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Posted 5 months ago


Job Description: Senior Programs Manager - Competitive

Reporting to: EMEA Programs Office

Location: Paris or Munich

Salesforce.com is looking for a talented and experienced Programs Manager to join a growing Sales Programs and Business Development team in Europe.

The role will report into the Head of EMEA Competitive Programs and the scope of coverage is our Enterprise and Commercial Businesses across EMEA. The position can be based out of one of our landmark offices in Dublin, Paris, London, Munich or Amsterdam

The EMEA Programs office is a high pace, high impact team charged to define and deliver significant change to sales and marketing alignment along with structured demand generation efforts. Competitive Programs, within Program Office, is focused on improving field’s competitive skills and leverage competitive insights to create and execute demand generation initiatives. As part of the Competitive Program team you will become a competitive matter expert and the organisation will expect from you senior judgment and solid advice in different sales situations, including sales leaders and final customer interaction.

This is an excellent opportunity for a highly talented individual that loves challenges and have the drive to make things happen in a thriving environment with multiple possibilities for personal and professional development. Salesforce.com is the most innovative company in the software industry and you will be part of and work in an amazing EMEA team, where teamwork and collaboration is fostered by all, across borders and groups.

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. We in the EMEA Programs office are proud to work in a diverse and open team.

Deliverables take the form of recommendations, provide insights to sales leaders, define plans to cover the competitive knowledge gap, drive demand generation campaigns, set and manage cross-company projects, channel best practices across company and structure enablement programs.

The role will require some travelling (inside EMEA) to engage with sales and supporting teams in specific geographies and support commercial opportunities

The Role

The ideal candidate will:

  • Identify competitive gaps per territory, recommend actions to sales leaders, set a plan to cover them in alignment with stakeholders and drive its execution
  • Stay tuned to market signals (competition messages, internal information,…) to identify opportunities for pipeline generation and define competitive programs for them
  • Strategic thinking to provide senior advice within opportunities and to sales leaders
  • Ability to take a practical approach to business development in a technology sales context – being proactive and hands-on in developing and delivering value proposition material, sales enablement, demand generation plans and execution
  • Act as first point of contact for competitive sales topics in the region, being helpful and collaborative with other areas
  • Very strong in LOB (Line Of Business) communication, comfortable in presentation and verbal skills needed for deal closing support and relevant role/sales plays
  • Strong leadership, networking, relationship-building, communication and influencing skills
  • Have interest and knowledge in technology, software, cloud and platform businesses
  • Ability to create strong governance on regional competitive insights, engagement and enablement
  • Present to and consult with mid and senior level management on business trends with a view to developing new competitive programs, demand generation and communities
  • Create competitive driven communities across EMEA and segments for alignment internally in the sales teams to bring scale and best practice
  • Conduct relevant competitive research to support sales teams, create sales kits and build re-usable assets for sales engagement and share sales best practice, use cases and references
  • Align Global and EMEA campaigns, promotions and messaging (industry and competitive) to targeted industries, segments and accounts.

Candidate profile

  • +3 years working in Tier 1 strategy consulting firm or 5+ years experience in a similar programs role in business development, sales readiness, marketing or sales, in a high tech environment. Combination of these an advantage.
  • 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.
  • A good baseline understanding of Cloud applications / platform industry and our technology sales model / culture
  • Willing to travel (inside EMEA) to support on-going activities, deals and meet internal customers (field sales, presales, marketing) and customers at times (maximum 25%)
  • Very strong LOB (Line Of Business) communication, comfortable in presentation and verbal skills needed for deal closing support and relevant role/sales plays
  • Strong leadership, networking, relationship-building, communication and influencing skills.
  • Proven track record in driving programs through and with senior field sales organisation
  • Strong analytical and problem solving skills and quantitative approach to solving problems.
  • Fluency in English is a must and 1-2 additional languages such as German, French is a plus
  • BS/BA required; MBA a plus

Posting Statement

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.