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Job CategoryAlliances & Channels
The Industry Advisor Director for Consumer Goods (CG) will roll into the Global CG leader,
owning the strategy for consumer goods industry advisory in EMEA. This role requires a strong
point of view and supporting strategy for Consumer Goods, as well as an understanding of industry
trends and the importance of messaging for the EMEA market. The role would also be involved in
engaging with customers, partnering with the field leadership teams on strategic customer
engagements, approaches and customized and localized enablement as well as being an advisor to
the C-level executives at brands pre, during and post sales cycles to ensure we hear the voice of
the customer and build long term relationships.
The ideal candidate would have had P&L responsibility and operational experience at a
Consumer Goods brand, understanding the actual end to end workings of a company, the pain points,
needs and opportunities for brands across subverticals. They would also have a very clear
knowledge and understanding of industry trends and how they translate into the realities of
brands and consumers as well as a clear grasp of Salesforce's solutions and capabilities for this
market and the ability to present our vision for the industry to a C-level audience.
This individual will work with the regions by coordinating with the global teams around
industry expertise, account planning and partner engagement. The role is a mix of deep industry
knowledge, influence, strategy, account planning partnership and direct account engagement. As
part of the global Industry advisor team, collaboration with peers around the world to create a
global market strategy is a key objective.
This leader will be key in maintaining relationships with regional sales teams and working jointly with regional Industry Business Development, Marketing, Enterprise Architecture, and Solution Engineering Teams, leveraging the Global Industry Marketing and go-to-market teams to drive a consistent global strategy.
The core responsibilities will include:
Industry Experts - Leverage our deep industry experience to bring a Salesforce agnostic perspective on areas of the industry. Focus on sub-vert and timely topics to elevate customer conversations, increase field acumen and create internal and external conversation with influential leaders in the industry
Stakeholder Alignment - Partner with Global 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.
Customer and Exec 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
Account Strategy - Trusted advisor and partner to the sales teams in creating relevant, customized solutions and engagements for key accounts. We partner with internal stakeholders to translate the needs of our customer into relevant Salesforce solutions to solve their biggest needs.
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
Relationship building - engage long term with prospective and current C level executives to support their transformation strategies
- Help Salesforce exceed the global 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
- Industry expertise working in, owning a P&L for, or consulting and implementing technology for the Consumer Goods industry
- Managerial experience with geographically dispersed teams with a variety of experience levels and competencies
- Be well versed in overall CG challenges and technology trends, and have significant in-depth knowledge and experience in translating trends into successful brand strategies. Understand challenges and opportunities across sub verticals within CG and how digital transformation can improve results.
- Held an active role in a firm's digital transformation, through the use of technology and business process improvements
- 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
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