Global Industry Strategist - Energy & Utilities

Role description
The Global Industry Strategist - Energy & Utilities (E&U) role has a global remit and sits as part of the Global Industry Center of Excellence (CoE). The CoE serves as a centralized point of contact for all pillars needed to execute a successful industry strategy—including partnering across product, alliances & channel, marketing, sales, and enablement. The Global Industry Strategist covers E&U globally and acts as a facilitator and adviser across the Industry GTM resources working in each region/OU, maintaining a global industry perspective and ensuring the Industry GTM teams share best practices and do not duplicate efforts. At the same time, the Global Industry Strategist channels feedback from the field to the ELT, advocating for funding, resources, and sponsorship for special initiatives to capture industry opportunities.

Specific responsibilities include:

Develop insights for the industry of responsibility:

• Create transparency to the ELT on the underlying drivers of industry performance, highlighting issues and opportunities
• Input in the G4G process to ensure investments are aligned to priorities and help define the target operating model
• Report on important competitor moves that could threaten our leadership in specific industries and suggest mitigation actions
• Advocate and raise to COO Dist / CRO requests for funding, resources, and sponsorship for special initiatives to capture industry opportunities (e.g., bi-monthly industry council)

Set direction and priorities for industry relevant content:

• In collaboration with the rest of the organization and sales leadership, set direction and priorities for content production of industry assets. Consolidate, edit, and make available relevant industry sales assets, particularly across company priority areas (e.g., Data Cloud)
• Create industry executive packs (e.g., how our top 10 E&U customers use Salesforce, top 5 innovative use cases, Agentic Enterprise talking points)
• Work with the tech team to organize global content repositories and leverage Agentic capabilities to easily retrieve the best available content

Maintain global governance across all functions:

• Ensure global consistency of industry best practices (e.g., yearly global industry summits)
• Structure and run a process to ensure feedback regarding critical use cases and product capabilities is collected from the field and fed to the relevant product organization
• Create forums where, at a regular cadence, the most pressing issues and opportunities for the industry are discussed and best practices are shared across functions and regions
• Support the Industry Products organization in ensuring Customer Advisory Boards are running with consistent format, cadence, and representation
• Provide insights to explain industry performance in executive reporting
• Facilitate consistent industry execution across all functions
• Coordinate, in collaboration with enablement and regional teams, the industry enablement strategy
• Validate plans and investments from the industry marketing team
• Channel relevant feedback from the field to product leaders (Industry Clouds and the rest of the product portfolio)

Qualifications:

• 8-10+ years of experience in the industry of reference or Industry GTM at a strategy or management consulting company or high-growth SaaS company, or 10+ years in an executive role in E&U
• Demonstrated relevant exposure to E&U, understanding trends, the high-level technology landscape, and how Salesforce can create value for companies in the industry
• Demonstrates the Salesforce values of Trust, Customer Success, Innovation, Equality, and Sustainability, with a strong drive to get things done
• Strong presentation skills, with experience developing decks conveying actionable insights and presenting to peers and executive leaders. High EQ and tact while influencing, negotiating, and navigating productively through conflict. Able to have courageous discussions and lead cross-functionally at peer level and above to drive decisions forward
• Strong data analysis and logical reasoning skills, with experience developing and understanding models and analyzing complex datasets
• Ability to work effectively through a high degree of change, demonstrating consistent ability to set a vision, prioritize, cut through noise, and execute through ambiguity. Comfortable working with limited information and asking questions
• Self-starter who independently seeks new opportunities, drives work independently with minimum supervision, and consistently delivers high-quality work on time
• Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role (e.g., extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)

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