Posted 11 months ago
EMEA Sales Industry Business Development was launched at Salesforce in 2015 with a view to helping our local team maintain our 30% pa growth in key industries such as Retail, Public Sector ,Banking, CPG, Utilities, Travel, Media and Manufacturing. We do this by tailoring and focusing Salesforce value propositions and sales execution on the specific needs of key customer industries, and by speaking the language of the customer. Industry Business Development runs a playbook with
4 work-streams to help our sales teams achieve this level of growth:
1. Identify the industry value propositions (including industry trends, C-level challenges and strategic value of technology) and enable all customer facing staff on these propositions,
2. Set up and run EMEA Sales industry communities within the Salesforce EMEA Sales and supporting organisation (e.g., organise training sessions, presentations by customers to our teams and run enablement workshops),
3. Do structured and programmatic demand generation, working with the extended Salesforce machine of field-marketing, partners, sales programs and tele-marketers.Plus supporting our sales teams to target the most important accounts in each key industry (e.g., by providing industry expertise or strategic advice)
4. Orchestrate the extended team, to build and facilitate execution plans on high potential marquee target accounts.
Industry Business Development is part of a unified EMEA programs and GTM (Go To Market) Strategy Team that drives and supports EMEA ACV (Annual Contract Value) growth in all its segments, we are seeking business development professionals to add value to a consistently growing team.
The ideal candidate will work in collaboration with a Senior Industry Business Development manager in a high-profile role to maintain and execute our playbook for your industry in EMEA – focusing on the Playbook’s 4 outputs above, as part of this you will:
o Become the key point of contact for industry sales topics in the region.
o Conduct relevant customer and industry research to support our industry sales teams.
o Adapt existing industry sales kits and re-usable assets to assist our sales teams in their customer engagements.
o Run our industry driven communities across EMEA for aligning our sales teams
around best practice & knowledge sharing
o Train up and support new-hire or new to-territory sales and tele-marketing representatives
on industry initiatives / trends and Salesforce industry value propositions.
o Manage the industry sales and business development activity calendar.
o Maintain our industry reference collateral site / tool.
o Present to and consult with Salesforce local and EMEA management on business trends with a view to developing new industry programs and demand generation activities.
o Act as liaison between field sales/presales/marketing and Global / regional organizations such as Industry luminaries in collaboration with the Senior Industry Business Development Manager
o Monitor pipeline progression, join forecast calls and review meetings with mainly local/regional industry sales teams, follow-up gaps and proactively recommend actions to cover gap in collaboration with the Senior Industry Business Development Manager.
o Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
Skills / Attributes Needed
o Strong analytical background, ideally at a Tier 1 strategy consulting firm
o MBA preferred, but not required
o Entrepreneurial spirit and confident to pick up new projects
o Experience in dealing with senior people plus good networking and strong influencing skills
o Happy to be accountable for delivering our 4 playbook work-streams, and with strong self- trust and confidence
o Not necessarily deep industry experience, but with the intellect and passion to become an expert
o Ability to lead and influence extended teams without formal line-reporting authority
o A good baseline understanding of Cloud applications / platform industry and our
technology sales model / culture
o Ability to take a practical approach to business development in a technology sales context – being proactive and hands-on in delivering key assets such as value proposition material, sales enablement, demand generation plans and execution.
o Willing to travel (inside EMEA) to support on-going activities, deals and meet internal customers (field sales, presales, marketing) and customers at times (~10-20% of time)
o Good LOB (Line Of Business) communication, and ability to present the industry concept internally (e.g., to Sales teams) and externally (in front of senior client)
o Fluency in English is a must and an additional European language is a plus.
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