Posted almost 5 years ago

Job Title: Industry Business Development Associate
Location: London / Germany / Paris
Start Date: August / September 2019

Team Overview

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 Role

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:

• Become the key point of contact for industry sales topics in the region.
• Conduct relevant customer and industry research to support our industry sales teams.
• Adapt existing industry sales kits and re-usable assets to assist our sales teams in their customer engagements.
• Run our industry driven communities across EMEA for aligning our sales teams around best practice & knowledge sharing
• Train up and support new-hire or new to-territory sales and tele-marketing representatives on industry initiatives / trends and Salesforce industry value propositions.
• Manage the industry sales and business development activity calendar.
• Maintain our industry reference collateral site / tool.
• 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.
• 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
• 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.
• Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.

Skills / Attributes Needed

• Graduated from Business School with an MBA from 2017 onwards, or graduated from an Undergraduate or Masters degree from 2015/16 onwards.
• Strong analytical and consultative background, ideally with previous experience in Consultancy and /or at a Tier 1 strategy consulting firm
• Entrepreneurial spirit and confident to pick up new projects
• Experience in dealing with colleagues at all levels, with strong influencing skills
• Motivated to be responsible for work-streams and able to take the initiative to work autonomously
• Deep industry experience is not required, but you will be driven to learn and build your skills to become an expert
• Interested in Cloud applications and the Platform industry, along with the Technology Sales Model and culture at Salesforce.
• 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.
• 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)
• Good LOB (Line Of Business) communication, and ability to present the industry concept internally (e.g., to Sales teams) and externally.
• Fluency in English along with French, German, Italian or Spanish

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.