Director, Industry Advisor (Manufacturing)

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Job Category

Sales

Job Details

About Salesforce

We're Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too - driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good - you've come to the right place.

The Industry Advisor team is a growing part of the Industrial, Consumer, and Energy team. Our primary role is to accelerate Salesforce growth by establishing industry credibility, best practice and thought leadership in the industries we serve. Our deep industry experience, elevated points of view and non-sales "advisor" approach is the secret sauce for Salesforce's distribution teams. We are the closest thing Salesforce has to a customer internally and we consistently bring an industry lens to everything we do, ensuring Salesforce is seen as a thought leader, strategic partner and trusted subject matter expert in the industries we support.

Role Description

We are seeking a dynamic leader to join our Advisory team as the Industry Advisor Director for Manufacturing. In this role, you will collaborate with customers and a number of cross-functional groups within Salesforce. Your responsibilities will include developing a strong point of view, supporting strategy for manufacturing, staying abreast of industry trends, and identifying the best opportunities for Salesforce growth in the industry. Additionally, you will engage with customers, collaborate with field leadership teams on strategic customer engagements, approaches, industry events, and localized initiatives. As an advisor to C-level executives at customers, your role will involve ensuring that we effectively listen to the voice of the customer and build lasting partnerships.

The ideal candidate will have experience across multiple roles within manufacturing. Specifically experience in customer experience, commercial excellence, channel management, service, field service, aftermarket programs, assets and artificial intelligence would be desired. Furthermore, you should have a comprehensive knowledge of industry trends and how they impact customers. Familiarity with Salesforce's solutions and capabilities in the manufacturing market is crucial. Excellent presentation skills are desired as you will be the face of the industry and the face of Salesforce working with a number of key customer stakeholders.

You will work cross-functionally with a number of internal stakeholders, including sales, marketing, product, solution engineering, enterprise architecture, sales programs, enablement and others.

Ability to travel

The core responsibilities will include :

Industry Expertise - Leverage our deep industry experience to bring a non-sales perspective on areas of the industry. Focus on sub-verticals and timely topics to elevate customer conversations, increase field acumen and create internal and external conversation with influential leaders in the industry. We are solution agnostic across the power of the full customer360 and all of Salesforce's offerings.

Stakeholder Alignment - Partner with AMER OU leaders and their business partners to ensure we are aligned to their priorities and strategies in an effort to craft customized and prioritized points of view for customer engagements.

Customer and Exec Engagements - Engage customers in both a 1 : 1 and 1 : many fashion across customer meetings, executive briefings, roundtables and events.

Account Strategy - Trusted advisor and partner to the sales teams in creating relevant, customized points and view and engagements for key accounts. We partner with internal stakeholders to translate the needs of our customer into relevant Salesforce solutions to solve their biggest needs.

Your Impact - How you will Execute :

OU Strategy owner - account planning and target opportunities

Account Mapping and planning - convert strategy into account plans

Account specific POV - tailor and translate solution message to customer

Engage with Customer - present vision and elevated point of view

Drive the deal to closure - engage with customer to deliver solutions, road-maps and value

Relationship building - engage long term with prospective and current C level executives to support their transformation strategies as an extension of their office

Success Criteria :

Help Salesforce exceed the AMER industry ACV target for the fiscal year

Successfully grow industry awareness and ensure the business was a positive 2-year+ growth trend

Ensure customer success and a positive NNAOV

Minimum Requirements :

Industry expertise working in, owning a P&L for, or consulting and implementing technology for the manufacturing industry

Managerial experience with geographically dispersed teams with a variety of experience levels and competencies

Be well versed in overall manufacturing challenges and technology trends, and have significant in-depth knowledge and experience in translating trends into successful brand strategies. Understand challenges and opportunities across sub verticals within manufacturing and how digital transformation can improve results.

Held an active role in a firm's digital transformation, through the use of technology and business process improvements or as the key business and / or IT stakeholder

Ability to create thought leadership content and presentation material on your own

Strong communication and writing skills and ability to work across business lines

Exceptional presentation skills in both small and large scale settings

Ability to perform well in a fast-paced environment and crafting compelling positioning

Exceptional team player with proven ability to lead through influence

Ability to synthesize thoughts and turn them into points of view

Preferred Requirements :

Excellent interpersonal and communications skills

Proven success in a matrixed environment

Experience and demonstrated success across multiple roles within the industry

Experience and demonstrated success across multiple organizations in the industry

Membership and preferably active position in leading industry associations

Experience across business and IT

Open to Director / Senior Director levels

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Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that's inclusive, and free from discrimination. Know your rights : workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications - without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.

In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. Salesforce offers a variety of benefits to help you live well including : time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance, 401(k), and an employee stock purchasing program. More details about company benefits can be found at the following link : https : / / www.salesforcebenefits.com.Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.For New York-based roles, the base salary hiring range for this position is $228,970 to $335,720.For Maryland based roles, the base salary hiring range for this position is $208,180 to $305,130.For California-based roles, the base salary hiring range for this position is $228,970 to $335,720.For Illinois based roles, the base salary hiring range for this position is $208,180 to $305,130.For New Jersey based roles, the base salary hiring range for this position is $228,970 to $335,720.For Massachusetts based roles, the base salary hiring range for this position is $228,970 to $335,720. #J-18808-Ljbffr