Salesforce.com, Inc Director - Media Industry Advisors in Montpelier, Vermont
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At Salesforce, our ability to translate industry expertise into trusted, relevant and personalized solutions helping companies to digitally transform is critical to our long term growth. Our global Comms & Media Industry Advisory team is looking for an experienced industry leader for our Media Industry Advisory team. Become part of a high-performing team that thinks big, creates impact, fosters a positive culture and supports everyone to be their very best in their professional and private lives.
The Industry Advisor Director for Media will roll into the Global Media leader, owning the strategy for industry advisory in the US. This role requires a strong point of view and supporting strategy for Media & Entertainment, as well as an understanding of industry trends and the importance of messaging for the US market. The role would also be involved in engaging with our most prominent customers and prospects, partnering with the field leadership teams on strategic customer engagements and customized and localized enablement as well as being an advisor to the C-level executives at brands pre, during and post sales cycles to ensure we hear the voice of the customer and build long term relationships.
The ideal candidate would have had experience in one or more key functions including advertising sales, advertising technology, advertising operations, audience insights and data strategy at a leading broadcasting, streaming or digital media company. They would understand the actual inner workings of a company, the pain points, needs and opportunities for media brands across sub verticals. They would also have a very clear knowledge and understanding of industry trends and how they translate into the realities of media brands and consumers as well as a clear grasp of Salesforce's solutions and capabilities for this market and the ability to present our vision for the industry to a C-level audience. The role is a mix of deep industry knowledge, influence, strategy, account planning partnership and direct account engagement. As part of the global Industry advisor team, collaboration with peers around the world to create a global market strategy is a key objective.
This industry leader will be key in maintaining relationships with regional sales teams and working jointly with regional Marketing, Product and Solution Engineering Teams, leveraging the Global Industry Marketing team to drive a consistent global strategy.
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The core responsibilities - How we make a difference:
Industry Experts & Thought Leadership - Leverage our deep industry experience to bring a Salesforce agnostic perspective on areas of the industry - in this case in the specific field of advertising. Focus on relevant 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 US Media sales 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 content 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:
Relationship building - engage long term with prospective and current C-level executives to support their transformation strategies
Elevate the brand - create and drive thought leadership content to the market, to the industry and to accounts
Industry & Operating Unit (OU) strategy - own and support local market strategy, initiatives and narrative and contribute to global strategy
Account mapping and planning - convert strategy into account plans and target opportunities
Account specific Point-Of-View (POV) - Understand and help prioritize customer business needs, 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
Success Criteria - How we are measured:
Successful launch and adoption of industry solutions & thought leadership content
Help Salesforce exceed the global industry ACV target for the fiscal year
Elevate the Salesforce brand and executive relations in the Media & Entertainment industry
Minimum Qualifications - What is needed to succeed:
Exceptional team player!
15+ years of Media & Entertainment expertise, working in, owning a P&L for, or consulting (Tier 1 strategy consultancy) and implementing advertising technology for the broadcasting/streaming/digital Media industry
Well versed in overall advertising challenges and technology trends, and have significant in-depth knowledge and experience in translating trends into successful strategies. Understand challenges and opportunities across sub verticals within Media and how digital transformation can improve results
Active role in a firm's digital transformation, through the use of technology and business process improvements
Good Line Of Business communication and ability to present the industry concept internally (to Sales teams) and externally (in front of senior client or at events)
Ability to succeed in a highly de-centralized matrix organisation; ability to lead and influence extended teams without formal line-reporting authority
Experience in dealing with senior leaders plus good networking skills
Entrepreneurial spirit and confidence to pick up and lead new projects
Proven track record in performing well in a fast-paced environment
Crafting compelling positioning and sales assets
Superb public speaking and writing skills
Strong analytical background and hands-on experience; the ability to think and act both at very strategic and at very tactical levels
MBA preferred, but not required
Ability to travel TBD post Pandemic
Fluency in English Essential is essential and additional languages are a plus
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