Salesforce.com, Inc Director - Industry Strategy | Communications and Media in Singapore, Singapore

Job CategorySales

Job Details

Director Industry | Communications

What if you were empowered to help Fortune 500 companies, most disrupted industries and new entrants solve the most complex business problems they face today? What if you had the best social and mobile cloud technology stack and innovative industry solutions to achieve that goal? What if you could work for a company that believes that top line growth is as important as giving back to the community? What if you could work alongside the best and brightest in the industry to help craft innovative solutions and transformational strategies? All this in a driven, collaborative and rewarding environment... Sounds like fiction, you say? Absolutely not! Here at Salesforce, we call it #DreamJob!

Role Description

The Industry Lead role is a senior technology and business development thought leadership role reporting into the newly formed Asia Pacific Salesforce Industries team.The role is responsible for helping Salesforce extend core Salesforce value propositions into Communications Industry, with specific use cases, that incorporate best practices from around the industry, as well as innovations from other industries aligned to the needs of key customer industries.

The role is unique in that it has span of influence over salesforce-ecosystem and customer-facing domain, bringing deep industry knowledge and business acumen, supporting sales teams in developing Salesforce value propositions that align to our customers’ business strategies on digital transformation and cloud adoption.

An Industry leader is a subject matter expert in one or more categories that may include: business strategy, application architecture, data & information, integration, security, cloud computing, technology, distributed platforms, mobile, and analytics. With a strong blend of technology and influence skills the Industry Lead uses a consultative approach to understand business and technology landscape within the Communications industry.

The Industry lead also determines which Salesforce and third party (ISV/SI) technology solutions to leverage specific to APAC regional needs, based upon industry experience, industry standard frameworks, product knowledge and methodologies.

With a broad Technology and Business Consulting background including vision, business value development and exposure to Enterprise and Solution Architecture, software/systems engineering, cloud computing, governance and SDLC, the Industry Lead will drive key discussions and considerations around change programs from both a business and technical perspective.

Your Impact

The main outcomes the role will be responsible for are

  • Industry value propositions (including enabling all customer facing staff on these propositions) aligned and localised to APAC regional requirements

  • Industry communities within Salesforce APAC (employee, customer and partner ecosystem) to drive scale and industry acumen


  • Structured and programmatic business planning and demand generation, targeting the most important customers and accounts in each key industry 


  • Pipeline management and deal support in partnership with APAC sales leaders


The ideal candidate will:

  • Create strong governance on the development and execution of the regional Communications Industry GTM strategy and planning

  • Conduct relevant research to support industry sales teams

  • Act as first point of contact for industry topics in the region

  • Share industry sales best practice, industry success stories and references

  • Lead the prioritisation, harvesting and development of industry solutions through re-usable assets for sales engagement targeted to the APAC market

  • Create industry driven communities across APAC for internal Cross Business unit alignment to bring scale and best practice

  • Be hands-on in harvesting, developing content for sales training, field enablement, external messaging

  • Contribute to the industry sales and business development activity calendar

  • Be a thought leader in the Communications industry and evangelize the value of Salesforce for this market

  • Be an effective presenter to large customer audiences as well as command the attention of C level executives, and earn their trust through expertise and relevance

  • Lead overall messaging, positioning and Salesforce presence at strategic marketing events including Dreamforce and select third party events

  • Attend industry functions, such as association events and conferences where relevant, and provide feedback and information on market and creative trends

  • Engage with present to and consult with mid and senior level management on business trends with a view to developing new industry programs, demand generation and communities


  • Arrange and participate in internal and external client debriefs

  • Work closely with other elements of the Salesforce organization, e.g. alliances, sales effectiveness, industry business unit, product marketing, etc. to develop and execute internal and external programs and initiatives 


  • Establish executive relationships with strategic SI and ISV partners for Communications

  • Represent Salesforce for Communications with industry analysts and support related PR activities

  • Act as liaison between field sales/presales/marketing and global/regional organizations such as Industry luminaries

  • Participate in Account Strategy and Development Activities

  • Monitor pipe development, join forecast calls and review meetings with local/regional industry teams

  • Take responsibility in identifying and managing gaps that can be fulfilled by the industries team for supporting the growth of pipe and ACV in priority accounts within the Communications market

  • Assist sales teams in responses to RFPs and technical requirements documents 


  • Participate in all appropriate industry, product, sales, and procedural training and certification to acquire and maintain the knowledge necessary to be effective in the position 


  • Attain quarterly and annual objectives assigned by management

Required Experience/Skills 


  • Strong analytical background ideally through working in Tier 1 strategy consulting firm

  • High energy, charismatic, innovative, creative

  • Good networking and influencing skills


  • Accountability and challenger with a strong self-trust and confidence


  • Deep industry experience and/or proven ability to present the industry concepts

  • Solution Selling Experience

  • Strong communication and writing skills and ability to work across business lines

  • Proven track record in performing well in a fast pace environment

  • Organisational skills to manage competing projects with tight deadlines effectively

  • Proven track record in crafting compelling positioning and thought leadership content

  • Exceptional team player with proven ability to lead through influence

  • A good baseline understanding of Cloud applications / platform industry and our technology sales model / culture


  • Willing to travel (APAC) to support on-going activities, deals and meet internal customers (field sales, pre sales, marketing) and customers at times


Desired Skills 


  • Proven Business Development Experience

  • Industry experience in Media and Utilities or other Commercial Industry a big Plus

  • Experience of Industry frameworks such as TMF Frameworx

  • Previous practitioner and/or implementation experience of Salesforce solutions or relevant solutions

  • Multi-year experience in either software, system or enterprise architecture disciplines
 


  • Good understanding of the architectural principles of cloud based platforms including SaaS, PaaS, multi-tenancy, multi-tiered infrastructure, etc. 


  • Demonstrated ability in launching and growing innovative solutions and products, preferably with familiarity of the cloud/SaaS and CRM space

  • Familiar with relevant (regional, vertical, etc.) data privacy and compliance requirements 


  • Familiar with design thinking and similar principles

About Salesforce 


Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. We are the fastest growing of the top 10 enterprise software companies, the World’s Most Innovative Company according to Forbes, and one of Fortune’s 100 Best Companies to Work for six years running. The growth, innovation, and Aloha spirit of Salesforce are driven by our incredible employees who thrive on delivering success for our customers while also finding time to give back through our 1/1/1 model, which leverages 1% of our time, equity, and product to improve communities around the world. Salesforce is a team sport, and we play to win.

*LI-Y Chris Wood

Posting Statement

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Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. We are the fastest growing of the top 10 enterprise software companies, the World's Most Innovative Company according to Forbes, and one of Fortune's 100 Best Companies to Work For six years running. The growth, innovation, and Aloha spirit of Salesforce are driven by our incredible employees who thrive on delivering success for our customers while also finding time to give back through our 1/1/1 model, which leverages 1% of our time, equity, and product to improve communities around the world. Salesforce is a team sport, and we play to win. Join us!