Salesforce.com, Inc Head of EMEA Sales Strategy & Operations in London, United Kingdom

Job CategorySales

Job Details

Head of Sales Strategy will lead and influence cross-functionally to drive sales execution, provide insights, and analyse competitive intelligence to maximise sales growth. This leader will be responsible for building the team and championing our Ohana culture. Moreover, will bring a best-in-class strategy practice introducing the most innovative approaches (e.g. data science).The Head of Sales Strategy & Operations role is a highly qualified job in strategy, planning, sales, finance and operations. The selected candidate will share responsibility for driving the continued success of Salesforce.com globally. This candidate will be responsible for shaping the organization, structuring and delivering projects such as new business opportunities, growth levers, international expansion, new distribution channels, resource trade-offs. The work is based on market research; a vast amount of sales data captured by the Salesforce application; and discussions with executives, key stake holders across functions and external experts. Deliverables take the form of strategic recommendations and the operational cadence that drives our growth. Working with the EMEA Executive Leadership Team and all business units (XBU’s) to develop and enable execution of annual strategies, that are built into the company's strategic business plan. Primary Responsibilities

  • Lead the EMEA Sales Strategy and Operations Team, to support all EMEA key business areas

  • Works closely with the EMEA President and EMEA SVP of Business Operations on day-to-day operations, key projects and strategic planning

  • Collaborate closely with sales leadership to develop a comprehensive quarterly and yearly sales, and go-to-market plan, including actions needed to realise growth objectives.

  • ?Take a hands-on approach (and leverage team) to oversee the development of the annual sales plan with an emphasis revenue projections (AVC / TCV), new logo customer acquisition and customer retention.

  • Interact with various cross-functional groups at senior levels (e.g. Sales Leadership Team, Executive Leadership Team, Marketing, Finance, etc.) to bring insight and competitive intelligence to the sales plans.

  • Proactively influence, develop productive working relationships and provide strong operational support to XBU’s and sales leaders on winning strategies, by geography, business unit and segmentation.

  • Determine which markets (current and emerging) are best suited for alliances and partner distribution channels and build compelling propositions on competitive positioning.

  • Articulate and lead EMEA ‘Ideas to Action’ programs, ensuring execution and implementation of strategic priorities based on past success, current competitive environment, and future market trends.

  • Contribute to ELT and senior leader’s knowledge of product/market status through the regular analytic insight, competitor intelligence and sales reports.

  • Serve as an integral part of the sales and revenue forecasting cadence, and influence sales planning and strategy team engage/interact with key stakeholders

  • Live the Ohana and make the team the best place to work in the industry.

  • Scale the team to operate by managing through others and nurture and develop leaders in the organization.

  • Set expectations and negotiate with the most senior stakeholders in the organization.

  • Be a thought leader and drive the vision for the team, innovation for the practice and the business.

  • Build a talent pipeline across regions from FutureForce to senior leaders.

Attributes & competencies:

  • Extensive experience (multiple sales strategy cycles) of developing robust and ambitious sales strategies in fast-paced, innovative, competitive business landscape.

  • Analytically minded with a reputation of excellent programme leadership and strong operational rigour, ideally gained within enterprise software and B2B sales

  • Demonstrated experience building a thriving culture aligned to Salesforce values

  • Solid track of record scaling and managing large teams (50+ people), managing through others and nurturing and growing second/third line leaders.

  • Sales Strategy ambassador capable of attracting and retaining top talent

Posting Statement

Salesforce.com and Salesforce.org are Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this Web site or directly to managers. Salesforce.com and Salesforce.org do not accept unsolicited headhunter and agency resumes. Salesforce.com and Salesforce.org will not pay fees to any third-party agency or company that does not have a signed agreement with Salesforce.com or Salesforce.org.

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