Director, Industry Strategy - Manufacturing
What if you were empowered to help Fortune 500 companies, most disrupted industries and new entrants solve the most complex business problems they face today?
What if you had the best social and mobile cloud technology stack and innovative industry solutions to achieve that goal?
What if you could work for a company that believes that top line growth is as important as giving back to the community?
What if you could work alongside the best and brightest in the industry to help craft innovative solutions and transformational strategies?
All this in a driven, collaborative and rewarding environment... Sounds like fiction, you say? Absolutely not! Here at Salesforce, we call it #DreamJob!
The Industry Lead role is a senior technology and business development thought leadership role reporting into the newly formed Asia Pacific Salesforce Industries team.
The role is responsible for helping Salesforce extend core Salesforce value propositions into Manufacturing, Hi-Tech and Automotive Industry, with specific use cases, that incorporate best practices from around the industry, as well as innovations from other industries that will Inspire customers to partner with Salesforce as they transform their company to be ready to participate in the Fourth Industrial Revolution.
The role is unique in that it has span of influence over salesforce-ecosystem and customer-facing domain, bringing deep industry knowledge and business acumen, supporting sales teams in developing Salesforce value propositions that align to our customers’ business strategies on digital transformation and cloud adoption.
An Industry leader is a subject matter expert in one or more categories that may include : business strategy, application architecture, data & information, integration, security, cloud computing, technology, distributed platforms, mobile, and analytics.
With a strong blend of technology and influence skills the Industry Lead uses a consultative approach to understand business and technology landscape within the Manufacturing industry.
The Industry lead also determines which Salesforce and third party (ISV / SI) technology solutions to leverage specific to APAC regional needs, based upon industry experience, industry standard frameworks, product knowledge and methodologies.
With a broad Technology and Business Consulting background including vision, business value development and exposure to Enterprise and Solution Architecture, software / systems engineering, cloud computing, governance and SDLC, the Industry Lead will drive the development of market facing and internal facing programs to enable our field to carry out key discussions and considerations around change programs from both a business and technical perspective.
The main outcomes the role will be responsible for are
Industry GTM Business Planning and Strategy development
Industry value propositions (including enabling all customer facing staff on these propositions) aligned and localized to APAC regional requirements
Industry communities within Salesforce APAC (employee, customer and partner ecosystem) to drive scale and industry acumen
Structured and programmatic business planning and demand generation, targeting the most important customers and accounts in each key industry
Helping in supporting key Demand Gen activities including Marketing, Pipeline and Deal support in partnership with APAC sales leaders
The ideal candidate will :
Create strong governance on the development and execution of the regional Communications Industry GTM strategy and planning
Conduct relevant research to support industry sales teams
Act as first point of contact for industry topics in the region
Share industry sales best practice, industry success stories and references
Lead the prioritization, harvesting and development of industry solutions through re-usable assets for sales engagement targeted to the APAC market
Create industry driven communities across APAC for internal Cross Business unit alignment to bring scale and best practice
Be hands-on in harvesting, developing content for sales training, field enablement, external messaging
Contribute to the industry sales and business development activity calendar
Be a thought leader in the Communications industry and evangelize the value of Salesforce for this market
Be an effective presenter to large customer audiences as well as command the attention of C level executives, and earn their trust through expertise and relevance
Lead overall messaging, positioning and Salesforce presence at strategic marketing events including Dreamforce and select third party events
Attend industry functions, such as association events and conferences where relevant, and provide feedback and information on market and creative trends
Engage with present to and consult with mid and senior level management on business trends with a view to developing new industry programs, demand generation and communities
Arrange and participate in internal and external client debriefs
Work closely with other elements of the Salesforce organization, e.g. alliances, sales effectiveness, industry business unit, product marketing, etc.
to develop and execute internal and external programs and initiatives
Establish executive relationships with strategic SI and ISV partners for Communications
Represent Salesforce for Manufacturing, Hi-Tech and Auto with industry analysts and support related PR activities
Act as liaison between field sales / presales / marketing and global / regional organizations such as Industry luminaries
Participate in Account Strategy and Development Activities
Monitor pipe development, join forecast calls and review meetings with local / regional industry teams
Take responsibility in identifying and managing gaps that can be fulfilled by the industries team for supporting the growth of pipe and ACV in priority accounts within the Manufacturing, Hi-
Tech and Automotive market
Assist sales teams in responses to RFPs and technical requirements documents
Participate in all appropriate industry, product, sales, and procedural training and certification to acquire and maintain the knowledge necessary to be effective in the position
Attain quarterly and annual objectives assigned by management
Required Experience / Skills
Strong analytical background ideally through working in Tier 1 strategy consulting firm
High energy, charismatic, innovative, creative
Good networking and influencing skills
Accountability and challenger with a strong self-trust and confidence
Deep industry experience and / or proven ability to present the industry concepts
Solution Selling Experience
Strong communication and writing skills and ability to work across business lines
Proven track record in performing well in a fast pace environment
Organizational skills to manage competing projects with tight deadlines effectively
Proven track record in crafting compelling positioning and thought leadership content
Exceptional team player with proven ability to lead through influence
A good baseline understanding of Cloud applications / platform industry and our technology sales model / culture
Willing to travel (APAC) to support on-going activities, deals and meet internal customers (field sales, presales, marketing) and customers at times
Understanding of emerging trends and impact on the Industry eg. IoT, AI / Machine Learning
Proven Business Development Experience
Industry experience in Supplychain and Distribution
Experience of Industry frameworks where applicable
Previous practitioner and / or implementation experience of Salesforce solutions or relevant solutions
Multi-year experience in either software, system or enterprise architecture disciplines
Good understanding of the architectural principles of cloud based platforms including SaaS, PaaS, multi-tenancy, multi-tiered infrastructure, etc.
Demonstrated ability in launching and growing innovative solutions and products, preferably with familiarity of the cloud / SaaS and CRM space
Familiar with relevant (regional, vertical, etc.) data privacy and compliance requirements
Familiar with design thinking and similar principles
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