Salesforce.com, Inc Senior Director/Director Industry Advisor in Boston, Massachusetts
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We are looking for Industry Advisors who posses either Wealth, Insurance or Finance industry experience. These individuals are transformational and entrepreneurial inspiring leaders for our Salesforce Industry Advisors team! The ideal candidates are industry veterans with deep knowledge and relationships in their respective sectors. These Executives will lead/drive our enterprise positioning and solution strategy discussions with customers in an Industry Advisory role. These are senior leaders with a successful track records of building, developing business cases, and leading enterprise software engagements or implementations. The Industry Advisors will share this experience to deepen the relationships and trust with our customers, who are seeking standard methodology advice!
These roles are a mix of thought leadership, customer advisory, account strategy, business development, sales execution, and partner engagement in the Insurance and Finance industries. These Executive are natural evangelist with proven leadership experience to drive organization engagement; an extensive executive-level network across industries; developed deep partnerships with System Integrators and ISVs; and drives industry thought leadership around digital transformation.
The Industry Advisors drive collaboration with Sales and all other support functions to complete the primary focus of crafting and closing revenue to over-achieve on company quota objectives.
Develop a consultative transformation framework that is used to guide sales teams, partners, and customers to: 1. Elevate the clarity of Salesforce technology as a digital partner of choice for Wealth. 2. Develop journey maps, deliverable frameworks, and advisory engagement models to overcome culture, business, technology, and political barriers to migrating critical business functions to the Salesforce platform
Collaborate with customers and product management to craft the evolution of industry blueprints, investment in industry-specific capabilities, and partnerships to drive the vision for the industry
Engage with top customers and prospects to support account planning, provide direct deal support, and provide industry expertise and strategy in key sales opportunities globally
Influence solutions creation to help educate and enable sales, presales, and customer success teams
Engage with key partners on targeted accounts and regional engagement strategies aligned with our overall strategies
Present and lead executive roundtable discussions and industry event presentations
Triaging account strategy requests and categorizing accounts systematically to ensure the accurate resources are being used against the highest priority Annual Contract Value (ACV) targets and accounts identified for industry relevance, use case, and name recognition in the industry
Minimum 15+ years combined Sales, Leadership, Product Marketing, Sales Enablement, Operations and/or similar functions in Fortune 500 enterprise software vendor, credible professional services firm, or iconic and respected Wealth company
Deep Wealth/Finance expertise with a point of view of sub-verticals
Experience with deploying or using Salesforce with a hardworking vision for how we can change the industry in the Age of the Customer
Consistent record of building and running robust teams
Strong executive presence and an ability to quickly establish credibility with senior leadership
Outstanding written, verbal communication, presentation skills in front of audiences ranging from small executive meetings to very large keynote presentations
Self-starter with ability to multitask in the fast-paced and high-pressure work environment of a start-up paced software company
Strong customer orientation and results-driven leader
Strong understanding of Salesforce products
Outstanding problem solving and analytical skills; demonstrated ability to structure complex. problems, develop hypotheses, and present well-supported solutions
15+ years Wealth Industry knowledge
10+ years of high tech company experience and/or large system integrators supporting the Wealth/Finance industry
Undergraduate degree, advanced degree preferred
Hands-on leader, “get it done” operating style, and participant in industry associations
Validated ability in leading digital transformation and large-scale change management efforts
Ability to influence across a broad spectrum of individuals and functions
Demonstrated ability to analyze and interpret data for value based discussions
Action-oriented, entrepreneurial, flexible and innovative approach to operational management
Ability to engage and motivate teams
Media experience and social media presence
Ability to lead through organizational change and virtual teams
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