The Director, IoT Business Development AMER role is a hybrid of sales acceleration, optimization and operations, as well as thought leadership - internally and externally - via product and market expertise. The successful candidate will fuel the growth of the Salesforce IoT business, in close collaboration with our distribution teams. S/he will establish herself as a trusted advisor to our field teams, customers, partners, and analysts and power innovative programs that ACV, pipeline, and market awareness. A successful candidate will come with a strong point of view and proven experience driving new production adoption and business growth. A successful candidate will be a tenacious self-starter and polished professional, with natural sales instincts, sound business insight, strong product aptitude, and an interest in thinking out of the box to get great things done, quickly. A successful candidate will be comfortable in a start-up like environment, and enthusiastic about building a new business and accelerating ACV growth for a cutting edge product.
The individual in this role will have the opportunity to work closely with leaders and doers in sales, enablement, industry, marketing and product to lead business planning and acceleration initiatives, in addition to day to day responsibilities.
KEY RESPONSIBILITIES:
Drive customer acquisition and ACV growth in NAMER. Support regular forecast calls with the Cloud Sales team(s) to track business performance and ensure course correction where needed
Align with the NAMER sales team(s) to help ensure they are prepared to effectively sell Salesforce IoT, and take advantage of the enablement material and programs in place
Represent Salesforce to key customers, partners, and analysts on all matters related to IoT
Proactively identify, develop and drive quarterly customer acquisition and pipeline acceleration initiatives that will deliver business growth, and generate + accelerate pipeline; ensure operational rigor, tracking and alignment with sales leadership, in concert with field enablement
Work with product marketing to refine message, selling and enablement tools and assets, focused on industry and segment specific plays
Support IoT product team and product strategy by driving the voice of the customer into the product roadmap
Find a problem that needs to be solved, a new opportunity untapped, a better way of doing things... and go make magic happen!
REQUIRED EXPERIENCE
8+ years of customer-facing work experience in business development, sales, solution engineering or equivalent function with significant exposure to sales and enablement teams
Understanding of Salesforce, its sales organization, and its products
Experience leading by influence, and driving similar initiatives in a matrixed organization
Excellent executive engagement skills, and exceptional communication and presentation skills
Proven experience developing relationships to drive deals, initiate new and innovative projects and deliver on customer acquisition targets
Experience building business plans and sales forecasts
Stellar collaboration and problem solving skills
Roll up your sleeves and get it done attitude and mentality
DESIRED EXPERIENCE
Experience working in a fast-paced, dynamic, entrepreneurial environment
Enthusiasm for IoT!
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