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Job Category
Sales
Job Details
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What is SF Industry Advisors? The team brings a unique combination of Tier 1 consulting skills, industry expertise and tech savvy to help Salesforce accelerate growth for key verticals.
The team achieves this through external engagement with customers on a 1:1 basis or through speaking slots at events; as well as industry expertise support to the sales teams and broader business.
The team executes a playbook with 5 work-streams to help our sales teams achieve this high level of growth:
1. Sales Leaders & Operational Units CEO Industry Advisors : Set up and run industry communities within the Salesforce EMEA sales and supporting organisation - Industry Leads also act as the COO of the Industry Boards - cross-functional groups led by a senior sales leader to drive focus and growth for the industry across EMEA
2. Industry Thought Leadership & brand awareness: Developing Salesforce white papers that can also be presented at Salesforce events and 3rd party conferences
3. Build personalised Industry Sales Assets at account level & lead transformational motions for top accounts:
Support team working on top notch customers and advise customers on how to transform their business models to drive more revenue and satisfaction
4. Industry Pipe Generation: Lead structured and programmatic pipeline generation activities, working with the extended Salesforce machine of field-marketing, partners, sales programs and tele-marketers. This includes presenting at Salesforce events and 3rd party conferences with c-level customers
5. Manage a portfolio of customers & drive C-Suite engagement:
Work as part of the extended account teams on the top strategic accts for an Industry in EMEA, providing bespoke industry expertise in a customer-facing capacity to develop and progress large sales opportunities. This account support can be extended to other accounts with large opportunities
The Role
The ideal candidate will be in a high-profile role to maintain and execute our playbook for INSURANCE industry in EMEA, contributing to scale activity across several regions. He/She will be part of the EMEA team and will be in charge of covering part of this geography with a major in INSURANCE. The role will cover the following areas:
- Become the key point of contact for industry topics in his region
- Providing direct, hands-on support to our most strategic accounts in his Portfolio and become Co Pilot on these strategic customers
- Co Build and drive with other teams (Business Value Services, Industry Architects,Sales Strategy, Sales leaders) Industry Business Planning and the strategy to reach ambitions
- Conduct or contribute to build relevant customer and industry research to support our sales teams
- Adapt existing industry content and re-usable assets to assist our sales teams in their customer engagements
- Present at Salesforce events and 3rd party conferences on industry topics and with customers
- Be involved in our industry-focused communities across EMEA and with other region (mainly AMER) to facilitate knowledge sharing
- Involvement in industry thought-leadership and industry points-of-view - Co design position papers with strategic consulting firms
- Train up, enable and support the business on industry initiatives / trends and Salesforce industry value propositions
- Present to and consult with Salesforce local and EMEA management on business trends with a view to developing new industry programs and demand generation activities
- Act as liaison between field sales/presales/marketing and Global / regional organizations such as Industry luminaries
- Monitor pipeline progression, join forecast calls and review meetings with mainly local/regional industry sales teams, follow-up gaps and proactively recommend actions to cover gaps
- Drive Pipeline Generation initiatives
Skills / Attributes Needed
- Strong analytical background, ideally at a major Big INSURANCE INSTITUTION company in EMEA or at a Tier 1 strategy consulting firm to a Senior Level (minimum : 10 years of experience)
- Industry experience and expertise in INSURANCE, ideally across EMEA and multiple sub-verticals
- Collaborative and team spirit is a key skill to succeed in that position
- Strong ability to present to executive audiences
- Entrepreneurial spirit and confidence to pick up and lead new projects
- Experience in dealing, plus good networking and strong influencing skills
- Ability to lead and influence extended teams without formal line-reporting authority
- Willing to travel (inside EMEA and sometime to USA) to support on-going activities, key opportunities (~30% of time)
- Good Line of Business communication, and ability to present the industry concept internally (e.g., to Sales teams) and externally (in front of senior client or at events)
- Fluency in English is essential and additional languages are a plus.
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