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Director, Sales Strategy
Salesforce
San Francisco, CA, United States
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The role of Sr Director /Director of Sales M&A Integration is a key leadership role on the M&A GTM Integration Team. This individual will be responsible for representing Sales during due diligence, defining and influencing the go to market strategy, integration budget requirements and integration strategies, planning and execution. The position requires a blend of both strategic and operational experience and capabilities. The successful candidate will have genuine enthusiasm for both and will have the adaptability to move equally between long-term strategic issues to short-term tactical implementation.
Responsibilities
• Represent Sales during all phases of the deal cycle: due diligence; go to market strategy, integration planning & implementation, measurement and closing out of the integration.
• Lead, influence and gain executive alignment with both Salesforce and acquired executives in defining the short and long term go to market strategy and organizational alignment for the acquired business.
• Conduct thorough due diligence, work with other cross functional M&A leads to identify any risks to the deal, define integration strategy and resources needed to support the plan.
• Work closely with other Sales M&A integration team members to ensure members are ramped on early due diligence findings and approved go to market strategy for acquired business.
• This role is a hybrid role that will be able to do both upfront deal activities such as due diligence, go to market strategy and integration strategy as well as integration planning and execution.
• Be the voice of the acquired Sales team. Liaise and represent the newly acquired employees during the integration phase across the Salesforce Sales ecosystem
• Work with recently acquired companies to listen, understand, and document existing Sales operations, guide and translate how they will function inside Salesforce
• Scope sales requirements for system, process and tools integration
• Define, develop and execute the interim state and detailed future state project plan across a multi-function virtual team; this includes automating interim sales processes and operations inside Salesforce's internal instance and/or acquired companies CRM instance to support the business during the integration
• Participate in Lead-to-Cash integration process: requirements gathering, user set-up, UAT testing, cutover, post Go-Live front line support
• Design and deliver the Change Management plan for Go-live including communication, training and business readiness materials on new processes, gap coverage from prior processes, and tools supporting the new model
Preferred Skills:
• Outstanding leadership qualities and technical skills together with significant management experience and a strong commitment to service and accountability.
• Strong general management and strategic planning skills combined with expertise in establishing and leading business planning, operational systems and processes.
• Action-oriented, entrepreneurial, flexible and innovative approach to operational management.
• Ability to engage and motivate teams; to influence across a broad spectrum of individuals and functions
• Proven ability in having led large organizational transformation projects and large-scale change management efforts
• Passion, humility, empathy, integrity, mission-driven and self-directed.
• Very strong interpersonal skills, with demonstrated ability to work effectively and collaboratively with diverse team members and external parties.
• Ability to oversee a variety of projects simultaneously.
• Proven ability to work in a fast-paced, high pressured work environment with the patience to stay in control and well organized.
• Proven experience as a team builder, a passion for delivering high quality service, deep interest in building strong relationships, a collaborative, decisive and flexible decision-making style, hands on orientation that pays attention to detail and the ability to lead organizational change.
• Previous experience in M&A integration or Sales Operations required
• Strong understanding of sales process from Lead to Cash (primarily Lead to Quote)
• Demonstrated understanding of Salesforce.com platform
• Exceptional analytical skills, independent problem-solving skills, and attention to detail
• Strong drive for results and continuous improvement