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Job CategoryMulesoft - Customer Success Group Job Details Salesforce is seeking for Senior Management Consultants to inspire and advise CxOs regarding innovative IT models that foster large digital transformations.
he is able to articulate how Salesforce can help address challenges and drive Digital transformation targeting the more relevant IT Model.
This requires a solid understanding of both business and technology strategies, an experienced approach of large digital transformations, challenges and opportunities, including strong leadership and people skills.
The ISEA brings her / his value by supporting CIOs / CTOs designing, motivating and executing their digital transformation, especially by leveraging their main capabilities : Industry and Customers Insights Act and be recognised as a Thought Leader who brings industry expertise and deliver internal and customers teams coaching through a solid methodology Work with multi-disciplinary teams to understand and articulate specific IT models aligning industry market trends, as well as customer threats, opportunities and obstacles.
Trusted Transformation Advisor Envision, explain and motivate large transformational journeys opportunities and develop robust business cases, to instigate decision-making about targeting new IT Models.
Act as the voice of the customer towards Salesforce teams (sales, solutions, delivery, ), across all levels, to defend broader mutual's vision and goals Articulate a personalised Point of View addressing customer’s challenges, industry trends and Salesforce solutions Sales Business Partner Support Salesforce sales teams in working with customers on strategic big deals and expanding Salesforce relationships with large, complex, and / or global customers into strategic partnerships to drive a continuous transformational pipeline, based on a sponsored visionary IT target model.
Digital Transformation Scoping Help to identify the right engagement model (customer & partners powermap / methodology) to drive digital transformation journey and provide end-to-end governance to design, motivate and launch large transformation programs.
Orchestrate various Salesforce engagements frameworks and skills (Illuminate, SICs, etc ...) to frame new opportunities through a transformational program of change.
Role Description The ISEA will provide programmatic expertise to our top accounts, providing a geographically and industry aligned engagement with account teams to ensure the success of our largest clients.
Foster "Dream Big Engagements" spirit and approaches that bring systematic, front-to-back engagement models for creating large transformational opportunities and building long-term customer continuous consistent growth Be a proactive key contributor to the "Mutual Plans / V2MOM Reviews" with C-suite to showcase value delivered, challenge value optimisation opportunities and discuss partnership’s growth based on Top Management workshops about the future of their IT model Co-lead, with Industry Go-To-Market teams, thought leaders forums for customers to get inspired, gain access to Salesforce executives / experts and impact our Salesforce product strategy Responsibilities Develop, communicate and build a multi-year plan that fuel business growth for their allocated industries, and work with senior sales leadership, especially their allocated AVPs Collaborate on Go-To-Market strategy : work with Salesforce industry GTM, Sales, BVS, Field Marketing, Customer Success, Professional Services and Alliance and Channels, to develop industry specific GTM strategies Drive client facing discussion and workshops with customer Senior IT leaders Develop her / his thought leader status through public content sharing and events speaking Coach internal teams with Methodology, Strategy Decks / Account Plans and Customers V2MOM Be a customer trusted advisor who sets a high expectations, leading from the front, meaning he / she will be comfortable discussing and demonstrating all aspects of the Salesforce platform and advanced skills including our cloud computing infrastructure, integration and declarative / programmatic extensions to CxO business & IT audiences including the CTO / CIO and Chief Digital Officers.
With a strong blend of industry knowledge and sales skills the ISEA uses a consultative approach to understand business and technical requirements and develop a technical sales strategy with Sales and Solutions teams aligned with Salesforce portfolio : Assist the customer in business planning and strategy by focusing on business capabilities and maturity.
Understand customer needs, company's products / services and match them with best in class technology to define a IT model target state.
Help to define priorities and steps of the transformation by proposing a strategic roadmap that leads to the target state Lead key discussions around change programs from both business, operational, and technical perspectives.
Clearly articulate business architecture (mission / vision, capability models, capability assessments, operational and governance models impacts, economics impacts) and technical architecture (current and future state diagrams, solution best practices, reference architectures, design patterns, IT model impact).
Skills and Requirements Thought leader with executive presence, strong credibility, including ability to hold CxO and Board level discussions, Exceptional interpersonal, verbal, written and presentation skills, Proven experience in a consulting firm driving customer business outcomes or in companies as CIO / CTO / CDO, Ability to generate trust, build alliances, and orchestrate interdisciplinary teams to the benefit of customers, Leadership to drive vision and consultative selling at CxO level, Ability to balance strategic thinking with pragmatic operational execution and delivery, including the coordination of relevant resources, Ability to become an advocate for Salesforce’s vision and value proposition, with strong storytelling abilities to inspire growth mindset for the teams and the customers, and to influence mind share in the professional and industry networks, Management skills to overachieve in a sales environment : they will be strategic and know how to use data to make decisions and build stretching growth plans.
Broad IT background and sound business acumen including : Enterprise governance models, IT budget & operational models, business cases, business architectures, technical architectures, software / systems engineering, cloud computing, and the software development process Good understanding of the architectural principles of cloud based platforms including SaaS, PaaS, multi-tenancy, multi-tiered infrastructure and micro-services / A good understanding of the architectural principles of cloud based platforms as well as the more traditional on-premise solutions typically used Good understanding of enterprise application integration, and an understanding of integration considerations such as process orchestration, customer data integration and master data management.
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