Business Strategy Director, Travel, Transportation & Hospitality

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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.

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.

The Business Strategy Director are part of passionate, impactful, collaborative teams focused on delivering complex, transformative programs. You bring a beginner’s mindset about the evolution of technology and how it impacts the industries we serve. Partnering and collaborating directly with C-level customers, you will craft innovative, industry and experience led strategies, grounded in our technology, which clearly define the vision, program success metrics and an agile, executable roadmap which achieves desired business outcomes. You accelerate our customer success and business transformation with Agentforce and the power of the broader platform. In doing so, you deliver throughout programs to ensure value, people, processes, and innovation objectives are evolved and achieved. Work with our key customers, internal stakeholders, partners, sales teams, and technical delivery leaders, you will drive scale, speed to value and a sustained landscape for future success.

The candidate will be working as part of the Consumer & Business Services Industry team which covers a range of industries:

• Travel & Hospitality

• Professional Services

• Talent Services

• Transportation & Logistics

• Engineering, Construction & Real Estate

While you may work across, the ideal candidate will bring technology-enabled, large-scale Business Transformation experience and knowledge of the Travel & Hospitality industry.

You will unlock trends and innovations, maximizing 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. Key topics for expertise:

• Responsible AI

• Loyalty

• Data

• Governance & Operating Model

You will possess strong facilitation and synthesis skills, with the ability to align diverse partners on a common path forward, ensuring Business and IT executives embrace joint ownership for results.

We believe the best strategists are those who obsess over the creation of customer and business value, innovation, 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 industry subject matter and key innovation expertise in order to facilitate credibility with our 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 client 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 AI & Data through 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 with appreciation of the pace of technology evolution

• Help business and IT leaders embrace new digital operating models, governance strategies (including evolution from AI & design authority impacts) 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 client

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

• Co-lead architecture sessions with internal team focused on industry specific business processes, which can include entire funnel from content creation, to distribution and licensing, and consumer lifecycle experience

• 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 proficiency within Salesforce Professional Services, share best practices, advise and collaborate with peers

Requirements

• 10-15+ years consulting in enterprise-level technology transformation programs

• Deep industry knowledge in one or more of the following areas: AI & Data, Sales, Service, Marketing and Loyalty Management

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

• Experience in Business Strategy, Business Process Optimization, Enterprise Architecture, Product Management, Agile, Organizational Governance, Experience Design, and/or Value Realization

• 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 Travel, Transportation and Hospitality companies

• Ability to develop Industry POVs for the key 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

• Salesforce product knowledge and solution design

• Occasional travel (average of 30%), variable

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

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