Manager, Competitive Intelligence

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About Salesforce

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The Competitive Intelligence (CI) Team is seeking a highly strategic, analytical, and execution-oriented professional to play a pivotal role in shaping our company's market position and directly impacting our sales success. This individual will contribute significantly to the ongoing success of our diverse product portfolio by providing in-depth competitive insights and actionable recommendations that empower our sales teams to win more deals.
The role demands a proactive approach to defining, refining, and transforming our strategic initiatives through rigorous research, insightful analysis, and the creation of compelling content that resonates with various internal and external stakeholders. This individual will independently lead competitive intelligence projects and foster effective collaboration across various internal teams to ensure our offerings are optimally positioned against the competition and our sales teams are armed with the right information & tools to win.

Responsibilities:

• Drive strategic cooperation and collaboration with executive leadership, Product, Marketing, Distribution, Market Strategy, Customer Success, Strategic Partnerships, and Business Value teams, embedding competitive insights into core business functions to directly support sales enablement and deal closures.

• Research, monitor, and clearly articulate competitors' business and product strategies to a diverse range of internal and external audiences, ensuring all communications adhere to company standards and ethical guidelines, specifically crafting narratives that aid sales in competitive scenarios.

• Uncover critical insights and emerging trends that highlight areas of strength and weakness across our products, strategic roadmaps, and go-to-market motions, directly informing sales strategies and competitive positioning to improve win rates.

• Develop and implement robust strategies for gathering and analyzing market and competitor information, meticulously ensuring the accuracy, validity, and reliability of all data sources and analytical outputs that directly benefit sales.

• Present compelling findings and strategic insights to senior leadership, actively collaborating with cross-functional teams to seamlessly integrate competitive intelligence into overarching business strategies and sales plays.

• Deliver high-quality, timely CI projects and tactical outputs, effectively managing stakeholder engagement specific to each project, with a keen focus on supporting sales-facing initiatives.

• Analyze competitive signals from data to identify opportunities for improving win rates through go-to-market tactics, directly assisting sales teams in closing deals.

Required Skills and Experience:

• 4-8+ years hands-on experience working in enterprise SaaS or cloud platforms, ideally with exposure to competitive intelligence, management consulting, sales engineering, product management, or technical marketing.

• Exceptional strategic analysis capabilities and a deep understanding of the technology market, including the ability to comprehend, evaluate, and proactively respond to dynamic market shifts and competitive threats that impact sales.

• Superior communication and research skills; able to turn market signals into actionable insights.

• Demonstrated proficiency in writing and presentation skills including the ability to create and deliver compelling sales-facing enablement materials (e.g., field compete guides and FAQs) and executive-level presentations.

• Comfortable reaching out to and working with outside teams (including driving conversations with product and sales executives) to gather critical intelligence and provide deal support.

• Extensive experience supporting GTM and field organizations with effective competitive tools and messaging and enablement programs that directly contribute to sales success and improved win rates.

• A strong blend of curiosity, analytical rigor, innovation, and a results-oriented mindset, coupled with the execution skills necessary to transform insights into tangible outcomes that directly help sales teams win in competitive situations.

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