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Posted about 1 year ago

Industry Strategy Director

São Paulo, Brazil

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 platform 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 Strategy Director role is a leadership position to lead our Industries go to market strategy and scale function across Brazil and Latam. The role reports directly to the Vice President of Solution Engineering, Brazil.

With a strong blend of technology and communication skills, our industry experts use a consultative approach to understand the business and technology landscape within an industry in order to drive scale in how salesforce goes to market in each industry. This includes defining target industry sub-segments, developing relevant industry solution plays, working with salesforce ISV partners, and enabling our direct and indirect sales channel. Our industry experts are also subject matter experts in one or more categories including business strategy, application architecture, integration, security, cloud computing, mobile, and analytics.

Your Impact

The main outcomes that this role will be responsible for include:

  • Targeted industry value propositions and solution plays aligned and localised to the Latam region.

  • Fully enabled direct and indirect sales teams for each of the targeted industry segments;

  • Industry knowledge base and communities to drive scale and industry acumen across the region;

  • Structured and programmatic business planning and demand generation, targeting the highest priority accounts in each key industry; and

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

The ideal candidate will:

  • Lead the governance and development of Industry go-to-market strategy and business planning

  • Act as first point of contact for industries across the region

  • Lead the prioritisation, harvesting and development of industry solutions for the market

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

  • 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 Salesforce World Tour 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

  • Establish executive relationships with strategic SI and ISV partners across industries

  • Participate in Account Strategy and Development Activities

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

  • 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

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

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

  • High energy, charismatic, innovative, creative

  • Proven Business Development experience

  • Good networking and influencing skills

  • Challenger with a strong self-trust and confidence

  • Solution Selling experience

  • Strong executive communication skills

  • 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 propositions and thought leadership content

  • Exceptional team player with proven ability to lead through influence

  • Availability to travel to meet customers, partners and attend industry events.

Desired Skills

  • Experience of Industry frameworks and standards

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

  • 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. 

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

  • Familiarity with design thinking and related disciplines

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.

Posting Statement and 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. and do not accept unsolicited headhunter and agency resumes. and will not pay fees to any third-party agency or company that does not have a signed agreement with or