Director, AMER Go-to-market
The Go-to-Market Director for Consumer Goods (CG) will complement the existing team to drive our solution and go-to-market strategy globally.
This role requires a strong point of view and supporting strategy for Consumer Goods, as well as an understanding of industry marketing and of the importance of messaging for the NE AMER market.
The role would also be involved in engaging with customers and in taking new products (Industry Clouds) to market, supporting sales readiness, enablement, and business development.
The ideal candidate would have had operational experience at either a Retail or Consumer Goods firm, a clear grasp of Salesforce's solutions and capabilities for this market and the ability to stand in front of C-
level customer executives to share our vision for the industry.
This individual will work with the Northeast AMER region by coordinating with the AMER teams to drive GTM execution, account planning, partner engagement, and thought leadership with the sales leadership team.
The role is a mix of thought leadership, strategy, GTM execution, account planning and partner engagement. As part of the global Industries team, collaboration with peers around the world to create a global market strategy is a key objective.
This leader will be key in maintaining relationships with regional sales leadership and go to market jointly with regional Industry Business Development, Marketing, Enterprise Architecture, and Solution Engineering Teams, leveraging the Global Industry Marketing and go-
to-market teams to drive a consistent global strategy.
The core responsibilities will include :
Leading the development of core industry services and solutions to offer the AMER field teams
Supporting the delivery of agreed services to accounts and opportunities as prioritized by AMER leadership
Engaging executives with clients and prospects CG companies as a thought leader
Partnering with Product Team to align customer / field requirements with the product roadmap and build strategic roadmap given emerging industry trends
Partnering with Corporate Development and Alliances to evaluate potential acquisitions or joint product development opportunities
Supporting key industry events by representing Salesforce as an industry expert and speaker
Create industry-specific go-to-market material such as POVs and Sales Plays
Drive Industry product roadmap with industry priorities & requirements
Business-case management to enhance industry solution portfolio
Influence marketing campaigns with industry thought-leadership
Speak at industry events and with analysts
Establish trust and underline the relevance of Salesforce in the industry
Ensure relevant industry-specific demo assets
Establish trusted relations to the existing industry customer base as part of the account management process
Gather industry-specific requirements from customers
Participate in industry advisory councils
Build an industry-focused partner ecosystem
Your Impact - How you will Execute :
Coordinate and collaborate closely with regional leadership (sales, enablement, marketing) to support the development of the GTM business plans including target accounts, marketing strategy and programs to achieve target revenue growth
Lead the development of messaging and positioning for AMER customers, including industry positioning and solutions for existing Salesforce Clouds as well as future industry-specific products
Take personal responsibility for supporting the growth of pipe and revenue via key account engagement and operational scale and execution of industry messaging.
Successfully bring together a virtual cross-functional team including Industry Marketing, Sales, Sales Enablement, Field Marketing, Product, Partner and ISV teams to develop and execute the strategic plan for CG in AMER
Lead overall messaging, positioning and Salesforce presence at strategic marketing events including Dreamforce, Connections, Regional World Tours, and select third-party events
Work with other relevant global industry and Solution Engineering teams, in developing content for sales training, field enablement, external messaging and development of marketing campaigns
Be an effective presenter to large customer audiences as well as command the attention of C level executives, and earn their trust through expertise and relevance.
Be a thought leader in the industry and evangelize the value of Salesforce
Establish executive relationships with strategic SI and ISV partners
Support global SI community on launch Pilots to ensure customer success
Success Criteria :
Help the Global Sales organization exceed the industry ACV target for the fiscal year
Successful launch and adoption of field enablement assets targeted for the fiscal year
Successful launch and adoption of industry clouds
Minimum Qualifications :
Industry Experience : The role requires 10+ years of industry expertise working in and selling technology into multiples industries
Managerial experience with geographically dispersed teams with a variety of experience levels and competencies
Be well versed in overall CG challenges and technology trends, and has significant in-depth knowledge and experience in the use of technology in CG;
ideally with an industry brand name OR prior experience at a software company that created solutions for these industries
Held an active role in a firm's digital transformation, through the use of technology and business process improvements
Strong communication and writing skills and ability to work across business lines
Exceptional presentation skills in both small and large scale settings
Proven track record in performing well in a fast-paced environment and crafting compelling positioning, thought leadership content and sales assets
Exceptional team player with proven ability to lead through influence
Ability to travel 30% of the time
Bachelor’s degree or equivalent experience