We are seeking an experienced Telecommunications & Media (C&M) Industry Advisor to lead the Telecommunications & Media (C&M) business growth and retention for Salesforce UKI. The primary responsibilities of this individual are driving thought leadership, creating UKI industry-specific assets and events, generating demand through focused customer-facing engagements, building Salesforce’s credibility within the local ecosystem, and enabling our sales team on relevant sales plays. The ideal candidate will work cross-functionally, build trust quickly with Sales and other Telecommunications & Media (C&M) industry leaders, have great executive presence, and a strong network across the industry. This person must be self-driven and a ‘doer’—senior enough to present to any level within Salesforce or a customer organization but resilient and willing to get the work done with a start-up mentality. You will be able to open doors and/or access existing relationships to support growth through influencing key decision-makers of Salesforce's strategic value.
Key Responsibilities
* Credible, inspiring, & relevant industry thought leadership and brand positioning:
Articulate Salesforce’s value proposition within the Telecommunications & Media (C&M) space. Focus on creating market relevant industry sales assets, particularly in key areas (e.g., AI, Data Cloud) leveraging materials from our global Telecommunications & Media (C&M) CoE.
* Develop custom presentations and branded assets for key accounts and events for the market, including Salesforce Innovation Centres (SICs).
* Lead industry webinars, create industry publications (blog posts, white papers, case studies, success stories), and engage in industry award events.
Generating demand through customer & event engagements:
* Work directly with key clients across the Telecommunications & Media (C&M) business, bringing strong industry understanding, structured problem-solving, strategic clarity, and executive presence (verbal and written) to create pathways forward to deliver growth.
* Represent Salesforce at key industry events, identifying new growth opportunities and building relationships with key industry stakeholders.
* Build strategic relationships with key industry stakeholders, including regulatory bodies and consultants, to establish Salesforce as a leading voice in industry discussions within the market.
* Support customer meetings with tailored content. Become a trusted advisor for our senior Telecommunications & Media (C&M) customers, sharing experience from past transformations, customer benchmarks, and best practices.
Turn market insights into improved product and local growth strategy:
* Create transparency for the UKI leadership team on the underlying drivers of industry/market specific performance and trends, highlighting issues and opportunities.
* Establish a structured process (meetings, roundtables, QBRs) to collect feedback on critical use cases/product capabilities and their impact on our customers' KPIs.
* Refine and prioritise global sales plays to the market context. Support local partner/sales enablement content creation and activities: industry dynamics, customer needs, sales plays - all in industry language.
* Channel relevant feedback from CxO engagements to product leaders (Industry Clouds and the rest of the product portfolio).
Experience/Skills Required:
* Education: BS/BA degree or equivalent experience; MBA preferred.
* Experience: 10+ years of industry experience in Management Consulting, a high-growth SaaS company, or a leading Communications & Media (C&M) company. Strong customer orientation and results-driven leader.
* Domain Expertise: Understands industry trends, the high-level technology landscape, and how Salesforce can create value for companies in the industry.
* Initiative & Quality: Self-starter who independently seeks new opportunities and drives work with minimal supervision. Consistently accurate and delivers high-quality work on time.
* Executive Presentations & Influence: Outstanding written, verbal communication, and presentation skills in front of audiences ranging from small executive meetings to very large keynote presentations.
* Demonstrates high EQ: Exhibits emotional intelligence and tact while influencing, negotiating, and navigating productively through conflict. Capable of having courageous discussions and leading cross-functionally at peer level and above to drive decisions forward.
* Managing Ambiguity: Ability to work effectively through a high degree of change, demonstrating consistent ability to set a vision, prioritise, cut through noise, and execute through ambiguity. Comfortable working with limited information and asking questions.
* Strong Analytical Skills for Business Planning: Outstanding problem-solving and analytical skills; demonstrated ability to structure complex problems, develop hypotheses, and present well-supported solutions. Demonstrated ability to analyse and interpret data for value-based discussions.
Experience/Skills Desired:
* Strong understanding of Salesforce products: Experience with deploying or using Salesforce with a compelling vision for how we can change the industry in the age of AI.
* Practical experience: in leading digital transformation and large-scale change management efforts.
* Strong understanding of AI and its potential to transform the industry.
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