Business Value Services, Sr. Manager/ Director

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Job CategoryBusiness Value Services Group

Job DetailsAbout Salesforce

Salesforce pioneered the idea of CRM software in the cloud in 1999, creating a whole new economy. Today, Salesforce is helping over 150,000 companies, and millions of careers, grow like never before. Salesforce's technologies help bring companies and customers together, by providing a platform with a single view of the customer across sales, service, marketing, and commerce. Our tight-knit ecosystem creates and transforms our culture, our customers, and our communities. It drives forth our core values – trust, customer success, innovation and equality – that make us who we are. Come join a company that continues to blaze new trails in enterprise software every day, while focusing on our mission of improving the state of the world.

Team

This is a unique opportunity to join a team, representing a blend of frontline commercial execution and long-term strategic thinking.

Salesforce Business Value Services (BVS) is c losely aligned with the North America Sales organization, directly supporting sales pursuits within our top accounts. Your primary focus will be to directly engage with customer executive teams, helping articulate the strategic and financial impact that our platform can deliver to their organizations. Ultimately, you will develop C-level account strategies, value propositions and success metrics, investment justifications, deal structures and commercial proposals for our most strategic customers. You will also act as a trusted advisor to your regional sales management, providing guidance on account and negotiation strategies, helping prioritize sales pursuits and identify new opportunities.

The Communications, Media, and Technology (CMT) operating unit, which includes leading Fortune 500 and enterprise companies, will be the focus of this BVS team.

We are looking for highly passionate, driven and inquisitive individuals who can effectively communicate how our solutions can help our customers transform their businesses and support their strategic objectives.

What you will be doing

• Customer Success: Support CMT West accounts across all steps in the customer lifecycle, from strategic alignment, project justification, and commercial proposals to measuring the realized value of targeted business outcomes
• Sales Partnership: Work closely with internal sales teams and other functions to help define account strategies and prioritize sales initiatives, based on value creation potential and opportunity size
• Orchestration : Facilitate internal and external workshops to discover customers' current and future business capabilities with the goal of identifying, prioritizing and measuring key business value drivers (metrics)
• Value Selling: Build compelling business case presentations and ROI (Return on Investment) analyses aimed at accelerating, justifying, and/or expanding sales opportunities
• Deal Negotiation: Assist in the development and delivery of commercial proposals and deal structures, and share insights with senior sales management to help develop and execute negotiation strategies
• Thought Leadership: Provide thought leadership, training, and consultative partnering with internal sales and other teams throughout and beyond the sales cycle

What we are looking for

• 10+ years of professional experience, ideally in consultative and strategic customer-facing roles
• Results-oriented, strategic thinker that enjoys helping customers "cross the chasm" from current state to future state
• Strong analytical and problem solving skills, including the ability to derive actionable insights from large amounts of information and clearly communicate complex ideas to customer senior executives, while handling questions and objections
• Experience with quantitative analysis and financial modeling
• Mix of business and technical acumen with ability to engage and add value in discussions involving both technology and business strategy
• Creative, high-energy, self-starter comfortable leading and executing initiatives and handling conflicting demands creatively and quickly
• Thrive in working collaboratively and cross-functionally, particularly with Sales, Solution Engineering, Pricing, Industry teams and other key partners
• Experience in account strategy support, and development and execution of value hypotheses, business cases, and commercial proposals, preferred
• MBA, preferred
• Familiarity with technology and/or enterprise software (i.e., analytical, digital marketing, integration), preferred
• Experience in the Communications, Media, Entertainment, Gaming, Recreation, or Technology industries, preferred

We are an equal opportunity employer and greatly value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender identity, sexual orientation, age, marital status, veteran status, or disability status.

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