Job Description

The Industry Advisor Leader drives collaboration with Sales and all other support functions to execute against the primary focus of creating and closing revenue to over-achieve on company quota objectives. 

Responsibilities:

Develop a consultative insurance transformation framework that is used to guide sales teams, partners, and customers to: 1. Elevate the visibility of Salesforce technology as a digital partner of choice for Insurance.  2. Develop journey maps, deliverable frameworks, and advisory engagement models to overcome culture, business, technology, and political barriers to migrating critical business functions to the Salesforce platform

Collaborate with customers and product management to craft the evolution of the Insurance blueprints, investment in industry-specific capabilities, and partnerships to drive the vision for the industry

Engage with top customers and prospects to support account planning, provide direct deal support, and provide industry expertise and strategy in key sales opportunities globally

Influence solutions creation to help educate and enable sales, presales, and customer success teams

Engage with key partners on targeted accounts and regional engagement strategies aligned with our overall Insurance strategies

Present and lead executive roundtable discussions and industry event presentations

Triaging account strategy requests and categorizing accounts systematically to ensure the correct resources are being demonstrated against the highest priority Annual Contract Value (ACV) targets and accounts identified for industry relevance, use case, and name recognition in the industry

Experience/Skills Required:

Minimum 15+ years combined Sales, Leadership, Product Marketing, Sales Enablement, Operations and/or similar functions in Fortune 500 enterprise software vendor, top tier professional services firm, or iconic and respected Insurance company

Deep Insurance expertise with a point of view of sub-verticals 

Experience with deploying or using Salesforce with a hardworking vision for how we can change the industry in the Age of the Customer

Proven track record of building and managing robust teams

Strong executive presence and an ability to quickly establish credibility with senior leadership

Exceptional written, oral communication, presentation skills in front of audiences ranging from small executive meetings to very large keynote presentations

Self-starter with ability to multitask in the fast-paced and high-pressure work environment of a start-up paced software company

Strong customer orientation and results-driven leader

Strong understanding of Salesforce products

Outstanding problem solving and analytical skills; demonstrated ability to structure sophisticated. problems, develop hypotheses, and present well-supported solutions

Experience/Skills Desired:

15+ years Insurance industry experience

10+ years of high tech company experience and/or large system integrators supporting the Insurance industry

Undergraduate degree, advanced degree preferred

Hands-on leader, “get it done” operating style, and participant in industry associations

Preferred Skills:

Proven track record in leading digital transformation and large-scale change management efforts

Ability to influence across a broad spectrum of individuals and functions

Demonstrated ability to analyze and interpret data for value based discussions

Action-oriented, entrepreneurial, flexible and innovative approach to operational management

Ability to engage and empower teams

Media experience and social media presence

Ability to lead through organizational change and virtual teams