Job Description

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Job Category

Sales

Job Details

Industry Consulting Executive - Financial Services

**Flexible on Location within US and Canada**

The FINS Industry Consulting Executive serves as a trusted advisor and strategic partner with client senior executives, inspiring and helping them to become trailblazers and effect change within their companies. They drive ACV/AOV in key accounts by establishing Salesforce as one of the most strategic platforms needed to achieve focused business outcomes.

This person will bring an atypical combination of skills and experience to their work, including:

* Strategy and business consulting or equivalent background;
* Executive-level presence and communications skills;
* Cross-Cloud CRM and digital transformation solutions depth;
* Financial Services industry experience; and
* Sales acumen from a track-record of large enterprise, complex deal success.

This senior-level role requires an exceptional leader, advisor, and collaborator with a mix of experience, domain understanding and judgment. They work in partnership with the Salesforce extended team including: Core Sales, Solutions Engineering, Enterprise Architecture, Cross-Cloud Solution Specialists, FINS Industry GoToMarket, Business Value Services, Customer Success, Office of Innovation, and our Consulting/SI Partners.

Primary Responsibilities:

* Provocative Points of View (PPOV) partner with Salesforce account teams to research and define a provocative point of view bespoke for a targeted client business executive. The PPOV should compel the client executive and their designees to dive deeper with Salesforce. Through client meetings, the goal is to instantiate the client executive as a senior business sponsor for our joint efforts.
* Next Gen Business Workshops lead a joint team of Salesforce and client participants through our business-driven accelerated workshop method. Tailor a business framework to address the clients scope of interest and partner with the joint team to define the next gen solution vision, business justification, and phased initiative roadmap. Support our client executive sponsor to drive alignment for our combined recommendations across key stakeholders.
* Salesforce Innovation Center (SIC) Briefings contribute thought leadership and promote client dialogue both as an SIC presenter with content tailored and tuned to client interests, or as a peer executive to build relationships with client attendees.
* Client Peer Executive Relationship Development meet with client executives to offer valuable insights and build trust in our ability to help them achieve their objectives.
* Consulting/SI Partner Collaboration work with our consulting/systems integration partners to help them understand the broader role of Salesforce as a strategic platform, and to position our fit in the clients often complex enterprise architecture.
* Deal Strategy and Engagement help our Core Sales team develop and execute a winning sales strategy considering competition, industry dynamics, and political realities.
* Thought Leadership develop content related to the IBCs areas of expertise via Webinars, Blog Posts, Capability Reference Frameworks, and Salesforce internal collaboration posts. Become a go-to resource for insights and best practices.
* Benchmarking Insights develop and execute a benchmarking program to gather insights and data from client C-level and EVP-level executives, outside of deal cycles. Leverage the data gathered to address client executive interests in what is top of mind for their peers, how they rank, and market trends in the form of presentations and/or thought leader pieces.

You must be able to:

* Move fluidly from big picture to details in order to communicate with credibility at multiple levels within our clients.
* Be a strategic thinker, intuitive, focused, driven, organized, insightful and productive. Multi-tasking and quickly pivoting between clients and initiatives will be critical.
* Effectively develop relationships with client executives and internal Salesforce stakeholders, at all levels.
* Build trust across the Salesforce Ohana and motivate sales, solutions, and customer success team members to do the best work of their lives, through your relationships and hands-on work.
* Orchestrate the efforts of cross-functional teams to execute on business workshops, consultative selling, and client advisory activities.
* Understand business and salesforce solution concepts and technology in order to identify and interpret client challenges and pain points. Contribute relevant and innovative solution recommendations based on reasoned judgment and experience.

Specific Knowledge/Skills:

* Outstanding leadership, prioritization, organization, communication, and interpersonal skills (verbal/presentation/written)
* Experience working with teams across multiple departments (cross-functional groups a plus)
* 10+ years in Management Consulting and/or Solutions Leadership (preferred)
* 5+ years Financial Services Industry experience (required)
* Graduate Degree or advanced certifications (preferred)
* Bachelor's Degree require

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