growth opportunities within the Salesforce practice
• Collaborate with CD Vertical Director and/or Practice Leadership in annual industry and client account planning for Salesforce
• Articulate high-level value propositions from other practices to foster natural introductions and expand client opportunities.
• Identify repeatable frameworks within inside sales and sales operations on which junior resources interested in BD can be trained to take these activities off the plates of BDEs and other senior resources
• Create and foster a shared sense of accountability for Kenway’s overall growth by aligning to a specific industry vertical, while leveraging Salesforce expertise as part of a broader, holistic business development strategy.
• Collaborate across teams to drive new opportunities and meet 2025 growth objectives for both the assigned vertical and Kenway at large.

• Salesforce Practice Leadership
• Stay current on Salesforce products, partner offerings, and industry trends, proactively recommending new ways to align Kenway’s capabilities with evolving client and market demands.
• Collaborate with Salesforce Practice leads by highlighting trends, ways of working, and common practices in the Salesforce ecosystem to help inform decision making and shape strategy.
• Act as first point of contact between Salesforce contacts and Kenway.
• Identify gaps in current collateral and support optimization or net new collateral creation and improvement to further Salesforce BD enablement
• Develop and maintain a standardized Kenway Salesforce deck for consistent use in the selling motion, enhancing it with new collateral such as accelerators, estimates, and targeted cloud-specific expertise to showcase the practice’s value proposition and specialized capabilities.
• Ensure the innovation we bring to Salesforce clients is shared with Practices, Marketing, and other BDEs to capitalize on opportunities to solve similar problems at other clients and prospects
• Assess past involvement in various Salesforce conferences and provide recommendations for future involvement in BD and networking, including events such as Dreamforce, Salesforce World Tours, and Salesforce Connections
• Identify new Salesforce-specific forums that Kenway should explore for potential involvement
• Employ “professional persistence” to hold the Salesforce practice accountable for activities and deliverables

Requirements:

• Minimum 5 years’ experience in the Salesforce ecosystem
• Consulting background strongly desired
• In-depth knowledge of Salesforce product offerings.
• Salesforce certifications preferred.
• Team player who builds trust-based relationships and works cooperatively
• Results-oriented with high levels of initiative and drive
• Self-confident with the ability to maintain composure in high-pressure environments

What We Offer Our Employees

• The ability to chart your individual career path based on your expertise and passions
• An environment that encourages you to identify new opportunities and the support to make it happen
• An emphasis on quality of life that is highly accommodating and unparalleled in the industry, with no mandatory travel for client work
• The opportunity to build and be part of a fun and collaborative organization with teams that are passionate about their clients
• Culture-driven employees who work together to identify clients, technologies, and people in support of our ambitious growth targets
• Leadership opportunities early and often in your career, no matter your tenure
• Participation in internal operations, giving you a chance to help in your area of interest – such as Manufacturing, Human Resources, Sales, or Technology – and make a real impact
• Exceptional benefits and an above-market compensation package, including unlimited PTO, quarterly and annual bonuses, a SEP-IRA to which we contribute 25% of every employee’s total compensation, medical, dental, vision, LTD & STD

Kenway Consulting is a management and technology consulting firm whose entire reason for existence is to help companies and its employees. Founded in 2004 on the principles of being good and being truthful, Kenway’s set of Guiding Principles steer each employee’s decision-making process and center on integrity, quality, value and respect. The company focuses on the means and not the outcomes, always in line with these Guiding Principles, and always with integrity as its cornerstone. Kenway strives to provide all clients with unmatched quality, offering holistic solutions through a wide range of focus areas, combining broad services with deep expertise.