Industry Advisor Insurance

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Job Category

Sales

Job Details

About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

The South EMEA Industry Advisory team helps our local sales teams to maintain our 10+% pa growth in key industries such as Retail, Fins, Banking, and Travel, Transport and Hospitality.
The Industry Advisory team achieves this through external engagement with customers on a 1:1 basis or through speaking slots at events and through internal enablement and support to the sales teams with industry expertise. The team executes a playbook with 5 work-streams to help our sales teams achieve this high level of growth:

1. Industry Accounts: Work as part of the extended account teams on the top strategic accounts for an Industry in South EMEA, providing bespoke industry expertise in a customer-facing capacity to develop and progress large sales opportunities. This includes presenting at Salesforce events and 3rdrd party conferences with c-level customers

2. Industry Community & Board: Set up and run South EMEA Sales industry communities within the Salesforce South EMEA Sales and supporting organisation (e.g., organize training sessions, presentations by customers to our teams and run enablement workshops). 

3. Industry Sales Assets and Thought Leadership: Identify the industry sales assets (including value propositions, industry trends, points-of-view, C-level challenges and strategic value of technology) and leverage them to enable all customer-facing teams and to publish online (e.g., LinkedIn) or through Salesforce white papers that can also be presented at Salesforce events and 3rd party conferences

The Role
The ideal candidate will be in a high-profile role to maintain and execute our playbook for the Insurance industry in South EMEA. In this role you will cover following areas:
 

• Work directly with key customers and prospects of the region, bringing strong industry understanding, structured problem-solving, strategic clarity, and executive presence

• Conduct relevant customer and industry research to support our industry sales teams and develop industry thought-leadership and industry points-of-view

• Adapt existing industry sales kits and re-usable assets to assist our sales teams in their customer engagements

• Present at Salesforce events and 3rd party conferences on industry topics

• Lead our industry-focused communities across South EMEA for aligning our sales teams
  around best practice and knowledge sharing

• Present to and consult with Salesforce local and EMEA management on business trends with a view to developing new industry programs and demand generation activities

Skills / Attributes Needed
 

• Strong analytical background, ideally at a Tier 1 strategy consulting firm to an Project Leader / Principal level

• MBA preferred, but not required

• 3/4 years experience in Top Tier Company of the Industry in a management role in functions like Sales/Marketing/Business Development/Digital, …

• Entrepreneurial spirit and confidence to pick up and lead new projects

• Experience in dealing with senior leaders plus good networking and strong influencing skills

• Ability to lead and influence extended teams without formal line-reporting authority

• Ability to take a practical approach to business development

• Willing to travel (inside South EMEA) to support on-going activities, key opportunities (~30% of time)

• Good Line Of Business communication, and ability to present the industry concept internally (e.g., to Sales teams) and externally (in front of senior client or at events)

• Fluency in Italian and English is essential. Spanish is a plus

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