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Sales Job Details
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.
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 personalisedIndustry 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 regionProviding direct, hands-on support to our most strategic accounts in his Portfolio and become Co Pilot on these strategic customersCo Build and drive with other teams (Business Value Services, Industry Architects,Sales Strategy, Sales leaders) Industry Business Planning and the strategy to reach ambitionsConduct or contribute to build relevant customer and industry research to support our sales teamsAdapt existing industry content and re-usable assets to assist our sales teams in their customer engagementsPresent at Salesforce events and 3rd party conferences on industry topics and with customersBe involved in our industry-focused communities across EMEA and with other region (mainly AMER) to facilitate knowledge sharingInvolvement in industry thought-leadership and industry points-of-view - Co design position papers with strategic consulting firmsTrain up, enable and support the business on industry initiatives / trends and Salesforce industry value propositionsPresent to and consult with Salesforce local and EMEA management on business trends with a view to developing new industry programs and demand generation activitiesAct as liaison between field sales/presales/marketing and Global / regional organizations such as Industry luminariesMonitor pipeline progression, join forecast calls and review meetings with mainly local/regional industry sales teams, follow-up gaps and proactively recommend actions to cover gapsDrive 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-verticalsCollaborative and team spirit is a key skill to succeed in that positionStrong ability to present to executive audiencesEntrepreneurial spirit and confidence to pick up and lead new projectsExperience in dealing, plus good networking and strong influencing skillsAbility to lead and influence extended teams without formal line-reporting authorityWilling 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. Accommodations
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About Us 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.
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