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Salesforce.com, Inc Digital Transformation Industry Executive, Go-To-Market Strategist in Arlington, Virginia

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category

Sales

Job Details

Global Public Sector

Digital Transformation Lead Industry Go To Market Strategist

Job Description:

This Global Public Sector (GPS) Digital Transformation Industry Go To Market Strategist will be responsible for coordinating the development, launch, execution and tracking of Defense Go To Market sales initiatives. This is a senior leader with a successful track record building, leading, and delivering strategic transformation programs in support of DoD mission objectives, either as a Government/Military employee and/or industry partner. This role includes harnessing, influencing, and integrating the appropriate cross-functional internal organizations (e.g., Presales Engineering, Marketing, Product Management, Partner Alliances, etc.) to deliver solutions that are tuned to achieve customer outcomes and promote the accelerated adoption and success of Salesforce for the Global Public Sector.

This individual will partner with Sales leadership to articulate a market growth strategy. They will identify near-term and longer-term top focus areas and build the resource and investment plan to achieve the targets. This new role is expected to be roughly 60% internal coordination and alignment, and 40% external customer-facing.

Responsibilities:

  • Develop a deep understanding of the cloud technology landscape, and unique industry-specific challenges, regulations, and expectations. Craft strategies that unearth opportunities to create and capture customer value, and develop a consistent industry strategy to help scale our business.

  • Partner on the development of new industry-specific services, products and programs, based on insightful customer engagement and understanding, including launching pilots that will allow us to co-create new offerings with our customers to confirm market fit.

  • Collaborate with Sales, Marketing, and GTM leadership to develop comprehensive quarterly/yearly/multi-year sales plans aligned with sub-vertical strategy, including actions needed to realize growth objectives. Working cross-functionally with our sales teams to ensure go-to-market motions are integrated to drive end-to-end success for our customers.

  • Define and support awareness through public sector marketing initiatives including conferences, trade shows, seminars and web seminars

  • Collaborate with alliance and partner teams to build and develop key relationships with solution and implementation partners in global Public Sector

  • Design and interpret key performance metrics; develop and act on plans to address identified weaknesses

  • Aggregate, develop and execute strategic industry GTM plans involving cross-functional stakeholders to ensure increased market penetration and growth

  • Develop collateral and assets, and brief internal / external executives on a regular basis.

Leadership Competencies:

  • Strategic Thinker: Ability to translate details into bigger picture implications driving the business forward, challenging the status quo. Understands industry, market and organizational dynamics, and factors in growing complexity and ambiguity. Aligns the right resources to the task at hand; foresees and plans around obstacles.

  • Innovate for Growth: Always making improvements; able to implement changes that map to business strategy. Stays abreast of cutting-edge technology trends.

  • Focus on Customer Success: Builds and maintains relationships with customers; shapes solutions that have a significant positive impact on their business.

  • Builds Trust and Credibility: Makes decisions based on the organization’s values - actions are consistent with the company’s core values. Ability to set clear vision - role models a growth mindset and shares mistakes widely for others to benefit and embraces a learning mentality.

  • Lead & Adapt to Change : Thrives in a changing, dynamic environment - Relishes leading even when times are tough and models the attributes of a GREAT leader.

  • Courageous Communicator: Must be able to take an unpopular stand if necessary for the betterment of our business. Must encourage a transparent and healthy debate while seeking the best alternative. This leader is looked to for direction in a crisis, faces adversity head-on, and is energized by tough challenges

Required Skills and Experience:

  • 15+ years of experience in a strategic sales/business operations or government management consulting or technology leadership role

  • Deep Public Sector industry experience in DoD Missions/Programs

  • Strategic thinking and planning skills

  • Strong “hands on” leadership and project management skills with a desire to improve processes and “get it done”

  • Strong problem solving and analytical skills; demonstrated ability to structure complex problems, develop solutions

  • Results-oriented, self-starter, and a high degree of motivation to go above and beyond the task at hand

  • Passion, humility, integrity, mission-driven and self-directed

  • Very strong interpersonal skills, with demonstrated ability to work effectively and collaboratively with diverse team members and external parties

  • Strong executive presence and engagement skills

  • Flexibility and ability to re-prioritize to new demands; a sense of urgency

  • Collaborative leader with the ability to work closely with other support functions in a matrixed environment (E.g. CSG–Customer Success Group, Marketing, Business Development, Alliances, and Solution Engineering)

  • Ability to coach and influence across, up, and down to sales (Area Vice President (AVP), Regional Vice Presidents (RVP), and Account Executives (AE)) on industry/marketing strategy

  • Effective and comfortable working in a virtual/home office setting

Accommodations

If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form (https://careers.mail.salesforce.com/accommodations-request-form) .

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