Industry Advisor

Job Category: Sales What You Will Be Doing This is a high‑impact role at the center of the FINS Industry Advisor team, combining deep client‑facing engagement with the design and execution of common frameworks that scale across FINS IA teams. The role has a dual mandate: working directly with clients to deliver industry‑leading PoVs, workshops and strategic advisory engagements, while also serving as the internal architect of shared tools, assets and programs that amplify the effectiveness of the broader team. A critical dimension of this role is serving as the primary point of contact between the FINS IA team and the specialist sales organization, partnering closely with specialist leadership to align and tailor deep industry perspectives, solution priorities and enablement resources directly to growth opportunities. This role works broadly across Distribution, Marketing, Programs, Enablement, Solutions and Product to grow ACV, build strong long‑term partnerships with key clients, deepen understanding of current and future industry dynamics, and coordinate delivery of the GTM strategy to market. What We Are Looking For Industry expertise: Researching and bringing deep understanding of the business processes and economics of the industries served in FINS – across banking, insurance and wealth management. Client engagement excellence: Ability to design, facilitate and lead executive workshops and strategic advisory sessions that deliver clarity, alignment and momentum for clients to achieve their targeted business outcomes. Framework builder: Demonstrated ability to develop common frameworks, reusable assets and scaled programs that elevate the performance of distributed industry teams. Specialist partnership orientation: Operating as a bridge between industry strategy and specialist sales execution – translating market insights into actionable seller tools and heatmaps. Sales acumen: Understanding of technology sales cycles and the ability to meaningfully contribute to the ACV engine by collaborating on big bets, navigating complex deals and simplifying difficult solutions. Executive presence: Winning trust of executives with poise, confidence and ease – in writing, in the room and on stage. Ability to execute with excellence: Program management, prioritization and communication skills that help organize teams, influence outcomes and deliver results cross‑functionally. Curious mind: Breaking down complex problems, asking questions, learning quickly, adjusting when necessary and always finding a great way forward. Responsibilities Client Engagement & Advisory Design and facilitate structured executive SICs, workshops and strategic advisory sessions for key FINS accounts; bring industry understanding, structured problem solving and actionable pathways forward that deliver clear, actionable and results‑driven roadmaps for our clients and high‑impact growth opportunities (ACV and NNAOV) for Salesforce. Serve as a Financial Services industry subject matter expert on high‑priority accounts; provide thought leadership insights to expand the value of the Salesforce platform, consultatively tailor PoVs to what matters most to each client and contribute meaningfully to the account planning process in partnership with sales and solutions teams. Craft bespoke, industry‑specific perspectives that connect Salesforce capabilities to tangible business outcomes, accelerating our clients’ evolution into autonomous, agentic enterprises. Win trust of executives for short‑term sales wins and long‑term partnerships; extend personal and professional relationships that open doors and build continuity across key accounts. Common Frameworks & Scaled Programs Design and steward frameworks, programs and assets that make the FINS Industry Advisor team more effective at scale, thinking beyond individual engagements to build the infrastructure that enables the broader team. Develop shared methodologies that bring consistency across sub‑verticals. Build field‑ready tools and enablement assets that arm sellers with the context they need to engage confidently. Lead cross‑functional programs that orchestrate resources around the highest‑priority opportunities. Translate industry knowledge into structured, reusable resources that raise the quality and efficiency of the entire IA organization – essentially operating as a force multiplier. Specialist Team Partnership Serve as the dedicated liaison between the FINS IA team and the specialist sales organization, building a strong operating rhythm with specialist leadership to align on market priorities, solution heatmaps and co‑selling opportunities. Develop and deliver industry trend and solution overview content tailored specifically for specialist sellers, grounding them in the GTM motion, prioritized solutions and industry buying patterns that drive their success. Synthesize market intelligence and solution analysis into specialist opportunity heatmaps that identify intersections of industry knowledge and specialist expertise to drive pipeline and growth. Co‑create solution playbooks with specialist teams, anchoring content in industry use cases, customer stories, competitive context and clear calls to action for sellers. Experience / Skills Required Minimum 10–15 years combined in financial services industry leadership, business or technology consulting, and/or similar functions at a leading financial institution, Fortune 500 enterprise software vendor or credible professional services firm. Deep expertise across banking, wealth management and/or insurance with an expert point of view on sub‑verticals. Demonstrated experience designing and facilitating executive workshops and client advisory engagements or significant strategic business transformation leveraging technology. Proven track record building common frameworks, scaled programs or reusable assets in a matrixed GTM environment. Experience working directly with specialist or matrixed sales teams to drive enablement, alignment and pipeline growth. Experience deploying or working closely with Salesforce, with a strong vision for how the platform can transform the financial services industry and drive business outcomes. Outstanding written, verbal communication, presentation and influential skills with audiences ranging from small executive meetings to large keynote presentations. Self‑starter who can multitask and effectively prioritize in a fast‑paced, high‑pressure startup‑paced software environment. Strong customer orientation and results‑driven operating style. Strong understanding of Salesforce products and the FINS solution portfolio. Experience / Skills Desired 10+ years of financial services experience. Experience with Agentforce, agentic AI strategy or multi‑cloud solution design in a financial services context. Familiarity with Salesforce Financial Services Cloud, Data Cloud and/or Slack as part of a multi‑cloud solution. Undergraduate degree required; advanced degree preferred. Hands‑on leader with a "get it done" operating style and participant in industry associations. Willingness and ability to travel. Preferred Skills Validated ability to lead digital transformation and large‑scale change management efforts. Ability to influence across a broad spectrum of individuals and functions in a highly matrixed organization. Demonstrated ability to analyze and interpret data for value‑based discussions. Action‑oriented, entrepreneurial, flexible and innovative approach to program management. Experience developing competitive intelligence, market assessments or solution analysis for executive audiences. Ability to engage and motivate cross‑functional teams. Comfort with AI productivity tools and a commitment to driving AI adoption across the team. Accommodations If you require assistance due to a disability, please submit a request via this Accommodations Request Form. Posting Statement Salesforce is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status or disability status. Salesforce does not accept unsolicited headhunter or agency resumes and does not pay any third‑party agency without a signed agreement. Salesforce welcomes all. In the United States, compensation offered will be determined by location, job level and experience. The typical base salary range for this position is $234,990 – $314,300 annually, with a higher range for selected cities. Compensation may include incentive pay, equity and benefits. Benefits include time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance, 401(k) and an employee stock purchase program. #J-18808-Ljbffr salesforce.com, inc.