Posted about 5 years ago

Job CategoryAlliances & Channels

Job Details

We are looking for an innovative team member for our Salesforce Industries Transportation and Logistics (T&L) Go To Market (GTM) team. Do you have a deep domain expertise in T&L or Supply Chain, and looks at the industry through a different lens? Are you excited about the driving forces that are changing the landscape in the industry and developing pioneering digital approaches that change this industry?

The Go-to-Market Manager for the T&L Industry, will compliment the existing team to drive our positioning and solution strategy for the industry sector. This role requires an individual who has a strong point of view, deep understanding of the industry, gets the importance of messaging, how to take products and solutions to market, and how to support sales via innovative enablement methods and direct deal support. Working in this position you will develop new approaches on utilizing the latest technology to help T&L companies meet their customers, employees, and partners expectations in the 4th industrial revolution.

This is an individual contributor role which includes thought leadership, go to market execution, account planning and partner engagement. As part of the Industries team you will work collaboratively with our global sales, partner, customer service and product teams to develop and drive strategy and to enable growth within our industry business segment.

Your Impact - Responsibilities:

+ Support the development of the T&L GTM business plan including target accounts, marketing strategy and programs to achieve target revenue growth

+ Responsible for supporting the growth of pipeline and revenue via key accounts and operational scale and execution of industry messaging

+ Successfully collaborate with a virtual cross functional team including Marketing, Sales, Sales Enablement, Industry Shared Services, Partner and Alliances teams to develop and execute the strategic marketing plan for the T&L segment

+ Support the development of messaging and positioning for T&L customers, including industry positioning and solutions for existing Salesforce Clouds as well as future industry-specific products

+ Support the overall POV lifecycle: help new messaging, positioning, creation of content and deliver that message at strategic marketing events including Dreamforce and select third party events

+ Work with other relevant global industry and Solution Engineering teams, in developing content for sales training, field enablement, external messaging and development of marketing campaigns

+ Present to large customer audiences as well as command the attention of C-level executives, and earn their trust through expertise and relevance.

Minimum Qualifications:

+ Industry Experience: The role requires 7+ years of industry expertise working in T&L directly. Supplemented ideally by industry experience in selling into the industry or knowledge of sales within a company selling for the industry.

+ Technical background and experience: 2+ years experience using Salesforce platform, preferred in the T&L industry.

+ Be well versed in overall T&L domain(s): customer service, supply chain management, partner trade management, logistics and freight forwarding, and have significant in-depth knowledge and experience in use of technology in these domains with a major T&L brand or prior experience at a software company that created solutions for T&L companies.

+ Awareness and understanding of transport and logistics rates, routes, and compliance for quoting and billing

+ Understanding of technology and transportation management systems (TMS) available to the industry that are core to supporting the complexity of multi-modal shipments

+ Have had an active role transforming one of these domains through the use of technology and business process improvements

+ Strong communication, presentation and writing skills and ability to work across business lines

+ Proven track record performing well in a fast paced environment

+ Proven track record in crafting compelling positioning and thought leadership content and sales assets

+ Exceptional team player with proven ability to lead through influence

+ Bachelor's degree or equivalent experience

+ Up to 50% travel

About Salesforce

Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. The company was founded on three disruptive ideas: a new technology model in cloud computing, a pay-as-you-go business model, and a new integrated corporate philanthropy model. These founding principles have taken our company to great heights, including being named one of Forbes's "World's Most Innovative Company" seven years in a row and #1 on the FORTUNE '100 Best Companies to Work For?' List. We are the fastest growing of the top 10 enterprise software companies, and this level of growth equals incredible opportunities to grow a career at Salesforce. Together, with our whole Ohana (Hawaiian for "family") made up of our employees, customers, partners and communities, we are working to improve the state of the world.

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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!