Salesforce, Inc.

Compensation

Full Description

The Salesforce Professional Services business is growing at an unprecedented rate. To evolve and meet our customers’ increased needs and expectations, we are creating new ways of working rooted in deep industry expertise and relevance. As Senior Director/VP, CSG AMER Services Portfolio Lead, you will lead Salesforce Professional Services sales and delivery across a portfolio of business within the life sciences industry in the AMER region. This role is a senior executive with experience and a passion for growing world-class high-performing teams and successfully delivering innovative professional services to Salesforce customers. This role works as part of a highly matrixed, cross-functional team in close partnership and collaboration across Sales, Customer Success, and the wider Salesforce partner ecosystem. Leveraging existing tools and methodologies as well as innovating new ways of working, the Portfolio Lead helps customers maximize their return on investment and time-to-value using Salesforce. They redefine traditional consulting models by focusing on business value, agility, and cloud practices, ensuring customer success, and developing lasting customer relationships. Their passion is a never-ending quest to innovate, improve, and enhance our service and product delivery methodologies, driving more value for our customers while achieving the professional services strategic and financial objectives. This role requires a deep understanding not only of the cloud technology landscape but also unique industry-specific challenges, regulations, and expectations within the life sciences sector. You will craft strategies that unearth opportunities to create and capture customer value and develop a consistent industry strategy to help scale our business. Leadership Qualities: • Strategic Thinker: Ability to translate details into bigger picture implications driving the business forward, challenging the status quo. Understands industry, market, and organizational dynamics with the intellectual horsepower to handle growing complexity and ambiguity. Aligns the right resources to the task at hand; foresees and plans around obstacles. • Talent Management: Has a passion for building great teams - proven ability to develop others who have significantly contributed to company success with a history of making good hiring decisions and developing a strong bench of successors. Champions talent beyond own organization. • Innovate for Growth: Always thinking about how to make improvements; able to implement changes that map to business strategy. Stays abreast of cutting-edge technology trends. • * Focus on Customer Success: Builds and maintains relationships with customers; shapes solutions that have a significant positive impact on their business. • Builds Trust and Credibility: Makes decisions based on the organization’s values - actions are consistent with the company’s core values. Ability to set a clear vision - role models a growth mindset and shares mistakes widely for others to benefit and embraces a learning mentality. • Lead & Adapt to Change: Thrives in a changing, dynamic environment - Relishes leading even when times are tough and models the attributes of a GREAT leader. • Courageous Communicator: Must be able to take an unpopular stand if necessary for the betterment of our business. Must encourage a transparent and healthy debate while seeking the best alternative. This leader is looked to for direction in a crisis, faces adversity head-on, and is energized by tough challenges. Responsibilities: • Accountable for the successful delivery of highly visible engagements and services offerings within the life sciences industry. • Accountable for running and continually improving governance, quality assurance, and oversight of all projects in the professional services portfolio. Manage delivery escalations to resolution. • Collaborate with Go-to-Market and Industry Consulting Teams to drive continued growth of services. • Collaborate closely with delivery practices leadership to ensure a balance of supply and demand for resource skills and capacity in accordance with the demands of the market. • Work closely with the sales organization and support the solution sales process, including the development and enhancement of tools and methodologies that improve the sale of professional services. • Review and approve complex proposals and statements of work. • Participate in deal approvals as needed. • Ensure a thorough understanding of customer expectations through meetings with sales and discussions of contractual details with the customer at the planning meetings. • Collaborate with Professional Services Marketing, Sales and Pre-Sales Teams, and the wider Salesforce business to shape solutions, including hands-on deal involvement in large sales pursuits that will accelerate value for our customers. • Foster executive relationships and, when required, serve as the executive sponsor or support others inside the business who serve as the executive sponsor. • Gain a deep understanding of our customers, their businesses, and industries, and help them realize their ambitious business value and transformations. • Work with Salesforce Enablement, Training, and Employee Success Teams on ongoing professional development and skill development programs for all team members. • Contribute to innovating and developing new and existing service offerings in partnership with Product Management and Development Teams. • Accountable (in conjunction with the Global Services Operations Team) for running and continually improving repeatable processes that drive sustainable customer value and satisfaction and predictability of revenue. • Collaborate with our ecosystem of Salesforce consulting partners to drive value for our customers. • Responsible for achieving strategic and financial targets, including professional services revenue, team utilization, profitability, customer satisfaction, customer business value, team development, employee engagement, operational innovation, and excellence. • Provide management reports to senior management on customer status, resource utilization, and revenue forecasts as needed. Required Skills & Experience: • 10+ years of experience in a Services leadership position with proven quota attainment and exceptional results building, managing success, bookings, revenue, and margin while growing an annual business portfolio. • 10+ years of work experience with deep industry expertise and knowledge of industry-specific challenges, regulations, and expectations in the life sciences industry. • 10+ years of experience leading, managing, coaching, and developing staff. • 5+ years at Salesforce or in the Salesforce ecosystem with direct P&L responsibility. • Track record in product and business model innovation – approach to create unique customer insights and convert them into replicable, scalable, profitable service offers. • Proven success at leading transformational projects to deliver customer outcomes through technology. • Senior leader able to operate effectively with C-level executives. • Strong business acumen and analytical skills with the ability to think strategically as well as handle details. • Demonstrated experience leading product, marketing, and delivery teams. • Action-oriented and results-driven. • Strong organizational and management skills to manage multiple projects, responsibilities, and staff. • Exceptional relationship-building skills demonstrated by the ability to grow and nurture relationships with internal stakeholders. • Proven ability to influence cross-functional teams without formal authority. • High energy and passion for the job. • Bachelor's degree. Preferred Skills & Experience: • 10+ years of experience in a Product/Program Management role. • CRM, software/hardware services experience. • Experience in web-based, Cloud Computing. • MBA and technical disciplines. • Product Management certification. • Program Management certification. • LI-Y