Senior Manager, Responsible AI Business Strategy Team

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Job Category

Customer Success

Job Details

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.

Role Description
 

At Salesforce, there is nothing more important than our customers trust in us and responsible use of our solutions to achieve incredible business outcomes. Our trusted experts and high-value services make this possible by engaging with customers from a place of expertise, integrity, experience, and innovation. In collaboration with Sales, Technology & Products, the entirety of our Professional Services organization, we partner with our customers to strategize, design, and implement solutions that bring the full potential of Salesforce to our customers' business.

We are focusing on our Professional Services organisation's scope of influence & capability in the area of AI technologies that are core to Salesforce's Einstein solutions with the role of AI Business Strategy Consultant. AI Consultants will have generative, predictive, and analytic AI knowledge and have proven expertise in the area of AI ethics, design, and general technology understanding. This role contributes specific AI-related expertise to our strategic engagements for customers across industries, serving as a trusted advisor to our key customers. Their work involves guiding our highly skilled and collaborative project teams in strategic engagements, coaching both non-technical and technical consultants, managing customer relationships at executive levels, and delivering strategy & roadmap deliverables. Strategic AI Consultants are also domain experts who actively participate in the pre-sales, delivery methodology, scoping, product feedback, marketing (thought leadership), and knowledge transfer.

AI Business Strategists will contribute to and/or lead passionate, impactful, collaborative teams focused on delivering sophisticated, transformative strategy engagements. Partnering and collaborating directly with C-level customers, you will craft innovative, industry-specific and experience-led strategies for responsible AI solutions, which clearly define the vision, program success metrics and an executable roadmap which achieves desired business outcomes. Working with our key customers, partners, and technical delivery leaders, you will drive scale, speed to value and a sustained landscape for future success.

AI Business Strategy Consultants will play a vital role in delivering trusted, responsible AI to Salesforce customers.

Core Responsibilities
 

AI Expertise: Apply ever-expanding knowledge of AI technologies, at large and at Salesforce, to provide broad strategic perspective and guidance to Salesforce customers. Create and maintain PoV and thought leadership content regarding AI topics and specifically the human elements and impacts.

Provide Trusted AI Professional Services: Participate as the leader of AI Coach engagements. Develop readiness assessment, vision, strategy, and PoV for other workstreams specific to AI focus topics. Be accountable for applying our ethical guidelines, flagging concerns regarding inappropriate or inadequate responsible use/ownership of Salesforce AI solutions, and co-creating roadmaps for AI implementations. Further, AI Business Strategy Consultants act as a conduit for connecting AI services innovations across CSG, TMP, and enterprise Responsible Tech and AI Research efforts.

Product Alignment: Partner with TMP leaders to ensure continuous feedback between PoV/content /asset creation and AI powered product direction to maintain consistent feedback between product management and customer implementations. Stay aligned to Salesforce and TMP priorities and strategies in an effort to craft customized and prioritized solutions to customer engagements.

Industry Alignment: Partner with Industry/OU leaders and to ensure continuous feedback between PoV content creation and industry specific insights and needs. Stay aligned to industry priorities and strategies in an effort to incorporate customized and prioritized solutions to customer engagements.

Customer and Executive Engagement: Engage senior level customer leaders in planned meetings, workshops, 1:1 engagements and roundtable discussions to establish links, demonstrate AI expertise and build our credibility as trusted services resources to help grow Salesforce awareness and create stickiness in accounts. Be the person in the room who owns the conversation about what these technologies can mean for our clients, and the commitment we have to implement responsible AI in partnership with them and their customers.

Account Strategy: Trusted advisor and partner to the sales teams in creating relevant, customized solutions and engagements for key accounts. We partner with internal collaborators to translate the needs of our customer into relevant Salesforce solutions to solve their biggest needs. Provide advisory services to pre-sales activities.

Knowledge & Enablement: Coordinate and collaborate on knowledge, assets, enablement, and other tools to scale AI knowledge throughout professional services by harvesting work done within the Global AI Practice and supporting operations to distribute and manage content. Further, this role is expected to speak/publish both internally and externally to establish thought leadership and credibility in the field of AI.

Your Impact
 

Thought leadership - Establish Salesforce as trusted experts in the field of AI

Account-specific POV - Tailor and translate solution message to customers about AI and Einstein

Engage with customers - Drive the vision to tangible implementation strategies, plans & designs by engaging with customers to develop a comprehensive AI implementation strategy & roadmap

Relationship building - engage long-term with prospective and current C level executives to support their AI transformation strategies

Salesforce Way & Knowledge Contribution - Create content and assets to enable Salesforce Trailblazers on AI topics and successes

Success Criteria

• Successful execution of AI strategic engagements that lead to follow-on implementations

• Application of our Ethical AI guidelines and standards in strategy and roadmaps for Salesforce customers

• Successful collaboration with OU's and other areas of ProServ to scale AI capability in the organization

• Creation & Maintenance of high-value Sales and ProServ assets to enable the pipeline generation for AI Cloud services

Minimum Requirements

• Strategic consulting experience with large clients and responsibility for recommendations from vision to operationalizing roadmaps (8+ yrs)

• Expertise working in, researching and publishing, and/or consulting and implementing AI capabilities

• Be well versed in overall AI challenges and technology trends, and have significant in-depth knowledge and experience in translating trends into successful strategies to address executive questions and concerns. Understand challenges and opportunities across industries and how Salesforce uses cases can solve them.

• Experience in Enterprise Architecture, Business Strategy, Product Management, Agile, Program Governance, Experience Design, Change Management and/or Value Realization

• Understands the concepts, practices, procedures, and deliverables associated with solution development, implementation and operational readiness

• GTM support experience, including scoping, proposal development, RFP response, demos/presentations

• Be knowledgeable in Salesforce products and capabilities and have experience crafting and/or implementing Salesforce solutions

• Held an active role in a firm's digital transformation, through the use of technology and business process improvements

• Ability to analyze and synthesize sophisticated information, working in situations where data may be absent or ambiguous and creative approaches are required

• Strong communication, presentation, and writing/prompting skills and ability to create content for use by others (as either enablement, samples, or templates)

• Strong executive presence and presentation/facilitation skills, comfortable collaborating with and pitching to C-suite executives, including poised, confident objection-handling abilities

• Creative, high-energy, entrepreneurial self-starter comfortable running initiatives and programs independently within a “start up-paced” technology company

• Thrive working collaboratively and cross-functionally, particularly with Sales, Engagement Delivery Leaders, Solution and Technical Architects, Designers and External Partners

• Occasional travel (average of 40%), variable

• Degree or equivalent proven experience required. Experience will be evaluated based on the core proficiencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)

Preferred Requirements:

Proven success in a matrixed and highly collaborative environment

Prior success in emerging tech, regulatory/policy environments, or other AI implementations

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