Industry Business Lead - Utilities/Media/Communications
Espoo, Finland
15h ago

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Role Description

The Industry Business Architect Utilities / Media / Communications will act as an industry domain expert to sales teams on the Salesforce Customer 360 Platform and how it fits into an enterprise business and IT architecture in the banking and insurance industries.

With a broad IT background including : business architecture, technical architecture, software / systems engineering, cloud computing, and the software development process, the Industry Business Architect will structure the proposed deployment of Salesforce solutions and transform customer business strategy into execution.

The Industry Business Lead should have a strong industry alignment and knowledge in the world of Utilities / Media / Communications.

The individual should have a strong industry point of view, able to discuss future trends and challenges and provide a Salesforce perspective on how these will be addressed.

She or he should be comfortable discussing and demonstrating all aspects of the Salesforce platform and advanced skills including our cloud computing infrastructure, integration and declarative / programmatic extensions to business IT audiences including the CTO / CIO and Chief Digital Officers.

With a strong blend of industry knowledge and sales skills the Industry Business Lead uses a consultative approach to understand business and technical requirements and to help the sales teams develop and refine a technical sales strategy and Salesforce solution fit.

The Industry Business Lead is a subject matter expert in one or more categories that may include : Utilities / Media / Communications, business strategy, application architecture, data & information, integration, security, cloud computing, technology, distributed platforms, mobile, and analytics.

The Industry Business Lead will help determine which Salesforce technologies to leverage in customer driven architectures leveraging Enterprise Architecture frameworks and Salesforce agile methodologies.

The Industry Business Lead will help the sales teams and customers design specific product roadmaps against business strategies.


The Northern Europe Solution Engineering organisation is building a new team of Industry Business Leads who will have a two folded responsibility.

There’s an internal focussed element (30%) and a customer focussed element (70%).

  • Drive maximum ACV together with the various country Sales Utilities / Media / Communications Industry leaders
  • Be the go-to-person for the Business Solution Architects aligned to Utilities / Media / Communications Industry
  • Be the linking pin between Utilities / Media / Communications Product and other Industry teams to share best practices and drive innovation in the way we connect with our customers (Community function)
  • Drive innovation in Utilities / Media / Communications Industry by leveraging knowledge from : your peer Industry Leads (what would be innovative in multiple industries / cross industry use cases)understanding innovative ideas across EMEA / Global (re-use / scale)work closely with Innovation Network and Q-Branch
  • Partners with the sales team in account planning activities
  • Be the Trusted Digital Transformation Advisor for our customers
  • Thought leadership role in Utilities / Media / Communications Industry
  • Deliver & support business process innovation workshops
  • Assess customers’ business requirements, co-create the future vision for success and map to Salesforce’s solutions
  • Position the end-to-end vision and value of the Salesforce Customer 360 platform
  • Give input to customers’ target architecture, phasing, roadmap and transition architecture
  • Collaborate with Technical Architects and Business Value teams to determine the details and value of the proposed architecture
  • Uncover opportunities to generate demand with customers to help drive additional revenue
  • Stay up to date with the latest updates and trends in the industry and Salesforce’s solutions as well as competitive solutions
  • Skills and Requirements

    Experience / Skills Required :

  • Extensive work experience in the information technology sector, either as a vendor, consultant or user
  • Solid Utilities / Media / Communications Industry experience
  • Strong pre-sales / business development experience from a software vendor, Systems Integrator or other consulting organisation
  • A good understanding of the architectural principles of cloud based platforms as well as the more traditional on-premise solutions typically used
  • Familiarity with major cloud offerings in the market and ability to discuss cloud architecture
  • A good understanding of enterprise application integration, and an understanding of integration considerations such as process orchestration, customer data integration and master data management.
  • Additional Skills (useful but not required) :

  • Enterprise architecture certification such as TOGAF
  • Previous practitioner and / or implementation experience of Salesforce solutions or relevant solutions
  • Previous development or project management experience
  • Experience in an Architect role in an organisation within the Utilities / Media / Communications world
  • An understanding of design thinking
  • Understanding of emerging solutions such as mobile, AI and their relevance to the industry
  • A good understanding of the security / compliance processes and standards & issues involved in the industry
  • Extensive product and personal training and development is provided, both as part of an initial 6 month ramp process and as part of Salesforce’s commitment to continuous learning and employee growth.

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