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Senior Director, Market Strategy
Salesforce
San Francisco, CA, United States
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Senior Director, Market Strategy, Salesforce.org
Everyone who wants to change the world should have the tools and technology to do so. Technology is the most powerful equalizer of our time, providing access to data, knowledge, and--above all--connections. Salesforce.org gets our technology in the hands of nonprofits and educators so they can connect with others and do more good. As a social enterprise, the more missions our technology supports, the more we invest back into technology and communities, creating an endless circle of good. We’re here to help; visit us at Salesforce.org.
Salesforce.org - Marketing and Industry Strategies
Job Details
Everyone who wants to change the world should have the tools and technology to do so. Technology is the most powerful equalizer of our time, providing access to data, knowledge and - above all - connections. Salesforce.org gets our technology in the hands of nonprofits and educators so they can connect with others and do more good. As a social enterprise, the more missions our technology supports, the more we invest back into technology and communities, creating an endless circle of good.
About the Team & Position
We are seeking a new leader for the Market Strategy team. Market Strategy supports the Industry Solutions team and drives strategic, high-priority, and cross-functional projects. Success on this team means advising the SVP, Marketing & Industry Solutions, influencing other key stakeholders such as the SVP, Sales and Chief Financial Officer, and supporting our overall product and growth strategies. This is a unique opportunity to impact salesforce.org’s global product strategy and growth, in turn positively impacting thousands of non-profit and education institutions worldwide.
The leader will be responsible for building the team, developing a best-in-class strategy practice, and championing our Ohana culture. The team covers a number four different functions: market research & analytics, pricing & packaging, competitive intelligence and go-to market strategy. The successful candidate will collaborate closely with the non-profit and education product leaders, as well as other key leaders (e.g. Sales, Sales Strategy, Enablement, Customer Success, etc.) to help them structure and solve some of their biggest challenges. Projects will vary from the very strategic to the operational, including evaluating worldwide market opportunities, supporting the annual strategy process, defining and advising on pricing strategy, and, ensuring products are successfully brought to market.
Deliverables take the form of robust analytics, structured problem-solving, cross-functional project management and well-packaged recommendations on market strategy, pricing strategy, competitive intelligence, and investment prioritization. The role requires strong leadership skills, analytical rigor, strategic thinking, and excellent written and verbal communication as the candidate will interact with all the key executives across the organization and give regular briefings to senior company executives. Finally, the candidate must be a team player, have a startup mindset, willing to manage multiple priorities and be able to deal with ambiguity effectively.
Responsibilities:
• Lead the global market strategy team to support Industry Solutions and other key business areas
• Work closely with the SVP, Marketing & Industry Solutions and VPs, Industry Solutions on key projects and strategic planning
• Partner closely with, set expectations to and actively influence other key stakeholders at salesforce.org
• Develop salesforce.org's global market intelligence capabilities to support product leaders' growth strategies. This includes (but is not limited to) identification and use of key quantitative / qualitative market data sources, total addressable market modeling, ad-hoc market opportunity projects
• Build out pricing & packaging strategies for new products and features in development to maximize revenue opportunity and customer value across sales segments
• Drive competitive analysis to evaluate competitors' approaches to the markets and what makes them successful, and develop strategies that establish lasting basis for differentiation in the marketplace
• Collaborate closely with product operations, product management, sales strategy, enablement, finance, legal, marketing and sales to develop new product GTM strategy and launch SKUs
• Sell your recommendations to executive management through exceptional presentation, tangible quantitative explanation, and mastery of qualitative factors that complement the numbers
• Build a talent pipeline across functions and verticals from junior analysts to senior leaders
• Above all else, doing the little things that get the team to their goals
Required Skills / Experience:
• Bachelor’s degree required; MBA a plus
• 10+ years of work experience in top tier strategy / management consulting, sales strategy, pricing strategy, corporate strategy
• Demonstrated leadership in delivering results with large-scale, cross-functional teams
• Strong understanding of SaaS B2B products (esepcially Salesforce) and SaaS go-to-market strategy
• Exceptional problem solving and analytical skills; demonstrated ability to structure complex cross-functional problems, develop solutions and craft high-quality executive-level presentations; project management and implementation skills to operationalize recommended solutions
• Demonstrated ability to collaborate with and influence other functions by communicating complex concepts clearly and credibly
• Ability to manage and deliver multiple projects simultaneously and under tight timelines; flexibility to adjust on the fly to new demands; self-motivated and thrives in a fast-paced, unstructured environment
• Strong team culture fit
Posting Statement
Salesforce.com and Salesforce.org are Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this Web site or directly to managers. Salesforce.com and Salesforce.org do not accept unsolicited headhunter and agency resumes. Salesforce.com and Salesforce.org will not pay fees to any third-party agency or company that does not have a signed agreement with Salesforce.com or Salesforce.org.
Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.