Manager/Sr. Manager/Director, Global Distribution M&A

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Job Category

Customer Success Group

Job Details

Salesforce is growing at the speed of light, both organically and through acquisitions. We are seeking an experienced Analyst to join the Global Distribution Mergers & Acquisitions (M&A) function. This role will help fuel long term growth of our acquired companies. We do this by defining and working cross-functionally to implement M&A Sales and Post-Sales Go to Market (GTM) strategies in the first 0-2 years post-acquisition.

The role will support defining and driving alignment on M&A GTM plans, and carrying out these plans through the integration process. The role will identify and report on key indicators of acquired companies’ post-sales capability across Customer Success, Professional Services, and Support, use those findings to set the strategic agenda and drive projects for the post-sales integration, and present recommendations to sales leadership. Projects will include business planning, coverage model analysis, market segmentation, pipeline analysis, coverage optimization, and ongoing performance measurement. Results range from robust analytic models, custom performance analysis, tactical business initiatives, and the packaging of findings into presentation-ready content for Salesforce and acquired company executives.

The ideal candidate for this role will possess a passion for creating innovative analysis, the ability to synthesize information and present recommendations that transcend the numbers, as well as the energy to contribute to projects impacting and redefining the business. The individual is highly curious, organized, driven, and thrives in a fast paced environment.

Responsibilities include:

• Drive the definition and alignment for Sales and Post-Sales M&A GTM strategy across multiple partners and executives, at Salesforce and acquired companies
• Build trusted relationships with executives across the company to translate acquisition strategic rationale, and align on go to market true north, and key priorities. Apply sound business rationale, distill key priorities and influence cross-functionally to move the business forward.
• Drive Sales and/or Post-Sales M&A (Success, Support, Renewals, Services) and cross functional teams across our distribution organization on the joint Salesforce/acquired GTM design and integration plan, starting from close prep (0 day post close) through to 6-18 months after acquisition, depending on size.
• Drive strategic alignment on joint operating plan, i.e. translating how the M&A Sales and Post-Sales (Success, Support, Renewals, Services) GTM strategy will be carried out
• Post close preparation including Defining, aligning and/or completing the CSG Operating plan, strategic programs, plays, and rules of engagement that drive post sales collaboration, AOV, customer retention, and Services bookings and revenue for the acquired businesses post close and through the interim period.
• Lead Sales and/or Post-Sales M&A (Success, Support, Renewals, Services) and cross functional teams across our distribution organization on the joint Salesforce/acquired GTM design and integration plan, starting from close prep (0 day post close) through to 6-18 months after acquisition, depending on size. Includes activities such as:
  • Build strong relationships and influence across a broad set of leadership and partners across the company (Sales, CSG, Product, Corporate Development, Finance, BT, Incentive Design) to remove obstacles to achieving operating plan goals and keep the business moving forward.
  • Build thought leadership and be a strategic partner to Sales and CSG leaders globally through the M&A lifecycle (starting from pre term sheet to integration). Set clear engagement models and integration roadmaps for acquisitions that are aligned with the business.
  • Be a trusted, strategic partner to acquired leaders through the entire acquisition lifecycle, often starting as early as diligence. Balance the requirements of advocating for acquired companies with those of Salesforce, and be able to influence decisions that drive the right combined GTM outcomes.
  • Setting and aligning cross functionally on the interim and end state Sales and CSG GTM integration path, and working with the systems and process pillar to translate these to deploy scalable GTM tools that set the path to full integration.
• Drive operational excellence and rigor throughout the M&A lifecycle for Sales and CSG across acquisitions by defining close+ 90 day working models, driving achievements and tasks forward, and having the ability to identify and advance, as necessary, impediments that block the team’s ability to meet objectives.
• Own and drive to completion discrete portions of the Sales and CSG M&A functional integration project plan. Create structure around unwieldy, ambiguous problems by coordinating people, process, and acquired/Salesforce teams.

Requirements

• 6+ years of work experience in sales, sales strategy, or management consulting, with strong exposure to B2B go-to-market strategy. Prior experience in the cloud software industry preferred.
• Experience with Salesforce strongly preferred
• Demonstrates the Salesforce values of Trust, Customer Success, Innovation, and Equality
• BS/BA required, MBA preferred
• Analytical Skills and Critical Thinking: Understands how strategy impacts operations and vice versa, and can translate strategy into analytics and operations. Has a keen understanding of how Salesforce goes to market, with demonstrated executive presence and ability to build relationships at all levels of an organization to drive the business forward.
• Executive Presence/Relationship Building: Demonstrates high EQ, tact, diplomacy, and self awareness. Is able to have courageous difficult discussions, influence and negotiate, navigate productively through conflict, and lead cross functionally at peer level and above to drive decisions forward.
• Innovation: Demonstrates grit in the face of challenges, adversity. Independently develops new solutions to old problems, knows how best to effectively use resources to achieve goals.
• Growth/Beginner’s Mentality: Is comfortable working from limited information, asking new questions, seeking new answers to old questions. Continuously seeks to improve and standardize processes, systems, has and demonstrates a strong bias towards building systems, processes, tools, that scale.
• Results Oriented / Initiative: Self starter, excels in self directing, solution seeker, seeks new opportunities, does things without being told, requires minimum supervision. Is consistently accurate, delivers high quality work and on time. Looks for lasting results and long term solutions.
• Management Ability: Perceptive and future oriented, is able to delegate and effectively organize teams, work so they scale and achieve high quality, repeatable, consistent results.
• Leadership: Takes, ownership, demonstrates high EQ, Inspires people, expresses gratitude, is humble, authentic, leads by example, is transparent, honest and behaves with integrity, fosters trust.
• Managing Ambiguity: Ability to effectively work and lead a cross-functional team through a high degree of movement and change. Demonstrates consistent ability to set a vision, prioritize, cut through noise and implement through ambiguity.

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