Director, Industry Advisor - Utilities

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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.

Ability to travel up to 50%

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 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.

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
• 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. Understand challenges and opportunities across sub verticals within Utilities 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
• 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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