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Job Category

Customer Success Group

Job Details

About Salesforce:

Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. The company was founded on three disruptive ideas: a new technology model in cloud computing, a pay-as-you-go business model, and a new integrated corporate philanthropy model. These founding principles have taken our company to great heights, including being named one of Forbes’s “World’s Most Innovative Company” five years in a row and one of Fortune’s “100 Best Companies to Work For” eight years in a row. We are the fastest growing of the top 10 enterprise software companies, and this level of growth equals incredible opportunities to grow a career at Salesforce. Together, with our whole Ohana (Hawaiian for "family") made up of our employees, customers, partners, and communities, we are working to improve the state of the world

Role Description:

The Business Strategy Director will lead passionate, impactful, collaborative teams focused on delivering complex, transformative strategy engagements. Partnering and collaborating directly with C-level customers, you will craft innovative, industry-specific and experience-led strategies which clearly define the vision, program success metrics and an executable roadmap which achieves desired business outcomes. Work with our key industry customers, partners, and technical delivery leaders, you will drive scale, speed to value and a sustained landscape for future success.

The ideal candidate will bring technology-enabled, large-scale Business Transformation experience and knowledge of Communications and/or Media industry trends, leveraging this credibility as a strategic advisor to our external and internal partners. Critical to the role is the capacity to think strategically about industry, business, product, and technical challenges as you drive customer efficiencies, cost savings, and quick innovation available on the Salesforce platform. You will possess strong facilitation and synthesis skills, with the ability to align diverse stakeholders on a common path forward, ensuring Business and IT executives embrace joint ownership for results.

We believe the best industry strategists are those who obsess over the creation of customer and business value and will have a customer-centric and collaborative mentality, willing to commit to the customer, and will break down barriers to ensure customer success.

Responsibilities

• Provide Communications & Media industry subject matter expertise as it relates to Salesforce products and services in order to facilitate credibility with the industry customers during the sales and delivery cycles.

• Help position and sell large-enterprise Salesforce Professional Services consulting engagements to customers, working cross-functionally within Salesforce to define the program scope, team, value narrative and pitch

• Conduct assessments and facilitate workshops to gain alignment with leaders on a future-state vision, including business objectives, capabilities, value drivers, success metrics and milestones, and technology priorities

• Perform and distill customer, industry and end-user research to identify key stakeholder needs, customer expectations and experience-led business opportunities

• Identify enterprise business process/operations improvements to realize efficiencies and increase impact

• Craft innovative, forward-looking industry strategies which demonstrate the power of the Salesforce platform and transform sophisticated, global companies to gain competitive advantage and growth in their markets

• Develop multi-year, strategic roadmaps for immediate delivery that prioritize investments and support business objectives

• Help business and IT leaders embrace new digital operating models, governance strategies and a customer- and user-centric attitude and approach to decision-making

• Uncover future Sales opportunities to drive incremental customer value

• Analyze opportunities and improvement data to articulate the strategic, operational and financial impact our platform and professional services delivered to the customer

• Develop strategic business cases to project the value of strategy, the case for change and the implications of change for the organization

• Lead Architecture sessions focused on product modeling, lead to cash process, customer & data mastery, etc...

• Cultivate solution/organizational adoption and strategy evolution to continue to deliver value with fast increment delivery cycles

• Contribute to the development of an Industry Strategy competency within Salesforce Professional Services, share best practices, advise and collaborate with peers

Requirements

• 15+ years consulting in enterprise-level technology transformation programs at Fortune 500 Communications, Media & Technology (CMT) companies

• GTM support experience, including scoping, proposal development, RFP response, demos/presentations

• Experience in Enterprise Architecture, Business Strategy, Product Management, Agile, Program Governance, Experience Design, Change Management and/or Value Realization

• Salesforce product knowledge and solution design are required

• Understands the concepts, practices, procedures, and deliverables associated with solution development, implementation and operational readiness

• Knowledge of the key business value drivers and success metrics typical of large-enterprise CMT companies

• Ability to develop Industry POVs for the CMT Industries that include identifying market trends, responses & solution offerings

• Ability to analyze and synthesize sophisticated information, working in situations where data may be absent or ambiguous and creative approaches are required

• Strong executive presence and presentation / facilitation skills, comfortable collaborating with and pitch to C-suite executives, including poised, confident objection-handling abilities

• Creative, high-energy, entrepreneurial self-starter comfortable running initiatives and programs independently within a “start up-paced” technology company

• Thrive working collaboratively and cross-functionally, particularly with Sales, Engagement Delivery Leaders, Solution and Technical Architects, Designers and External Partners

• Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)

• Occasional travel (average of 50%), variable

Note to applicants: Interested, but not sure if you have the exact qualifications for this role? We encourage you to apply and tell us how your qualifications would help you adapt to the role requirements successfully!

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