Manager/Sr. Manager, M&A Sales GTM more...
Location:San Francisco, CA
Company:Salesforce
First posted:September 04, 2020 (last updated 30+ days ago)
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Location: California - San Francisco
Location: California - Remote
Location: Georgia - Atlanta

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Job Category
Sales
Job Details

Salesforce is growing at the speed of light, both organically and through acquisitions. We are seeking an experienced Manager to join the Sales Mergers & Acquisitions (M&A) team in the Distribution organization. This role will help fuel long term growth of our acquired companies. We do this by defining and working cross-functionally to execute M&A Sales Go to Market (GTM) strategies in the first 0-2 years post acquisition.

The ideal candidate will work on Sales GTM acquisition design and execution across functions, countries, operating units, and customer segments, representing the global Sales function for Salesforce and the acquired selling teams.

Strategic deliverables require the following: Providing critical business recommendations and driving alignment across all levels of the organization on short and long term M&A GTM acquisition strategy, analyzing key Sales M&A metrics and business performance in the first 0-2 years post close, and formulating actionable recommendations to improve our M&A programs, all to support the achievement of GTM strategic objectives. Operationally, the focus will be partnering with functional business owners and subject matter experts to set up interim operations to support acquired company GTM strategies. The successful candidate will regularly brief executives and own strategy/operational cross-functional initiatives. This person must feel comfortable and be composed interacting with senior management on a continuous basis.

Responsibilities

  • Due Diligence:Support Sales GTM acquisition due diligence, build models and quantitative rigor for acquisition deal sales projections (top line growth, Annual Contract Value (ACV))
  • Drive standardized sales analytics across the portfolio of acquisitions through Salesforce/Einstein Analytics, i.e. bookings, revenue, pipeline etc, that enable inspection of the business and ability to draw insights to improve our programs
  • Sales GTM Planning and Alignment:Support the definition and alignment for Sales M&A GTM strategy across multiple stakeholders, at Salesforce and acquired companies.
  • Post acquisition close / interim period joint GTM execution:Support or lead cross functional teams across our distribution organization on the joint Salesforce/acquired GTM design and integration plan, starting from close prep (0 day post close) through to 6-18 months after acquisition, depending on size. Includes activities such as:
    • Supporting the Sales M&A Strategy Lead on defining and getting alignment on joint operating plan (i.e. translating how the M&A Sales GTM strategy will be executed)
    • Post close prep, i.e. defining the rules of engagement, programs, communications, plays, etc. required to drive collaboration between acquired and Salesforce teams post close
    • Partner across salesforce and acquired companies to execute the M&A go to market operating plan
    • Defining post close M&A enablement strategy, data strategy, stakeholder communications and working with cross functional owners to execute
    • Conducting short and long term GTM planning with acquired and salesforce leadership teams
    • Partnering cross-functionally with systems and process owners across Salesforce and acquired companies to deploy scalable GTM tools that facilitate collaboration and accelerate ACV growth
    • Partnering with cross-functional systems and process owners to define the end state sales integration plan and requirements
  • Advisor to acquired company and Salesforce sales leaders post acquisition for all areas relating to Sales GTM and the overall acquisition integration
  • Drive the business and M&A Sales GTM plan forward by building trusted relationships cross-functionally with sales and operations subject matter experts at peer level or above, at Salesforce and acquired companies
  • Conduct presentations with a variety of leaders across the company on acquisition strategic rationale, go to market, true north, and key priorities. Apply sound business rationale, distill key priorities and influence cross-functionally to move the business forward.
  • Own and drive to completion discrete portions of the Sales M&A functional integration project plan. Create structure around unwieldy, ambiguous problems by coordinating people, process, and acquired/Salesforce teams. Document integration strategies in a standardized and scalable way.

Requirements

  • 5+ years of work experience in sales, sales strategy, or management consulting, with strong exposure to B2B go-to-market strategy. Prior experience in the cloud software industry preferred.
  • Experience with building reports, dashboards on Salesforce, Einstein Analytics strongly preferred
  • Demonstrates the Salesforce values of Trust, Customer Success, Innovation, and Equality
  • BS/BA required, MBA preferred
  • Analytical Skills and Strategic Thinking:Understands how strategy impacts operations and vice versa, and can translate strategy into analytics and operations. Has a keen understanding of how Salesforce goes to market, with demonstrated executive presence and ability to build relationships at all levels of an organization to drive the business forward.
  • Executive Presence/Relationship Building:Demonstrates high EQ, tact, diplomacy, and self awareness. Is able to have courageous difficult discussions, influence and negotiate, navigate productively through conflict, and lead cross functionally at peer level and above to drive decisions forward.
  • Innovation:Demonstrates grit in the face of challenges, adversity. Independently develops new solutions to old problems, knows how best to effectively use resources to achieve goals.
  • Growth/Beginners Mindset:Is comfortable working from limited information, asking new questions, seeking new answers to old questions. Continuously seeks to improve and standardize processes, systems, has and demonstrates a strong bias towards building systems, processes, tools, that scale.
  • Results Oriented / Initiative: Self starter, excels in self directing, solution seeker, seeks new opportunities, does things without being told, requires minimum supervision. Is consistently accurate, delivers high quality work and on time. Looks for lasting results and long term solutions.
  • Management Ability:Perceptive and future oriented, is able to delegate and effectively organize teams, work so they scale and achieve high quality, repeatable, consistent results.
  • Leadership:Takes, ownership, demonstrates high EQ, Inspires people, expresses gratitude, is humble, authentic, leads by example, is transparent, honest and behaves with integrity, fosters trust.
  • Managing Ambiguity:Ability to effectively work and lead a cross-functional team through a high degree of movement and change. Demonstrates consistent ability to set a vision, prioritize, cut through noise and execute through ambiguity.

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