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Director Communications Gtm, Apac

Salesforce - Sydney, NSW

Any Industry
Source: uWorkin


To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job CategoryAlliances & ChannelsJob Details

The Salesforce Communications Go-to-Market Leader for APAC will report to the General Manager, Communications Cloud and be responsible for executing the Communications industry go-to-market strategy in APAC and localizing engagement, solutions, content, and insights. This role requires a strong understanding and point-of-view of communications industry trends, a strong understanding of communications industry BSS and enterprise software, and a strong talent for positioning and messaging. The role will also engage frequently with customers and alliance partners and launch new Salesforce Industry Cloud products and solutions to market, supporting local sales readiness, enablement, and business development.

The ideal candidate brings significant experience at an enterprise software company selling BSS (Business Support Systems) to communications service providers, or as a strategy consultant to the industry. It is also critical that the candidate have a clear understanding of Salesforce's solutions and capabilities for this market and the ability to articulate our industry vision to a C-level audience.

A key requirement for this role will be collaborating closely with key stakeholders (e.g. sales, marketing, customer success, alliances, industry business development, industry advisors, etc) to define and drive local GTM strategy and execution — including industry narrative, sales play prioritization, partner engagement, and thought leadership.

Responsibilities will include:

  • Definition of core industry solutions and insights to offer Operating Unit teams in ANZ, ASEAN, and India
  • Collaborate with Industry Marketing in the creation of industry go-to-market assets — points of view, sub-verticals, and thought leadership
  • Engage executives and customers at prospect Communications service providers as a thought leader and local representative of the Communications Cloud products organization.
  • Represent Salesforce at key industry events as an industry expert and speaker
  • Influence industry product roadmap with industry priorities & requirements — perform detailed strategic analysis and gather industry-specific requirements from APAC customers
  • Partner with Product Management and Industry Marketing to launch new industry clouds and solutions in region
  • Influence marketing campaigns with industry thought-leadership
  • Guide the creation of industry-specific demo assets supporting strategic solutions
  • Collect competitive insights and collaborate with competitive strategy teams, regional operating unit leaders and product management to develop competitive positioning documents for field enablement.

Your Impact - How you will Execute:

  • Coordinate and collaborate closely with regional leadership (product, sales, enablement, marketing) to support the development of the GTM Business Plan, including target accounts (sub-verticals, sizes, and regions), marketing strategy, and programs to achieve target revenue growth
  • Lead the development of positioning and messaging for customers, including industry positioning and solutions for existing Salesforce Clouds as well as industry-specific products
  • Successfully bring together a virtual cross-functional team, including Industry Marketing, Sales, Sales Engineering, Field Marketing, Business Development, Product, Alliance and ISV teams to develop and execute the Communications Cloud Business Plan in APAC.
  • Collaborate with selected systems integrators and software partners in defining joint solutions, building awareness, and executing demand gen campaigns.
  • Influence overall messaging, positioning and Salesforce presence at strategic external and internal marketing events in region
  • Work with local marketing and enablement teams, guiding the content for sales training, field enablement, external messaging, and development of marketing campaigns
  • Be a thought leader in the industry and evangelize the value of Salesforce

Success Criteria:

  • Help Salesforce Communications Cloud exceed its annual APAC ACV targets
  • Help Salesforce achieve its Communications industry APAC ACV targets
  • Successful launch and customer adoption of Communications Cloud products and solutions


  • Industry Experience: The role requires 10+ years of industry expertise working in, selling into, or consulting and implementing technology for the Communications Industry
  • Managerial experience with geographically dispersed teams, and business units, with a variety of experience levels and competencies; exceptional team player with proven ability to lead through influence
  • Well-versed in Communications industry BSS software and competitive landscape
  • Experience supporting digital transformation program for a communications service provider
  • Strong writing skills and presentation skills in both small and large-scale settings
  • Strong orientation to detail and quality
  • Proven track record in performing well in a fast-paced environment and crafting compelling positioning, thought leadership content, and sales assets
  • Ability to travel ~ up to 30% of the time
  • Bachelor’s degree or equivalent experience

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