Senior Director, Sales Strategy

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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.

The Sr. Director, Sales Strategy & Operations professional will play a crucial role in supporting the explosive growth of Salesforce Japan/Korea reporting to the COO. This role is a hybrid of traditional jobs in strategic planning, sales operations, finance, and analysis – requiring a mix of market analysis, sales optimization, and business operational support. It is part of a high-performance team comprised largely of business partners and analyst with strategy, consulting, and programs background. This person will be responsible for 1) Partnering with the CRO or senior leadership to drive and track the business under a rigorous data-driven approach, defining KPIs and providing recommendations, 2) Materializing innovative ideas to enhance sales into practical and actionable programs and schemes and 3) Working closely with stakeholders in defining and implementing the right Go-To-Market approach (segmentation, planning, organization design, headcount allocation, quota distribution, etc.).

Success in this role means assisting the appropriate sales group or business partner to drive the continued sustainable success of Salesforce by supporting our sales growth strategy. Sample projects range from the long range strategic to the very operational including evaluating worldwide market opportunities, supporting the creation of the product growth strategy, business planning, market segmentation, sales pipeline analysis and regular review of key performance metrics.

Deliverables include detailed analytic models, custom performance analysis, and packaging findings into presentation-ready content for Salesforce executives. The role requires interaction with various areas of the organization and provides exposure to senior executives. The successful candidate will have relentless curiosity and possess a passion for creating innovative analysis to identify opportunities. Moreover, this person will excel at extracting insights from data and converting ideas to action.
 

Responsibilities

• Lead ongoing analysis of business performance required to inform executive decisions on a daily basis

• Coordinate strategic planning efforts to deliver prioritized set of investments that form the regional plan. Facilitate process to align business cases with investment requirements among internal stakeholders.

• Plan and develop strategy and framework for enhancing sales activities, and formalize them into repetitive and scalable programs.

• Develop and execute mechanisms to increase productivity and manage the business

• Develop relationships and processes with sales, finance, HR (Employee Success), sales operations, and other stakeholders including global peer and COE to identify and address business operations requirements

• Design and drive organization transformation working with respective leaders, finance and HR (Employee Success)

• Prepare ad-hoc analysis and lead projects as needed

• Drive consistency and standardization in the maturing of our distribution / sales business through best practice and innovation

• Develop and execute Long Range Plan aligned with local stakeholders and global corporate direction

• Design, develop and execute Sales Strategy & Programs organization and talent management system

Desired Skills/Experience:

• Business leader who sets vision and executes and continues to innovate with beginners mind

  • Business Acumen & Salesforce Knowledge ; Ability to use economic, financial, or industry data to accurately describe the business environment

  • Strategic Thinking & Planning ; Establish a compelling vision and create a plan that meets/exceeds the goals and objectives. Thin end-to-end and inside out. See the broader picture and thinks creatively and globally.

  • Results Orientation ; Take responsibility for outcomes of own and other’s work that contribute to creating organizational value, ability to succeed in a collaborative, start-up paced environment

  • Business Performance Inspection ; enables management of an organization’s performance to achieve goals

  • Prioritization ; Systematically and thoughtfully determine the order or importance of tasks, goals or objectives to allocate time, resource and attention affectively.

  • Beginners Mindset ; Having a sense of openness, curiosity, and a willingness to approach tasks and situations without preconceived notions or a fixed perspective. Self-starter and high degree of motivation to go above and beyond the task at hand.

  • Risk Management ; Ability to identify and quantify potential risks that exists with in and across all operating functions, platforms, and processes. Plans and implements necessary risk mitigation measures.

  • Analytical Skills ; Ability to systematically organize and compare various aspects of a situation and an environment to provide insights and provide recommendations.
     

• Trusted Partner who demonstrate integrity by demonstrating courage, building psychological safety and thought partnership by identifying & solving problems, inclusive leadership and communicating effectively

  • Stakeholder Management ; determine influence, communication, management plan and influence stakeholders through engagement

  • Cross Functional Collaboration ; breaking down silos and fostering a culture of cooperation, communication, and shared responsibility

  • Problem Solving ; Ability to solve issues by making timely decisions which balances business and individual needs. Creativity and practicality in developing actionable recommendations and programs.

  • Communication ; Ability to logically and effectively communicate thoughts and ideas across difference channels to achieve targeted results with a variety of audiences. Shares ideas to resolve concerns and meet priorities while also being able to practice active listening when others are speaking. Strong presentation skills, English and Japanese native level required. (TOEIC score 900+ or equivalent)
     

• Talent Multiplier who makes others great through leading as a coach, support performance & career development, takes accountability and influence and inspire, and build the team through hire/maintain high performing talent

• 10+ years of work experience in strategy, consulting, finance, or product management

• 3+ years of people management experience of a team of 20+ members

• Bachelor’s degree from an accredited university. MBA a plus.

• Experience with SQL, CRM Analytics, Tableau, Salesforce reports and dashboards a plus

About Sales Strategy: A team comprised largely of ex-management consultants and which acts as the company’s internal consulting arm for the sales organization. The team is responsible for identifying and reporting on key indicators of sales performance and market opportunity, using those findings to set the strategic agenda for the sales group, and presenting recommendations to senior leaders. Projects will include business planning, market segmentation and coverage optimization, and ongoing performance measurement. Deliverables range from robust analytic models, custom performance analysis, scalable reporting infrastructure, and the packaging of findings into presentation-ready content for salesforce.com executives.

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