Job Description
The Director, Industry Solutions will have responsibility for Salesforce’s Industry-focused Solutions resources across ASEAN.In this capacity, the Director will manage a team of senior individual contributor Solution Sales working with clients across the region. Solution Sales is the equivalent of sales engineering / pre-sales ie: resources who secure the functional and technical selection of Salesforce relative to alternatives. These resources assist with Discovery, Solutioning, Demonstration and Business Value phases of the sales cycle. In addition, the Solutions Sales team provides Strategic Thought Leadership, Enablement, and Demand / Pipe Generation. The industries covered currently comprise of; FINs (Banking, Insurance), Health, Manufacturing, Automotive, Communications, Media, Energy & Utilities, Logistics and Aviation. The Director will report directly to the Vice President of Solutions and will be based in Singapore. Travel to other ASEAN countries will be required periodically.
Successful candidates will:
- Be masterful in client engagement and build strong relationships
- Be able to liase with the C-Level of our customers and prospects, sharing the power of Salesforce, and leaning into the Industry approach
- Develop an industry-specific point of view, and evangelize it - for each industry vertical. You and your team will use these market-leading strategies to help our clients grow and transform their business with Salesforce.
- Coach your team to develop in their careers, and inspire your team to do their best work
- Participate in strategic deals and support team members as needed to grow the business.
- Drive strategic initiatives and programs across Solution Sales to actively support the career development and advancement of ASEAN Solution Engineers
- Elevate the Salesforce brand across the region; skilfully storytelling our GTM of AI + Data + Industry CRM.
Required Skills:
- Exceptionally strong business and technology acumen. You understand the social, economic and technology trends that are shaping our lives, and you can succinctly articulate a vision for how Salesforce can make a meaningful and highly differentiated contribution to the success of our customers
- Extensive experience and a proven record of consistently and successfully selling complex enterprise technology solutions to both business and technology stakeholders or relevant consulting experience
- Outstanding executive presence and are comfortable engaging at all levels within a customer’s organisation
- Experience and perspective across all segments of the GTM including our largest enterprise accounts down to our emerging small business accounts
- A demonstrable track record of success across the ASEAN region by partnering with Sales stakeholders to achieve revenue objectives.
- Good analytical capabilities, be organised and able to work many tasks at the same time.
- Support the Solution Sales team by providing guidance on sales strategies, approaches to solve specific problems, as well as a represent their team's needs to executive staff.
- Able to communicate equally with internal resources such as Sales Management, Product Marketing, Development, and Customer Success to gain commitment and support.
- Good fundamental sales skills (Value and Solution Selling) and advanced leadership skills
Other requirements
- Strong leadership capabilities
- Experience in consulting, coaching and mentoring
- Ability to operate effectively in a fast-paced, team environment
- A strong drive for results
- Strong engagement and communication skills
- Consultative selling experience
- Can collaborate and influence in a “win as a team” environment
- Resourceful
- Is a trusted advisor to the customers and colleagues
- Background working in a senior role within a target industry will be advantageous
