The EMEA Industry Business Development (IBD) team supports sustaining strong growth across 11 key industries, by enabling our sales teams to better speak the language of the industry (rather than Salesforce
products). The team combines strong thought leadership with an entrepreneurial drive to get things done and a highly collaborative mindset. We work with our internal sales leaders to shape a locally relevant industry
strategy - and engage with senior stakeholders at our customers and prospects to execute it. While we are an EMEA team, we interface closely with our HQ.
As the EMEA Media IBD Lead, you will be responsible for delivering the following four pillars of the playbook, from strategy to execution, in order to advance the maturity of the industry and enable high double digit ACV growth:
Industry Thought Leadership & Expertise : Complement our global sales plays with impactful, locally relevant industry points-of-view and value propositions (incl., industry trends, challenges, Salesforce solutions and customer references). Build credibility of Salesforce and demonstrate its value as a strategic partner for digital transformation to customers and prospects. Enable the internal customer-facing teams on these assets. Industry Top Accounts: Work as part of the extended sales teams on the key whitespace accounts in the Media industry in EMEA, providing bespoke industry expertise in a customer-facing capacity to grow and progress large sales opportunities, working directly with C-/VP-level stakeholders at these accounts.
Industry Community & Strategy : Run the Media industry community within the Salesforce EMEA Sales and its supporting organisation (e.g., organise enablement workshops, best practice sharing sessions). Manage the Industry Boards (senior cross-functional group setting industry strategy). Act as a trusted advisor to sales leadership.
Industry Demand Generation : Coordinate structured and programmatic demand generation activities, working with the extended Salesforce machine of field marketing, partners, sales programs and inside-sales. Concrete levers include presentations at 3rd party events, organising C-level round-tables and defining impactful sales programs.
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