Reference #: JR300899
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Job CategorySales
Job Details
About Salesforce
We're 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.
The Industry Advisor team is a growing part of the Industrial, Consumer, and Energy team. Our primary role is to accelerate Salesforce growth by establishing industry credibility, best practice and thought leadership in the industries we serve. Our deep industry experience, elevated points of view and non-sales "advisor" approach is the secret sauce for Salesforce's distribution teams. We are the closest thing Salesforce has to a customer internally and we consistently bring an industry lens to everything we do, ensuring Salesforce is seen as a thought leader, strategic partner and trusted subject matter expert in the industries we support.
Role Description
We are seeking a dynamic leader to join our Advisory team as the Industry Advisor Director for Manufacturing. In this role, you will collaborate with customers and a number of cross-functional groups within Salesforce. Your responsibilities will include developing a strong point of view, supporting strategy for manufacturing, staying abreast of industry trends, and identifying the best opportunities for Salesforce growth in the industry. Additionally, you will engage with customers, collaborate with field leadership teams on strategic customer engagements, approaches, industry events, and localized initiatives. As an advisor to C-level executives at customers, your role will involve ensuring that we effectively listen to the voice of the customer and build lasting partnerships.
The ideal candidate will have experience across multiple roles within manufacturing. Specifically experience in customer experience, commercial excellence, channel management, service, field service, aftermarket programs, assets and artificial intelligence would be desired. Furthermore, you should have a comprehensive knowledge of industry trends and how they impact customers. Familiarity with Salesforce's solutions and capabilities in the manufacturing market is crucial. Excellent presentation skills are desired as you will be the face of the industry and the face of Salesforce working with a number of key customer stakeholders.
You will work cross-functionally with a number of internal stakeholders, including sales, marketing, product, solution engineering, enterprise architecture, sales programs, enablement and others.
Ability to travel
The core responsibilities will include:
Industry Expertise - Leverage our deep industry experience to bring a non-sales perspective on areas of the industry. Focus on sub-verticals and timely topics to elevate customer conversations, increase field acumen and create internal and external conversation with influential leaders in the industry. We are solution agnostic across the power of the full customer360 and all of Salesforce's offerings.
Stakeholder Alignment - Partner with AMER OU leaders and their business partners to ensure we are aligned to their priorities and strategies in an effort to craft customized and prioritized points of view for customer engagements.
Customer and Exec Engagements - Engage customers in both a 1:1 and 1:many fashion across customer meetings, executive briefings, roundtables and events.
Account Strategy - Trusted advisor and partner to the sales teams in creating relevant, customized points and view and engagements for key accounts. We partner with internal stakeholders to translate the needs of our customer into relevant Salesforce solutions to solve their biggest needs.
Your Impact - How you will Execute:
OU Strategy owner - account planning and target opportunities
Account Mapping and planning - convert strategy into account plans
Account specific POV - tailor and translate solution message to customer
Engage with Customer - present vision and elevated point of view
Drive the deal to closure - engage with customer to deliver solutions, road-maps and value
Relationship building - engage long term with prospective and current C level executives to support their transformation strategies as an extension of their office
Success Criteria:
Help Salesforce exceed the AMER industry ACV target for the fiscal year
Successfully grow industry awareness and ensure the business was a positive 2-year+ growth trend
Ensure customer success and a positive NNAOV
Minimum Requirements:
Industry expertise working in, owning a P&L for, or consulting and implementing technology for the manufacturing industry
Managerial experience with geographically dispersed teams with a variety of experience levels and competencies
Be well versed in overall manufacturing challenges and technology trends, and have significant in-depth knowledge and experience in translating trends into successful brand strategies. Understand challenges and opportunities across sub verticals within manufacturing and how digital transformation can improve results.
Held an active role in a firm's digital transformation, through the use of technology and business process improvements or as the key business and/or IT stakeholder
Ability to create thought leadership content and presentation material on your own
Strong communication and writing skills and ability to work across business lines
Exceptional presentation skills in both small and large scale settings
Ability to perform well in a fast-paced environment and crafting compelling positioning
Exceptional team player with proven ability to lead through influence
Ability to synthesize thoughts and turn them into points of view
Preferred Requirements:
Excellent interpersonal and communications skills
Proven success in a matrixed environment
Experience and demonstrated success across multiple roles within the industry
Experience and demonstrated success across multiple organizations in the industry
Membership and preferably active position in leading industry associations
Experience across business and IT
Open to Director/Senior Director levels
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