Director, Industry Advisor - Utilities

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category

Alliances & Channels

Job Details

We are looking for an Energy/Utilities transformative and innovative leader with vision for our Salesforce Industry Advisors team. The ideal candidate is an industry veteran with deep knowledge and relationships in the sector. This executive will lead/drive our enterprise positioning and solution strategy discussions with customers in an Industry Advisory role. This is a senior leader with a successful track record of building, developing a case, and leading an enterprise software engagement or implementation.  The Industry Advisor will share this experience to deepen the relationships and trust with our customers, who are seeking best practice advice. 

The role is a mix of thought leadership, customer advisory, account strategy, business development, sales execution, and partner engagement. This executive is a natural evangelist who has proven leadership experience to drive organization engagement; an extensive executive-level network across manufacturing sub-verticals; developed deep partnerships with System Integrators and ISVs; and driven industry thought leadership around digital transformation.

The Industry Advisor Leader drives collaboration with Sales and all other support functions to complete the primary focus of creating and closing revenue to over-achieve on company quota objectives. 

Responsibilities:

• Develop a consultative Energy/Utilities transformation framework that is used to guide sales teams, partners, and customers to: 1. Elevate the visibility of Salesforce technology as a digital partner of choice for manufacturing.  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 shape the evolution of the Energy/Utilities 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 Energy/Utilities strategies

• Present and lead executive roundtable discussions and industry event presentations

• Triaging account strategy requests and categorizing accounts systematically to ensure the correct 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

Experience/Skills Required:

• Minimum 15+ years combined Sales, Leadership, Product Marketing, Sales Enablement, Operations and/or similar functions in Fortune 500 enterprise software vendor, top tier professional services firm, or iconic and respected Energy/Utilities company

• Deep Energy/Utilities expertise with a point of view of sub-verticals 

• Experience with deploying or using Salesforce with a passionate vision for how we can change the industry in the Age of the Customer

• Proven track record of building and managing successful teams

• Strong executive presence and an ability to quickly establish credibility with senior leadership

• Exceptional written, oral 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

• Exceptional problem solving and analytical skills; demonstrated ability to structure complex. problems, develop hypotheses, and present well-supported solutions

Experience/Skills Desired:

• 15+ years Energy/Utilities industry experience

• 10+ years of high tech company experience and/or large system integrators supporting the Energy/Utilities industry

• Undergraduate degree, advanced degree preferred

• Hands-on leader, “get it done” operating style, and participant in industry associations

Preferred Skills:

• Proven 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

• Willing to take action, 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

Accommodations

If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form.

Posting Statement

At Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at Salesforce and explore our benefits.

Salesforce.com and Salesforce.org are Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Salesforce.com and Salesforce.org do not accept unsolicited headhunter and agency resumes. Salesforce.com and Salesforce.org will not pay any third-party agency or company that does not have a signed agreement with Salesforce.com or Salesforce.org.

Salesforce welcomes all.

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.