Vice President, AMER Practices

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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.

The Vice President, AMER Practices is an Executive-level role for an individual who possesses the perfect mix of passion and experience in growing world class, high-performing teams.

The individual selected for this role will:

• Lead a highly focused team of specialized consultants across all Salesforce product dimensions, with designated leads for key family areas of our Salesforce business (e.g. Core Platform, Commerce, Data Excellence, Marketing & Digital, and Revenue Cloud).

• Partner across a highly matrixed, cross-functional team in close partnership and in collaboration across Professional Services, Product, Customer Success, and our Alliance teams across our wider partner ecosystem.

• Drive delivery excellence by leveraging existing tools and methodologies, and further our Salesforce innovation to develop new ways of working.

• Assist peer leadership across our OU's to help customers maximize their return on investment and time-to-value using Salesforce technology.

• Exercise their passion in a never-ending quest to innovate, improve and enhance our service and product delivery methodologies, driving value for our customers - all while achieving the Professional Services strategic and financial objectives.

Primary Responsibilities:

• Act as a force multiplier to drive Practice/Product expertise from their dedicated team of practice leaders throughout the entirety of the Delivery Services organization.

• Ensure Practice activities are aligned with the Professional Services strategy.

• Oversee the alignment of AMER Practice activities with Global Delivery from non-AMER Geos.

• Provide quarterly visibility to senior leadership teams on Practice progress and key metrics.

• Interface closely with and act as Services liaison to internal Product (TMP) teams to prioritize resource capacity and/or skill growth plans across capability dimensions.

• Inspire people to do the best work of their careers, amplifying the smarts and capability of the people around you, continuing to provide an inclusive workplace as one of the Best Places to Work.

• Be recognized as a valuable and trusted advisor by our customers and other members of Salesforce and continue to build the reputation for excellence in professional services

• Ensure a thorough understanding of customer expectations through meetings with Sales and discussions of proposed solution details with the customer at planning meetings

• Collaborate with Professional Services Marketing, Sales and Pre-Sales Teams, and the wider Salesforce business to shape solutions including hands-on deal involvement in large sales pursuits that will accelerate value for our customers.

• Foster executive relationships and when required, serve as the executive sponsor or support others inside the business who serve as the executive sponsor.

• Gain a deep understanding of our customers, their businesses and industries and help them realize their ambitious business value and transformations.

• Work with recruiting teams on inclusive sourcing, recruiting, and hiring of talented, high potential professionals.

• Contribute to innovating and developing new and existing service offerings in partnership with Product Management and Development.

• Collaborate with our ecosystem of Salesforce Consulting Partners to drive value for our customers #bettertogether.

• Responsible for achieving strategic and financial targets including professional services revenue, team utilization, profitability, customer satisfaction, customer business value, team development, employee engagement, operational innovation & excellence.

The ideal candidate will have:

• A successful track record of working effectively in a highly matrixed and fast-growing organization

• A passion and belief in the unique value of professional services in a cloud software company.

• A demonstrated track record in identifying and developing leaders and leading high-performing teams.

• The proven ability to develop customer relationships, understand their businesses, and develop a shared vision for accelerating their business success with Salesforce.

• The ability to mobilize and inspire a diverse and geographically dispersed professional services team to drive successful business outcomes for the customer.

• The capability to recognize complicated customer and internal relationships and navigate win/win outcomes for multiple stakeholders.

• Demonstrated success engaging at CxO level.

• Proven track record of growing a business. Developing a robust strategy and competitive advantage and consistently hitting delivery milestones, financial targets, and customer satisfaction goals.

WHAT YOU NEED TO BE SUCCESSFUL IN THIS ROLE

• 10 - 15 yrs applicable experience in professional services is required

• Delivery focused: 10+ years applicable experience managing professional service delivery for a software company (SaaS preferred)

• Experience producing rapid implementations

• Experience in collaborating with Product Management functions in a technology company

• Experience with alternative staffing models that drive high quality and efficiency.

• A highly motivated and experienced senior leader with 10 years + of experience in systems integration consulting and/or hardware/software vendor services

• Track record in growing high-volume services revenues (i.e., $25+ million), while continuing to improve operational excellence (high utilization, meeting margin targets, focus on quality, customer satisfaction, etc.) and managing a full P&L

• Successful track record of building and managing a high-performance team that has built successful and profitable consultative relationships with key influencers in companies spanning a broad array of industries

• Excellent strategy development and problem-solving skills as well as business development focus and experience (e.g., relative to new products, services, and go-to-market approaches), while possessing a broad level of technology understanding and substantial operational and financial acumen

• Significant experience running or overseeing multi-million dollar projects

• Ability to lead in a virtual and remote environment

Personal Characteristics:

• TRUST: Trusts the company's core values; shows integrity, transparency, and reliability

• ADAPTABLE: Excels in high levels of uncertainty, ambiguity, and change.

• BEGINNERS MIND: Always learning; approaches everything with an open mind; considers all opinions, looks to innovate and hands-on.

• MULTIPLIER: Amplifying and unleashing the potential and capabilities of others.

• LEADERSHIP: Self-aware and strategic thinker; proficient at building strong relationships and growing people and leaders.

• COMPELLING COMMUNICATOR: Speaks and writes with clarity, brevity, and purpose; describes areas of expertise clearly and confidently to others; influences and engages C-Level with authority and confidence.

• TEAM PLAYER: Proficient at high impact teaming and working with members of a multi-functional team

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