Industry Advisor - Utilities & Energy

Salesforce, Inc..; London; On-site; GBP 60,000 - 120,000; Full time

Job description

We are seeking an experienced Utilities & Energy (UTE) Industry Advisor to lead the Utilities & Energy (UTE) business growth and retention for Salesforce UKI. The primary responsibilities of this individual are driving thought leadership creating UKI, industry specific assets and events, generating demand through focused customer-facing engagements, building Salesforce’s credibility within the local ecosystem, and enabling our sales team on relevant sales plays. The ideal candidate will work cross-functionally, build trust quickly with Sales and other Utilities & Energy (UTE) industry leaders, have great executive presence, and a strong network across the industry. This person must be self-driven and a ‘doer’—senior enough to present to any level within Salesforce or a customer organisation but resilient and willing to get the work done with a start-up mentality. You will be able to open doors and/or access existing relationships to support growth through influencing key decision makers of Salesforce's strategic value.

Key Responsibilities

Credible, inspiring, & relevant industry thought leadership and brand positioning:

1. Articulate Salesforce’s value proposition within the Utilities & Energy (UTE) space. Focus on creating market relevant industry sales assets, particularly in key areas (e.g., AI, Data Cloud) leveraging materials from our global Utilities & Energy (UTE) CoE.

2. Develop custom presentations and branded assets for key accounts and events for the market, including Salesforce Innovation Centres (SICs).

3. Lead industry webinars, create industry publications (blog posts, white papers, case studies, success stories), and engage in industry award events.

Generating demand through customer & event engagements:

1. Work directly with key clients across the Utilities & Energy (UTE) business, bringing strong industry understanding, structured problem-solving, strategic clarity, and executive presence (verbal and written) to create pathways forward to deliver growth.

2. Represent Salesforce at key industry events, identifying new growth opportunities and building relationships with key industry stakeholders.

3. Build strategic relationships with key industry stakeholders, including regulatory bodies and consultants, to establish Salesforce as a leading voice in industry discussions within the market.

4. Support customer meetings with tailored content. Become a trusted advisor for our senior Utilities & Energy (UTE) customers, sharing experience from past transformations, customer benchmarks, and best practices.

Turn market insights into improved product and local growth strategy:

1. Create transparency for the UKI leadership team on the underlying drivers of industry/market specific performance and trends, highlighting issues and opportunities.

2. Establish a structured process (meetings, roundtables, QBRs) to collect feedback on critical use cases/product capabilities and their impact on our customers KPIs.

3. Refine and prioritise global sales plays to the market context. Support local partner/sales enablement content creation and activities: industry dynamics, customer needs, sales plays - all in industry language.

4. Channel relevant feedback from CxO engagements to product leaders (Industry Clouds and the rest of the product portfolio).

Experience/Skills Required:

1. Education: BS/BA degree or equivalent experience; MBA preferred.

2. Experience: 10+ years of industry experience in Management Consulting, a high-growth SaaS company, or a leading Utility/Energy company. Strong customer orientation and results-driven leader.

3. Domain Expertise: Understands industry trends, the high-level technology landscape, and how Salesforce can create value for companies in the industry.

4. Initiative & Quality: Self-starter who independently seeks new opportunities and drives work with minimal supervision. Consistently accurate and delivers high-quality work on time.

5. Executive Presentations & Influence: Outstanding written, verbal communication, and presentation skills in front of audiences ranging from small executive meetings to very large keynote presentations.

6. Demonstrates high EQ: Exhibits emotional intelligence and tact while influencing, negotiating, and navigating productively through conflict. Capable of having courageous discussions and leading cross-functionally at peer level and above to drive decisions forward.

7. Managing Ambiguity: Ability to work effectively through a high degree of change, demonstrating consistent ability to set a vision, prioritise, cut through noise, and execute through ambiguity. Comfortable working with limited information and asking questions.

8. Strong Analytical Skills for Business Planning: Outstanding problem-solving and analytical skills; demonstrated ability to structure complex problems, develop hypotheses, and present well-supported solutions. Demonstrated ability to analyse and interpret data for value-based discussions.

Experience/Skills Desired:

1. Strong understanding of Salesforce products: Experience with deploying or using Salesforce with a compelling vision for how we can change the industry in the age of AI.

2. Practical experience: in leading digital transformation and large-scale change management efforts.

3. Strong understanding of AI and its potential to transform the industry.

*LI-Y