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Director - Industry Strategy & Business Development

Salesforce - Melbourne, VIC

Source: uWorkin


The Role
As the ANZ Healthcare & Life Sciences (HLS) Industry Lead, you will be responsible for delivering the following four pillars of the playbook, from strategy to execution; in order to advance the maturity of the industry, help catalyse large deals and enable high double-digit industry growth:

Industry Top Accounts: Work as part of the extended sales teams on the key and high potential accounts in the HLS industry in ANZ, providing bespoke industry expertise and best practices in a customer-facing capacity to grow and progress large sales opportunities, working directly with C-/VP-level stakeholders at these accounts.
Industry Strategy: Support leadership in building Go-To-Market plans to grow the industry and key accounts, helping the business focus on the highest potential sub-sectors and growth opportunities. Manage the Industry Boards (senior cross-functional governance forum to set and implement industry strategy). Act as a trusted advisor to sales leadership.
Industry Thought Leadership & Expertise: Complement our global sales plays with impactful, locally relevant industry points-of-view and value propositions (incl., industry trends, challenges, Salesforce solutions and customer references). Build credibility of Salesforce and demonstrate its value as a strategic partner for digital transformation to customers and prospects. Enable the internal customer-facing teams on these assets.
Industry Demand Generation: Provide insight and shape content, evangelise our industry credentials and drive pipe gen; working with the extended Salesforce machine of field marketing, partners, sales programs and inside-sales. Present at major Salesforce events, 3rd party events, C-level round-tables and define impactful sales programs.

Your Profile:

Significant HLS industry experience ideally across multiple sub-sectors (Healthcare Providers, Aged Care, Pharma, Medical Devices), either via consulting or directly in industry
Strong analytical background and consulting experience, ideally at a Tier 1 strategy consulting firm up to minimum Engagement Manager/Leader
MBA preferred, but not required
Entrepreneurial spirit and confidence to pick up and lead new projects
Experience in dealing with senior stakeholders; strong networking and influencing skills
Ability to lead and influence extended teams without formal reporting-line authority
Ability to take a practical approach to business development
Willing to travel (inside ANZ) to support on-going activities, key opportunities (post-COVID up to ~30% of time)
Exceptional communication skills, and ability to present complex industry concepts internally (e.g., to Sales teams) and externally (in front of senior client or at events)