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About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

Responsibilities

This team is part of the Solutions (SE) organization and works together with AEs/SEs to carry out pre-sales activities with the aim of creating “Big Deals”.  Rather than being predicated on the product or Salesforce, this role will work to expand Salesforce's opportunities by working primarily with management to determine the strategic aspects of why we are doing (WHY - the reason for the change / WHAT - the purpose of the change), what is important to our customers' businesses, and how this will benefit our customers.

Particularly, this role is expected to generate pipeline for specific companies with a view to at least FIVE QUARTERS ahead, and since this role will often be interacting with CxO-level management, this role is required to have the skills to speak about business from a high-level perspective and a broad outlook, based on knowledge and experience not only of the target company's business, but also of the industry in which the company belongs in general.

This role requires high levels of skills in both "pre-sales" and "strategic consulting" areas.

Main Roles of the Team: Creating, Expanding and Leading the Business

Understand the true objectives of management teams at Salesforce's key target companies by analyzing their stated management themes and business challenges. Based on this understanding, identify potential business opportunities for Salesforce.

Align Salesforce solutions with their key management themes, develop mid- to long-term roadmaps, and translate core objectives into concrete business opportunities.

Example: Develop a customer-centric, interdepartmental version of "DX" and outline a feasible implementation strategy.

Example: Provide input on the creation of new business ventures and service models, including design and conceptualization support.

Example: Developing a revenue model for a business experiencing difficulties.
 

To strategically execute the aforementioned activities, this role will assist in developing sales strategies. This role will involve working with account teams and internal stakeholders to analyze current sales activities, define the desired future state, and determine the approach to achieve it.

Example: Proposing ideas for a client's white space

Example: Orchestrate internal discussion to accelerate lead generation for the internal account team.
 

Assigned Accounts and Required Activities

Target Accounts

Strategically engage key large enterprise accounts

The need is not for a singular solution but inherently requires a multi-organizational stakeholder approach alongside a Salesforce solution.

Focus on the phases of "00 Creating business opportunities," "01 Assessing business opportunities," and "02 Identifying issues" (with particular focus on "00 Creating business opportunities")
 

Activities

Facilitating “brainstorming” meetings with customer’s management team as necessary

Planning and facilitating various programs (workshops, etc.) to support selling and involving related departments and roles
 

Minimum Requirements

Demonstrated ability to comprehend business challenges and guide discussions towards key themes, exhibiting presence. As a trusted advisor, the person assigned this role can offer insights and engage in conversations on diverse subjects, extending beyond Salesforce.

Leveraging experience in customer-facing projects across diverse organizations, this individual excels at developing holistic solutions within intricate and uncertain landscapes. And possessing the ability to drive these solutions forward, securing the engagement of senior leadership.

Enabling management to uncover underlying thoughts, critical challenges, and intended strategies not explicitly stated in documents like medium-term plans. Consequently, it facilitates the delivery of advice to management, considering both market dynamics and business circumstances.

Capable of leading and developing a diverse team with varying levels of experience, skills, and perspectives by providing encouragement and fostering their growth.

Have a strong interest and desire to contribute to promoting new business opportunities using digital technology.

Even without pre-defined rules or methods, this individual has a proven ability to identify the right path to reach objectives, while also engaging and guiding their team.

Presentation/documentation/discussion/facilitation skills for upper-level management level.

Demonstrated interest and experience in current technology trends, with a focus on creating solutions that integrate and leverage Salesforce products and related technologies.

Practical experience/knowledge in a specific industry

Experience working on actual projects at a business consulting company

Experience in business consulting, specifically working on real-world projects.

Pre-sales proposal skills and experience
 

Preferred Requirements

Experience in management and multi-organization activities

Experience leading/facilitating a discussion on a certain topic, rather than making a presentation/proposal, to management of another company

Experienced in guiding and enabling organizational change through collaboration with management across various companies.

Experience in overseeing several organizations, each with distinct objectives and KPIs.

Experience in starting a new role/organization with members
 

Experience in understanding and utilizing technology/business frameworks/ideas

Broad knowledge and interest in technology trends and their relevance to business

Possesses a broad understanding of and genuine interest in technological advancements and their potential impact on business.

Knowledge of Salesforce products that can be used in practical work

Having a strong understanding of Salesforce and its competitors, with the ability to analyze customer needs and recommend the most suitable solution with clear justifications.

Knowledge/experience in business strategy, business model design, and corporate transformation
 

Challenge and motivation for new/unknown areas

Applying hypothesis-driven problem-solving to address potential business challenges and requirements, even in unfamiliar or surprising sectors, to effectively guide the development of solutions.
 

Language Skills

English (Business-level)

Japanese (Fluent)
 

Your Impact

This team focuses on upstream proposal activities encompassing vision formulation and strategic planning. Collaborating closely with customers facing diverse changes and gaining a deep understanding of their management and business enables the creation of a clear vision. It can be a significant opportunity to grasp the fundamental essence of business and overall market trends from a broad perspective, thereby enhancing your viewpoint. This experience will be invaluable for your career growth.

In today's business environment, characterized by the increasing need for AI and data utilization to drive value, blending your consulting expertise with Salesforce's evolving solutions and capabilities presents a unique opportunity. This synergy empowers individuals and organizations striving for significant achievements and the realization of their strategic goals to embrace new challenges and attain greater success.

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Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.