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The Sr Director, Industry Advisors - AMER HLS will lead the AMER HLS Industry Advisory team that is part of the AMER HLS OU. This person is brings deep knowledge of the HLS industry and understands how Salesforce is driving value for our customers. This person will have accountability for the planning and execution of our AMER Distribution GTM Strategy across our AMER HLS OU. The AMER Distribution GTM Strategy is the foundation or our collective go-to-market priorities that is executed via 'precision' engagements and via 'scale' motions to ensure every AE and SE is equipped for success.

This role requires a strong point of view and supporting strategy for HLS, as well as an understanding of industry trends and the importance of messaging for the AMER market. The role would also be involved in engaging with customers, partnering with the field leadership teams on strategic customer engagements, approaches and customized and localized enablement as well as being an advisor to the C-level executives at brands pre, during and post sales cycles to ensure we hear the voice of the customer and build long term relationships. Additionally, this role will oversee and deploy our industry GTM scale motions which will require partnership with our marketing, programs and product organizations. The industry GTM scale motions require a high level of planning, collaboration and operational support to drive pipeline, ACV, and overall OU accountability.

The ideal candidate would have had P&L and/or Consulting responsibility and operational experience at or within the health care life science vertical, understanding the actual end to end workings of a company, the pain points, needs and opportunities across different areas. They would also have a very clear knowledge and understanding of industry trends and how they translate into the realities of functional areas as well as a clear grasp of Salesforce's solutions and capabilities for this market and the ability to present our vision for the industry to a C-level audience. The role is a mix of deep industry knowledge, influence, strategy, account planning partnership and direct account engagement. As part of the AMER Regulated Industries Solutions Team, collaboration with partners across the AMER HLS business is of critical importance.

The core responsibilities will include:

• Industry Experts - Leverage our deep industry experience to bring a Salesforce agnostic perspective on areas of the industry. Focus on sub-vert and timely topics to elevate customer conversations, increase field acumen and create internal and external conversation with influential leaders in the industry
• Business Consulting and Stakeholder Alignment - Partner with AMER OU leaders and their business partners to ensure we are aligned to their priorities and strategies in an effort to craft customized and prioritized solutions to customer engagements.
• Customer and Exec Engagements - Engage customers in planned meetings, 1:1 engagements and roundtable discussions to build relationships, flex industry expertise and build our networks to help grow Salesforce awareness in the industry and create stickiness in accounts
• Account Strategy - Trusted advisor and partner to the sales teams in creating relevant, customized solutions and engagements for key accounts. We partner with internal stakeholders to translate the needs of our customer into relevant Salesforce solutions to solve their biggest needs.
• Management of AMER HLS Scale Operations - The scale motions require the management and execution of our Distribution GTM Operating Model. This includes leadership of our sub-industry councils, management of execution efforts, collaboration with key partners (i.e. Sales, Marketing, Programs, Product) and evaluation of impact and success.
• Determining the most compelling cross-cloud solutions - Ownership of the 'Solutions Catalog' for the industry so that our sellers are positioning Salesforce with relevance and credibility. This is aligned to approved sub industry strategies through collaboration with product, sales, solution engineering and marketing.
• Partner with Industry Product Teams - Partner with Industry & Cloud Product Teams on investment and design decisions to ensure the industry cloud is addressing market opportunities and delivering client outcomes.

Your Impact - How you will Execute:
* OU Strategy owner - account planning and target opportunities
* Account Mapping and planning - convert strategy into account plans
* Account & Sub-Industry specific POVs - Tailor and translate solution message to customer
* Engage with Customer - present vision and solution
* Drive the deal to closure - engage with customer to deliver solutions
* Relationship building - engage long term with prospective and current C level executives to support their transformation strategies
*Sub-industry Council Leadership - accountable to execute a consistent approach, levels of engagement and management of defined performance outcomes.

Success Criteria:
* Help Salesforce exceed the global industry ACV target for the fiscal year
* Successful launch and adoption of industry clouds, exceeding the ACV target
* Successful launch and adoption of industry solutions
* Minimum Qualifications:
* Industry expertise working in, owning a P&L for, or consulting and implementing technology for the Payer industry
* Managerial experience with geographically dispersed teams with a variety of experience levels and competencies
* Be well versed in overall Payer challenges and technology trends, and have significant in-depth knowledge and experience in translating trends into successful operational strategies. Understand challenges and opportunities across different areas healthcare and how digital transformation can improve results.
* Held an active role in a firm's digital transformation, through the use of technology and business process improvements, familiar with Salesforce solutions and products
* Strong communication and writing skills and ability to work across business lines
* Exceptional presentation skills in both small and large scale settings
* Ability to perform well in a fast-paced environment and crafting compelling positioning
* Exceptional team player with proven ability to lead through influence

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