Job Description

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Job Category

Sales

Job Details

Background

Tableau is the market-leading choice for modern business intelligence, our analytics platform makes it easier for people to explore and manage data, and faster to discover and share insights that can change businesses and the world. Everything we do is driven by our mission to help people and organisations see and understand data better.

The Growth & Strategic Programs team are activators , connectors and orchestrators bringing Tableau and Salesforce together to accelerate pipeline value creation. Our customers (ie our APAC/Japan sellers), depend on us to deliver consistent, repeatable and scalable sales programs and strategic initiatives, including our key account program to help our sellers be successful. Our enablement experiences create confident, competent and capable sellers.

About the role

Reporting into our Head of Growth & Strategic Programs team across APAC & Japan, the Director of the Key Accounts Program has a highly visible and strategic role, driving the Key Accounts program forward to help our customers leverage & get the most out of Tableau, and in return, increase our commercial positioning and relationship with our top customers.

The ideal candidate for this role has experience managing large scale programs, crafting strong business transformation business cases with clear return on investment. These programs can be customer experience/sales/service or marketing transformation programs (preferably utilising the Salesforce platform) within companies as well as consulting externally.

You are poised, experienced and credible in the C-Suite, with an unwavering ability to influence action and results up, down and across the organisation. You are a player-coach, empathetic, experienced but #NoEgo

Key areas of responsibility

Design, Develop and Execute the Key Account Program across APAC & Japan

• Design, communicate and manage the overall program scope and achieve agreement on key program deliverables and completion dates in partnership with various stakeholders and in alignment with business goals and vision.
• Improve the certainty of the region absorbing the Key Account Program by building communications, education, and continuous feedback loops that engage everyone from AE’s to senior executives.
• Review and adjust program direction, approach, key artefacts, etc. to keep program on track.
• Manage expectations; negotiate solutions to complex problems with internal and external stakeholders

Nurture and manage stakeholder relationships across the ecosystem

• Serves as leadership’s primary point of contact for the top account program.
• Demonstrated ability to communicate, present and influence credibly and effectively across Tableau. This means from CEO to administrator, and across various disciplines (such as Finance, HR, Sales, Marketing, Operations, Customer Services, Technology).
• Excellent situational awareness - must be comfortable in dynamic environments
• Highly developed soft skills, such as listening, empathy, and the ability to adjust communication style based on the audience.
• Build and sustain strong and trusted relationships with business partners internal and external, contributing to broader goals and growth beyond the scope of the Key Account Program.
• Lead resources and manage allocating work responsibility across a blended team consisting of other Salesforce resources (Business Value Services, Solution Engineering, Sales Strategy, Account Executives, Customer Success, Services)

Leadership of program, and program managers

• Leads a small team of program managers in the key account program and manages schedule, budget, resources, and program governance to ensure overall program success.
• Strong teamwork and facilitation skills with the ability to balance conversations within groups and drive accountability by building consensus
• Serve as a change agent to identify ways to drive improvements around global processes and to challenge the status quo and champion a new culture of collaboration, innovation, agility, standardisation, productivity, and continuous improvement.
• Contribute to the growth of the Growth & Programs team by identifying and leading internal strategic initiatives to grow the function, leveraging junior teammates to achieve individual as well as team growth
• You’re a “doer” and a “thinker”, you have a bias towards action

Lead and deliver the financial outcomes of this program

• Set up project/program governance framework and facilitate these forums
• Set up project/program success criteria and measures, and track these throughout the project/program against business outcomes.
• Co-create a compelling detailed program blueprint (including clear metrics & KPIs) that aligns business outcomes with key business measures and reporting cadence
• Candidate must demonstrate strong commercial and financial acumen

Required Skills

• 15+ years of applicable experience.
• 10-15+ years of experience in managing internal or external customer projects/programs.
• Established leader with proven ability to deliver on strategic and tactical business outcomes.
• Demonstrated management consulting experience across digital, change management, value consulting.
• Strong executive presence and ability to work effectively with all levels of management.
• Ability to work effectively with a geographically dispersed team.
• Ability to influence without authority.
• Strong presentation skills. Able to effectively present your point of view to a variety of audiences.
• Strong executive presence and ability to work effectively with C-Level leaders.
• Demonstrated project leadership skills, with direct responsibility for managing project teams, budget, and schedule.
• Hands-on experience with Agile Delivery Methodology and design thinking toolsets.
• Breadth of customer and industry experience in Financial Services, Public Sectors and Telco advantageous (either different in house roles or through consulting).
• Demonstrated strong project/program governance with the ability to manage both large-scale transformation program and hands-on with smaller projects.
• Strong commercial and financial acumen
• Salesforce transformation experience a bonus

#LI-JC2 #LI-Y

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