Salesforce.com, Inc Director Industries in Sydney, Australia

Job CategorySales

Job DetailsDirector Industry Strategy Retail and CPG

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 Retail and CPG Industry, with specific use cases, that incorporate creative and innovative solutions from around the industry, as well as innovations from other industries that will Inspire customers to partner with Salesforce as they transform their company to be ready to participate in the Fourth Industrial Revolution.

The role is rare in that it has span of influence over salesforce-ecosystem and customer-facing domain, bringing deep industry knowledge and business insight, 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 authority 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 Retail and CPG industry.

With access to leading Salesforce and third party (ISV/SI) business and technology solutions, ability to craft to meet APAC regional needs based upon industry experience, industry standard frameworks, product knowledge and methodologies is boundless.

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 the development of market facing and internal facing programs to enable our field to carry out 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 GTM Business Planning and Strategy development

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

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

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

  • Helping in supporting key Demand Generation activities including Marketing, Pipeline and Deal support in partnership with APAC sales leaders.

You will:

  • Have governance on the development and execution of the regional Retail and CPG (Consumer Packaged Goods) 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 success stories and references

  • Lead the prioritization, 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 standard methodology

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

  • Contribute to the industry Market Development calendar

  • Be an inspiring leader and evangelize the value of Salesforce in the marketplace

  • 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 organisation, e.g. alliances, sales effectiveness, industry business unit, product marketing, etc. to develop and execute programs and initiatives

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

  • Represent Salesforce with industry analysts and support related PR activities

  • Act as liaison between field sales/presales/marketing and global/regional organisations 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 strategic accounts

  • 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

  • Organizational skills to manage competing projects with tight deadlines effectively

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

  • Exceptional teammate 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, presales, marketing) and customers at times

  • Understanding of emerging trends and impact on the Industry eg. IoT, AI/Machine Learning.

Desired Skills

  • Proven Business Development Experience

  • Industry experience in Retail, Marketing and Loyalty, eCommerce, Luxury and Hi-tech Goods, Clienteling, Store Management, Foods and Groceries, Consumer Packaged Goods, distribution and supply chain

  • Experience of Industry frameworks where applicable

  • 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, contributing 1% of our time, equity, and product to improve communities around the world. Salesforce is a team sport, and we play to win.

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.

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!