Posted almost 5 years ago

With our increasing focus on Industry solutions and the growing need for closer CIO alignment, these are newly formed senior individual contributor roles within Salesforce.

Reporting to the CTO and Head of Ecosystem for EMEA, you will be responsible for developing the CIO relationship with the Top 5 Accounts in the Manufacturing industry across EMEA with the full portfolio Salesforce to drive digital transformations and revenue.

To accelerate enterprise transformations and allow customers to take full take full advantage of the full power of the Salesforce Customer Success Platform faster; we need to guide customers based on our experiences. Multi-cloud transformations will happen quicker with the right guide. The experience of the people in this team will allow us to help customers change faster, adapt quicker and engage the right parts of their organisations to take advantage of the full Salesforce suite and achieve benefits rapidly.

By reducing these journeys from we can help our customers be successful faster and help Salesforce achieve much higher ACV/AOV in these accounts quicker.


THE ROLE

• Drive digital transformations and understand the Salesforce product portfolio and how it applies to the aligned Industry as a multi-cloud proposition.
• Use personal credibility to get the sponsorship of the CIO to orchestrate the customers organisation and remove roadblocks to unlock the full power of the Customer Success Platform. Maintain a trusted relationship with the CIO/CTO. Create a CIO Community and drive engagement at our Customer Advisory Boards.
• Drive incremental ACV revenue by working closely with the Sales and Marketing teams to rapidly grow market share in 5+ defined strategic accounts within one industry where we have footprint but not full portfolio transformation
• Reduce sales cycles of large, all-in transformations driving the full SF portfolio.
• Leverage first hand experiences to create the plan and roadmap for change and drive the right engagements in IT to prepare for transformation on SF (e.g. Ref Architectures, integration, App Development buy in, CISO etc)
• Showcase Salesforce solutions as Industry Trailblazing and strategic fit for the customer organisations through customer briefings, workshops and strategy meetings by presenting thought leadership and connecting with key customers at the highest level.
• Evangelise the multi-cloud capabilities of Salesforce as it applies to the Industry via, industry speaking engagements, press/analyst sessions, cross-industry events, conferences and seminars.
• Orchestrate internal Industry focus across EMEA and act as the interface to all relevant teams, including Product Development to drive future product direction for our customers, with the focus on enhanced customer engagement and experience.
• Work closely with the Industry Enterprise Architects to define Industry Blueprints that relate IT Strategy to business strategy, and support the industry solutions, product development, and technical teams with customer perspectives and competitive intelligence to develop and enhance vertical solutions.
• Through our Partner teams engage with Global System Integrators on our multi-cloud solutions for the aligned industry and identify new software companies in the industry whom we should be bringing into the Salesforce ISV program.
• Use the value props from the IBU and the power of the Salesforce team to drive Cloud Sales to build a demand plan across all BUs of the account.
• Be the interface to the Salesforce Technology and Products (T&P) organisation and influence Product and Industry Roadmaps for the EMEA market and the aligned industries.
• Work closely with the Sales organisation to develop and execute growth plans to drive our strategic vision to achieve our 2020 plan.

THE CANDIDATE

Having driven multi-cloud digital transformations on Salesforce you will have a understanding of the full product set and it’s value to CIOs. You will have successfully steered and organisation to success using SF and have a clear view on the stakeholders and sponsors needed.

You will be known as an Industry expert in at least one of our selected industries, and recognised as a transformational thinker and leader, taking businesses to the next level through disruptive thinking and innovation and possess deep relationships with C-level executives and peers at Fortune 500 companies.

You are able to develop C-level connections and gain deep insight into the business dynamics of large complex enterprises and can help shape customers change agenda, as well as foresee organisation impacts brought by technology.

You will be experienced in complex technology, business and organisational transformation in a CIO/CTO/consulting/advisory capacity.

You will have a breadth and depth of experience in technology and IT Operations and will understand at an executive level, organisational structures, systems, architectures, and have an understanding of how the industry operates, including regulatory, competitive and market influences that drive decision making.

Your expertise will be in driving the digital change agenda, including demonstrable experience with Salesforce technologies being an expert in accountability and delivery of extremely complex and agile digital transformations

You will possess the ability to develop and strengthen relationships with decision makers and influencers in the customer organisation and drive penetration in various functions outside of CIO/CTO technology functions.

You will have exceptional communication, strategic, analytical, influencing, and consulting skills, as well as a track record of building and leading complex, multi-disciplinary teams.

You will have a strong understanding of the sales ecosystem; strategy, methods, cadence, reporting etc. and be proficient in producing accurate forecasts, and business plans while maintaining a focus on team development and growth.

You will possess and Engineering and/or Business Administration Master’s degree, ideally both or matching experience and have excellent business/professional English communication skills.

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