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!
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.
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
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.
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
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