Director, Industry Advisor

salesforce; Dallas (TX); Remote; USD 228,000 - 336,000; Full time

Job summary

An established industry player is seeking a dynamic Director for their Advisory team focused on Utilities. This role involves defining market strategies, engaging with C-level executives, and leveraging industry expertise to drive Salesforce's growth. The ideal candidate will possess deep knowledge of the Utilities sector and a proven track record in managerial roles. You will collaborate with various teams to create customized solutions, ensuring strong customer relationships and successful project execution. Join a forward-thinking organization committed to innovation and excellence, where your contributions will shape the future of business and technology.

Qualifications

• Extensive experience in the Utilities industry with a focus on technology and strategy.
• Strong leadership skills and ability to manage diverse teams.

Responsibilities

• Define strategy for the AMER market and engage with customers.
• Build relationships with C-level executives and drive deal closures.

Skills

Industry expertise in Utilities

Managerial experience

Communication skills

Presentation skills

Digital transformation experience

Education

Bachelor's degree

Master's degree preferred

Tools

Salesforce solutions

Job description

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: Sales

Job Title: Director, Industry Advisor - Utilities

Location: Remote

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.

Department Description:

Reporting to the SVP Solutions of ICE, the Industry Advisor team is a key part of the Industrial, Consumer, and Energy team. Our primary role is to accelerate Salesforce growth by solving real problems, identifying optimal solutions and building deep trust with both internal and external stakeholders. Our deep experience, insights and innovative approach is the secret sauce for Salesforce's sales and solutions teams. We bring the customer and industry lens to everything we do, ensuring Salesforce is seen as a thought leader, strategic partner and subject matter expert in the industries we support in order to drive more opportunities.

Role Description:

We are seeking a dynamic individual to join our Advisory team as the Industry Advisor Director for Utilities. In this role, you will collaborate with the existing IA team to define the strategy for the AMER market. Your responsibilities will include developing a strong point of view and supporting strategy for Utilities, staying abreast of industry trends, and understanding the importance of targeted messaging in the AMER market. Additionally, you will engage with customers, collaborate with field leadership teams on strategic customer engagements, approaches, customized enablement, and localized initiatives. As an advisor to C-level executives at brands, your role will involve ensuring that we effectively listen to the voice of the customer and build lasting relationships throughout pre-sales, during the sales cycle, and post-sales.

The ideal candidate will have experience in key customer functions such as e-commerce, marketing, sales, operations, data strategy, and customer service. You should possess a deep understanding of company operations, pain points, and opportunities across various sub-verticals within the utilities industry. Furthermore, you should have a comprehensive knowledge of industry trends and how they impact brands and consumers. Familiarity with Salesforce's solutions and capabilities in the utilities market is crucial, as you will be responsible for presenting our vision to C-level audiences.

You will play a vital role in nurturing relationships with regional sales teams and working in tandem with regional Industry Business Development, Marketing, Enterprise Architecture, and Solution Engineering Teams. Leveraging the Global Industry Marketing and go-to-market teams, you will drive a consistent global strategy.

Core Responsibilities:

• Leverage our deep industry experience to bring a Salesforce agnostic perspective on areas of the industry.
• 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 solutions to customer engagements.
• Engage customers in planned meetings, 1:1 engagements and roundtable discussions to build relationships, flex industry expertise and build our networks to help grow Salesforce awareness in the industry and create stickiness in accounts.
• Trusted advisor and partner to the sales teams in creating relevant, customized solutions and engagements for key accounts.

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 solution.
• Drive the deal to closure - engage with customer to deliver solutions.
• Scale organizational programs and assets that improve productivity, expertise, and cross-collaboration.
• Relationship building - engage long term with prospective and current C level executives to support their transformation strategies.

Success Criteria:

• Help exceed the utility industry ACV target for the fiscal year.
• Successful launch and adoption of industry clouds, exceeding the ACV target.
• Successful launch and adoption of industry solutions & use cases.

Minimum Requirements:

• Industry expertise working in, owning a P&L for, or consulting and implementing technology for the Utilities industry.
• Managerial experience with geographically dispersed teams with a variety of experience levels and competencies.
• Be well versed in overall Utilities challenges and technology trends, and have significant in-depth knowledge and experience in translating trends into successful brand strategies.
• Held an active role in a firm's digital transformation, through the use of technology and business process improvements.
• 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.

Preferred Requirements:

• Excellent interpersonal and communications skills.
• Proven success in a matrixed environment.
• Prior background in Utilities management.
• Experience and demonstrated success across multiple organizations in the industry.
• Membership and preferably active position in leading industry associations.

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